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Sales 2.0: 95% sales, 5% technology
May 15, 2010 in InsideView 20, Sales, Sales 2.0, Sales Intelligence, Social CRM, Software Tools, Technology, Uncategorized | by Gordon Anderson | 26 comments
By Santosh Shukla, InsideView Hyderabad.
Is Sales 2.0 old wine in a new bottle? Is it all about technology, for technology’s own sake? Or is it about leveraging new tools to sell more efficiently? Here is my take on the term.
Sales 2.0 – One more buzzword? To quote Shakespeare for nth time: that which we call a rose by any other name would smell as sweet. In other words, the name itself is not important. However, to refer to this next level of selling with a common terminology, we would call it Sales 2.0
The game has not changed, the rules of the game have. Cold Calling has been taken over by Social Calling. Outbound Sales by Inbound Marketing, educating the customer is more important than duping the customer. More listening is required than talking. Cloud is preferred over on-premise.
But for all those new new tools and techniques, the objective of selling isn’t to use some fancy new piece of software for its own sake. The objective is to close deals. The most effective salespeople focus 95% of their efforts on selling and 5% on learning about new technology. If using the new technology takes more than that, it’s not worth it!
The next level of sales certainly encompasses (but not limited to) these:
- People, Process, and Tools
- Customer Engagement and Enablement
- Information as it is delivered
- Social Media – The voice of the masses
- Capacity and Velocity
- Effectiveness and Efficiency
- Convergence of Sales and Marketing
I am happy to see that all the Sales 2.0 companies have their own definitions of Sales 2.0, while still accommodating the evolution of the term Sales 2.0. I am also excited the way sales industry is evolving itself with the ecosystem, and that Customer 2.0 is forcing the development of Sales 2.0
Here is the crux. Salespeople are good at selling, and the Sales 2.0 companies are good at technology that helps salespeople stay informed and effective. And for the Etymologists, My Sales 2.0 Definition: Making sales better, whatever it takes!
Happy Selling…
Investing too much time on Social Media? How to boost your ROI.
May 2, 2010 in InsideView 20, Sales 2.0, Sales Data, Sales Intelligence, Social CRM, Uncategorized | Tags: social media | by Gordon Anderson | 296 comments
Guest post by Santosh Shukla, InsideView Hyderabad office.
Posting on Twitter, updating a Facebook profile, putting that Youtube video demo and uploading pictures to Flickr may be free of cost, but it’s wrong to think that social media for marketing and sales is free.
Social media are now standard tools of the Sales 2.0 workplace. But if you are like me, the “social” part of social media sometimes gets in the way of the work. That means you inadvertently spend some time to look at the tweets of people you follow, retweet some and end up spending much more time than you intended. Similar things happen when you go to LinkedIn to find a connection, and end up reading and joining irrelevant discussions.
Thus, a result-oriented foray into social media turns out to be a long walk into unknown (but interesting) woods and by the time we realize, the damage is already done. Time is money, and you’ve just wasted a pile of it.
Here some tips that I use to get the most out of social media while staying focused:
- Link your Twitter, LinkedIn, and Facebook accounts to save the time and effort of updating same status/message at different places.
LinkedIn with Twitter: https://www.linkedin.com/secure/settings?twitterSettings
Facebook with Twitter: http://www.facebook.com/twitter/
- Create lists on Twitter to follow tweets on related topics like Sales2.0, Golf, psychology etc. to be focused on reading only what you want to read at that moment.
http://help.twitter.com/entries/76460-how-to-use-twitter-lists
To follow the tweets of the IV 20 Top Sales Industry social media users here – http://twitter.com/skshukla/Sales2-0
- Use intelligent tools that allow you to focus on the crux and not deviate by being in your work window. SalesView helps you to read relevant blogs, tweets of the prospect that you are targeting within your CRM so you don’t have to leave it to get the social media benefits. It also finds the LinkedIn connections and Facebook friend connections for prospect accounts within your CRM.
- Follow top 20 Sales Industry Social Media Users and some more stars to get the latest and greatest information and views of the Sales (and Marketing) industry without spending too much time elsewhere.
