Sales 2.0 Center

What is Sales 2.0?
Evolution of Sales
Sales 1.0 vs. Sales 2.0
10 Things To Amp Up To Sales 2.0

 

Sales 1.0: Why It Doesn’t Work Anymore

“Sales 1.0” refers to the traditional enterprise technology sales model where field-based Sales Reps and Executives conduct most of their business through face-to-face prospect/customer meetings and are accountable for the entire sales process from suspect to qualified lead to opportunity development to deal close. These sales forces are measured on the revenue they generate, so they are primarily concerned with making quota. In highly competitive markets technology advances have changed the playing field, rendering the Sales 1.0 model is too expensive, too slow, too unpredictable, and too hazardous to relationships for today’s businesses and their customers. Customer preferences, ever-rising cost of sales, and the availability of next-generation technologies are mandating change for companies that want to outperform the competition.

Sales 1.0 vs. Sales 2.0

This chart, designed by marketing thought leader, Jeff Weinberger, who is in charge of WebEx (Cisco)’s Sales 2.0 initiative, captures the key differences between Sales 1.0 and Sales 2.0:

Sales 1.0 Sales 2.0 Product Specialist LOB Specialist Controlling what the buyer knows Buyers educate themselves before they come to you Marketing vs. Sales Marketing and Sales are integrated and interdependent Selling Solutions Helping customers succeed High-efficiency vs. high-touch High-efficiency AND high-touch Volume vs. Relationships Relationship-driven volume Activity rules Customer-tested process rules Coordinating flying, driving and meeting schedules Engaging anytime, anywhere Long new hire boot-camps Ramp time is reduced to less than 3 months to reach full productivity Count every activity Measure activities that count Forecast probability Forecast predictability Pipeline volume Pipeline shape and velocity Mass prospecting builds a limited linear funnel Network/Community of unlimited opportunities Managing by what my reps say Managing by what my prospects say Hoarding best (and worst) practices Making best practices pervasive