Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology

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John Wiley & Sons, Dec 23, 2008 - Business & Economics - 256 pages
Two Silicon Valley insiders reveal the emerging Sales 2.0 trend and how companies can profit from it

Sales 2.0 explores the emerging Sales 2.0 phenomenon, how it is characterized, why it is imperative for a company’s long-term success, and how anyone can get started with this new approach to generating revenue. Driven by an explosion of online products and changing customer buying preferences, Sales 2.0 is the marriage of Web 2.0 technologies with innovative sales processes. The book shows readers how to redeploy their sales teams for greater bottom-line results and reveals all the differences between Sales 2.0 and traditional selling. Through real world case studies, readers will learn how industry leaders achieved phenomenal results and a competitive advantage. Applicable to sales teams in any industry, Sales 2.0 presents the future of sales today.

 

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Contents

WHAT IS SALES 2
WHY IS SALES 2 0 IMPERATIVE FOR YOUR
Chapter 3
SALES 2 0 RESULTS AND REWARDS
Planand Test Sales2 0 InitiativesOrganize Sales Resources Imperative2 Facilitate Sales and Marketing Collaboration
THE BENEFITS OF INSIDE SALES
PART 3Profiles ofFour Sales 2 0 Leaders
SALES AND MARKETING ALIGNMENT
ORACLE PRODUCES SALES2 0 LEADERS AND ENTREPRENEURS
SOCIAL NETWORKING CLOSING COMMENTS THEFUTUREOFSALES 2 0 AFTERWORD
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About the author (2008)

ANNEKE SELEY was the twelfth employee at Oracle and the designer of the company's revolutionary inside sales operation. She is currently the CEO and founder of Phone Works, a consultancy that helps large and small businesses build and restructure sales teams to achieve predictable, measurable, and sustainable sales growth.

BRENT HOLLOWAY is a practicing sales manager with more than a decade of direct and channel sales experience at high-tech companies. He currently manages a sales team at Verint Systems that has dramatically increased incremental revenue, profit, and customer retention.

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