- Talk to people who have pioneered in linking social web and enterprise, the creators of term “socialprise”.
I am sure you have some more tips that you use to efficiently use your time on social media and get the desired results. Please feel free to share them.
To follow all the Sales2.0 leaders’ tweets, just follow @skshukla/Sales2-0
The Top Sales Industry Social Media Users
March 25, 2010 in InsideView 20, Sales 2.0, Social CRM | Tags: insideview 50, iv50, Sales 2.0, social media | by insideviewblog | 6 comments
As the use of social media continues to scale across the sales industry, we are seeing an increasing number of examples where social Web tools are used effectively by sales professionals to create communities, spread information and drive business. We created a list to recognize sales industry professionals whose use of the social Web has really blown us away. This list of industry leaders is composed of sales executives, writers, trainers, analysts and more, all of whom are making savvy use of many of the social media tools available today, helping usher in the renaissance we like to call Sales 2.0. These are the folks, who like InsideView itself, are doing their part to deliver us to the future of the sales industry – one that is highly connected, informed and efficient.
We have continued this list from our original IV 20 because there are just too many great examples of social Web use to stop at 20. So, throughout 2010, we will continue to recognize worthy individuals and ultimately create InsideView’s top 50 sales industry social media users…stay tuned. Now, without further ado, your sales industry social media stars:
1) John Cousineau – Founder and CEO of Innovative Information
Twitter: http://twitter.com/jcousineau
More: John is the founder and CEO of Innovative Information, makers of Amacus, a B2B sales productivity tool for Sales Reps. John specializes in B2B sales productivity and has spent over 30 years harnessing the capabilities of technology and information in ways that inform and accelerate business productivity. John regularly shares his wisdom on sales through multiple channels, including twitter and his blog.
2) Craig Rosenberg – Vice President, Products and Services at Focus
Twitter: http://twitter.com/funnelholic
More: Craig serves as VP of products and services at Focus, while also being the man behind the popular B2B sales blog www.funnelholic.com. Craig has had a wide range of sales experience having worked at over 23 startups ranging in technology verticals from storage, networking, business applications, security and infrastructure. Craig regularly posts new content to his blog, which he notes is intended for ‘those who live and work at the top end of the b2b funnel,’ if that sounds like you, check it out.
3) Miles Austin, Founder of Fill the Funnel
Twitter: http://twitter.com/milesaustin
More: As a sales professional who tweets multiple tips and resources per day, Miles knows a thing or two about sales Web tools (his company helps sales people select/implement the tools and training necessary for your team to benefit, quickly). Check out Miles’ blog, www.fillthefunnel.com, to learn about the latest sales productivity tools. (Full disclosure, we recently had the honor of being featured as a favorite sales intelligence tool on his blog.)
4) Craig Elias, Creator of Trigger Event Selling
Twitter: http://twitter.com/CraigElias
More: Craig’s Twitter handle share articles and resources to help sales professionals be more effective and efficient via social sales…and clever posts like “Word of Mouth on steroids.” Craig is authoring SHiFT! Harness The Trigger Events and leading the upcoming Webinar, Trigger Events: The Silver Bullet in Sales.
5) David Brock, Sales Consultant for Partners in Excellence Twitter
Twitter: http://twitter.com/davidabrock
More: David’s enthusiasm for building successful businesses and organizations is clear as he provides a consistent stream of content, enabling sales and business professionals through great information and tips about making the most out of their careers and opportunities. Be sure to tune in to his blog for his ideas…in long form.
6) Ardath Albee, B2B Marketer, Strategist, Writer, Storyteller and Author of eMarketing Strategies for the Complex Sale
Twitter: http://twitter.com/ardath421
More: Ardath is one of the lead generating and marketing gurus of Twitter. She shares her insight and highlights that of others on a consistent basis on Twitter, her blog and in her book – which, of course, involves best practices and tips for marketers.
7) Nigel Edelshain, CEO of Sales 2.0
Twitter: http://twitter.com/nedelsha
More: There’s a lot to live up to if you are the CEO of a company called Sales 2.0, an organization dedicated to the improvement of sales results via new and innovative Web tools. Nigel, however, lives up to the challenge by tweeting about all things Sales 2.0, including the latest news, tips and resources.
