It is almost time for another Sales 2.0 Conference, and so it is timely to enjoy some pearls of wisdom from the creator of these incredibly popular events, Gerhard Gschwandtner .....
Professionalism in sales requires a lifelong commitment to ongoing learning. Think of the incredible changes we've seen in business in the last 10 years alone. When I launched Selling Power magazine 30 years ago, I could not have imagined the kinds of possibilities that exist in today's real-time economy. In the Sales 1.0 era, salespeople owned the information that customers wanted. Presentations were product-centric, and salespeople persuaded clients by adding up the dollar value of each benefit associated with the product. Today, the landscape looks much different:
* Mobile technology allows salespeople to engage prospects instantly with relevant information.
* Sales 2.0 tools help reps recognize qualified opportunities faster.
* Social media blurs the boundaries between buying and selling; satisfied buyers are now the marketing extension of the seller.
* Metrics and analytics enable sales leaders to manage by science, not by gut instinct.
* Collaboration between sales and marketing teams shortens sales cycles and increases productivity.
Since I first got involved in the Sales 2.0 Conference in 2007, I've seen firsthand what a powerful driver of change technology can be.
Companies that have invested in Sales 2.0 solutions and services have leapfrogged their competition. I am a firm believer that double-digit growth is not an impossible goal for today's companies; it is a reality that can be achieved.
If you're interested in creating a better future for your sales organization, I invite you to join me in San Francisco on March 7 and 8, where I'll be hosting the Sales 2.0 Conference.
Our speakers include successful sales executives from top-level companies who understand from experience the challenges sales leaders face in their quest for high performance. The best way to achieve growth is to network with leaders who have employed successful methodologies year after year.
SPECIAL OFFER: Use code topsalesworld at checkout and get $250 off the price of registration for the Sales 2.0 Conference in San Francisco, March 7-8, 2011. Go here to register: http://www.regonline.com/s2c2011
Gerhard Gschwandtner is founder of Selling Power magazine and host of the Sales 2.0 Conference