Comments on: Sales 2.0 Still Doesn’t Replace Sales 1.0

By: Leto 2011

Leto 2011 — Wed, 29 Jun 2011 06:42:00 +0000

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By: Greg Woodley

Greg Woodley — Wed, 07 Jul 2010 06:23:05 +0000

Couldn’t agree more Anthony.
Sales 2.0, is it really even sales. More like marketing to me since it brings in the prospect but selling is what converts that prospect into a customer and excellent service turns that customer into a client and a raving fan.
Greg

By: Steve Watts

Steve Watts — Mon, 21 Jun 2010 20:11:07 +0000

The point is spot on, I think.

The point of a digital phone dialer, for example, doesn’t change the intrinsic nature of what the rep is doing; it’s a phone call to a prospect–hot, cold, anywhere in between.

But what it does do is take that “Sales 1.0″ activity and doubles or triples the amount of “effort” without the rep having to spend any more time. A dialer, or a mass marketing digital product of any kind, is like giving a gatling gun to a guy who’s used to firing a pea shooter.

But if the guy firing the dialer gatling gun doesn’t have a clue how to aim it, or what he’s supposed to be shooting in the first place, all you’ve got is a bad sales rep tripling their number of bad sales calls.

By: S. Anthony Iannarino

S. Anthony Iannarino — Sun, 20 Jun 2010 10:51:18 +0000

Thanks, Trish. I struggle with the idea of changing from being focused on selling to being focused on letting buyers buy from me. I don’t believe that “if you build it, they will come.” I struggle with the idea that salespeople should focus on something other than selling. Inactivity is a recipe for failure.

By: S. Anthony Iannarino

S. Anthony Iannarino — Fri, 18 Jun 2010 21:54:51 +0000

Thanks, Jeb! You and I are cut form the cloth on this one! Nice chatting with you last week, too.

By: Jeb Brooks

Jeb Brooks — Fri, 18 Jun 2010 13:29:51 +0000

Great post.

It’s a poor salesperson who ignores technology altogether. But it’s an even poorer one who can’t sell in the first place.

And you’re right on, Anthony: There’s no telling when and how we’ll be able to help each other as a result of our technology-fused connection.

By: trish bertuzzi

trish bertuzzi — Wed, 16 Jun 2010 12:43:39 +0000

On your bus buddy and well said! We wrote a post called “Have You Mastered Sales 1.5?” last June that talks about the same thing. Here is an excerpt:

Sales 2.0 is getting tons of buzz right now in the technology market. There are lots of different definitions out there, but here’s mine:

Sales 2.0 is an outcome not an event. The process requires you to transform your business from one that is focused on selling to one that is focused on letting the market buy from you.

Sales 2.0 requires a change in mindset. It requires focus on buyer personas, lead nurturing, content development, social networking strategies, web 2.0 tool, etcetera, etcetera.

We are in agreeement on the end result. There’s no silver bullet. There’s nothing but hard work, well thought out strategies and flawless execution.

http://tinyurl.com/l4d6fb

By: Keenan

Keenan — Mon, 14 Jun 2010 16:53:47 +0000

My favorite phrase these days:

We tend to over estimate the rate of change yet underestimate the impact of change.

You’ve hit on that here. Whether or not Sales 2.0 is the end of Sales 1.0 or not isn’t as compelling as what will the impact of Sales 2.0 be, when it is all said and done?

By: Keenan

Keenan — Mon, 14 Jun 2010 16:51:00 +0000

e-mail didn’t eliminate the need for most face to face calls, but it has certainly minimized the use of the phone. The primary engagement tool for more and more people IS email.

Change is a funny thing.

By: Steve Schiffman

Steve Schiffman — Sun, 13 Jun 2010 18:45:55 +0000

Another pithy commentary