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Nigel Edelshain, Sales 2.0 (LLC)
My thoughts on the Sales 2.0 Conference held last week in San Francisco:
1. This is the Tipping Point for Sales 2.0
2. Sales 2.0 is not just about technology
3. Sales 2.0 is still being fully defined
4. Sales 2.0 holds possibilities for fighting back against the economy
This is the Tipping Point for Sales 2.0
Last week's conference was attended by over 450 people. There was a serious buzz in the air of possibility and change. Some of the smartest people in the sales improvement area were there. The conversations in between presentations were full of optimism (yes I said optimism) and possibility. There was almost nobody with their head hanging low wailing about the state of the economy. It was quite clear that many of the solutions presented at the conference do deliver ROI now - now.
OK so I'm biased. Sales 2.0 is my baby. Being as objective as I can be it does seem to me that Sales 2.0 is real. It appears to me that the people at the conference are the nucleus of a real movement. If you've read Malcolm Gladwell and believe in "tipping points", the conference last week felt like the "tipping point" for Sales 2.0.
Sales 2.0 is not just about technology
The biggest criticism in the blogosphere right now of Sales 2.0 is that it's all about technology. I agree with this.
Companies are not just about technology. We all know about the failed CRM and ERP implementations (anything with acronyms should make you suspicious anyway). Sales 2.0 certainly could turn into the same situation. Much of the current "Sales 2.0 movement" is driven by Silicon Valley executives from software companies. There certainly is a danger that we put the "cart before the horse" here (credit to Jonathan for that metaphor here) and throw technology at every sales force. I agree with those who say that won't work.
You can analyze any business function in terms of: people, process and tools (aka technology). People are the most important part in my opinion (and that of most CEOs and VPs of Sales). Sales 2.0 technology can change processes but the real trick (as with all technology) is going to be integrating these new tools into people's behaviors.
Sales 2.0 is still being fully defined
Sales 2.0 is still being fully defined. There are a lot of people debating the correct definition of Sales 2.0. This is healthy at this stage of its life. Consider that Sales 2.0 is only three years old. Consider that people usually take a long time to integrate new tools and techniques into their life (I like to quote the example that it took us 20 years to use the video cassette recorder in numbers). Sales 2.0 is still in its infancy in my opinion. I coined the term three years ago as a "banner" to rally around to "develop and apply new ways of selling". The definition for Sales 2.0 we are wrestling with right now is more tactical and pragmatic. This is a good thing.
Just because we don't have an "official definition" nailed right now does not mean you cannot apply Sales 2.0 tools and techniques to your sales efforts. You can. And you should. There's money to be made by doing so...NOW!
Sales 2.0 holds possibilities for fighting back against the economy
Sales 2.0 vs. the Economy. So what's the chances that Sales 2.0 can help you fight back against the economy?
Pretty decent I'd say. Many of the Sales 2.0 tools and techniques already developed will reduce your cost of sales. These are efficiency-enhancing tools and processes. Many companies that presented at the conference identified real return on investment based on integrating Sales 2.0 tools and techniques into their selling.
At the very least it does seem to me (and yes I AM biased) that companies should get familiar with Sales 2.0 approaches and evaluate which ones can boost their revenue and lower their costs - now. Sales 2.0 really does hold out ways for you to tackle the economic gloom by reducing your costs while at the same time grabbing new revenue. Who doesn't want that?
Sales 2.0 is new. It's not fully defined. It is based on technology but it's not JUST about technology. It is real - now. It can help you save money and make money during this recession. You should look into it.
Nigel Edelshain is CEO of Sales 2.0 Companies use Sales 2.0's telesales and consulting services to take their sales to the next level, typically boosting results 3 - 10 times. The company applies the latest Sales 2.0 tools and techniques in its telesales operation and shares resulting breakthroughs in sales methodology with clients through its consulting practice. www.sales2.com
He is also a and you can read more about him here
Today's News: It's Thursday, so this small piece of real estate is reserved for the man from the "not so frozen North" - Clayton Shold of Salesopedia This week, his guest is an old buddy of mine, and a leadership guru, Wally Adamchik
"Wally Adamchik was an officer in the U.S. Marines for ten years before moving on to corporate America and eventually starting his own business specializing in leadership development. Wally tells us leaders can be found at all levels in an organization, he suggests the finer point of leadership include integrity, technical competence and setting an example. You might be surprised to learn the required "full contact" components of leadership that can make or break you as a sales representative or sales leader."
Just click on this banner to listen in.
Sad to report that Maureen Blandford is suffering from a throat infection (I couldn't spell what she really has) and that is not a good condition to have if you are planning on interviewing anyone - unless you are Kermit The Frog............. as a consequence TSE Dailies are on hold, but normal service will be resumed shortly.
I have advised her not to keep "snogging" (kissing passionately) all the interviewees - just kidding - get well soon Maureen.
Tomorrow:A few surprises for you - just to finish the week strongly.
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