8) Jeffrey Gitomer – Sales writer, consultant and speaker
Twitter: http://twitter.com/Gitomer
More: Jeffrey has created a veritable industry of his own within the sales industry. He has had great success in the print media world, authoring New York Times best seller books on sales strategy and effectiveness and also gives over 100 presentations per year on average on the same topics. On the social media front, Jeffrey has amassed a significant Twitter following for his short, concise sales tip tweets. He also blogs on sales topics at www.gitomer.comand www.trainone.com
9) Stephen Dill - Owner at SRD InterActive, Partner at MatchPoint
Twitter: http://twitter.com/srdill
More: Stephen refers to himself as a ‘Sales & Marketing consulting by day, reinventing public education by night.’ On the sales side, Stephen is seasoned in sales and marketing with expertise in the development and use of social media and interactive channels and their integration with traditional sales and marketing channels. Check out Stephen’s blog to read his thoughts on sales, technology and education or follow him on Twitter at http://twitter.com/srdill
10) Joe Vaughn, Sales professional and blogger
Twitter: www.twitter.com/joesales
More: Joe’s moniker, Joe Sales, sums up the feeling of the faceless salesperson, which is why it is refreshing to see that the man behind the name is so active on social media. Joe tweets insights on sales, among a range of other entertaining topics on his feed. Check him out at www.twitter.com/joesales
The InsideView 20 – The Top Sales Industry Social Media Users
January 7, 2010 in InsideView 20, Sales 2.0 | Tags: insideview, InsideView 20, Sales 2.0, Sales Intelligence, social intelligence, social media sales | by insideviewblog | 14 comments
Social media is changing hundreds of industries and professions, and sales is no exception. To recognize those members of the sales industry who in their use of social media are bringing together important news, sales intelligence and theory, we are pleased to announce the full list of the ‘InsideView 20.’ This list of sales industry leaders is composed of sales executives, writers, trainers, analysts and more, all of whom are making savvy use of many of the social media tools available today and helping usher in the renaissance we like to call Sales 2.0. These are the folks, who like InsideView itself, are doing their part to deliver us to the future of the sales industry – one that is highly connected, informed and efficient.
1. Mike Damphousse, CEO/CMO of GreenLeads
@damphoux
Company website: http://www.green-leads.com/
GreenLeads is a B2B company specializing in marketing strategies and leads. Mike has over 20 years of experience in sales, marketing and technology in an array of industries. He consistently tweets helpful links on the topics of lead generation, demand generation and a variety of other sales-related topics and regularly engages with his followers.
2. Anneke Seley, author of the book, Sales 2.0, CEO and founder of Phone Works
@annekeseley
Anneke’s blog: http://www.sales20book.com/wp/blog/
Anneke brings her expertise from the sales and technology industries to the masses through her books, articles and savvy use of social media. Her role as the CEO of Phoneworks, a sales strategy and implementation consultancy, and experience designing OracleDirect provide her with a uniquely informed insight into Silicon Valley. Anneke is a true Sales 2.0 leader.
3. Jonathon Hewitt, founder of SEO Sport
@gohewitt
Company Website: http://seosport.com/
Jonathon is founder of SEO Sport, a search engine marketing company. He has over a decade of internet marketing experience and is an unstoppable tweeter. John is constantly sharing tech and social media stories, providing his followers with a constant stream of smart, handpicked information on these areas.
4. Josiane Feigon, CEO of Telesmart, author, blogger
@josianefeigon
Company Website: Telesmart
Josiane started Telesmart over 15 years ago and has over 25 years sales experience in the technology sector. She is also the author of a couple of books the latest of which, Smart Selling From the Inside Out, came out this fall. She blogs on a very regular basis through the Telesmart company website and updates twitter all the time.
5. Trish Bertuzzi, President and Chief Strategist at The Bridge Group
@bridgegroupinc
Company website: www.bridgegroupinc.com
Trish Bertuzzi has over 27 years experience working in technology and more than 11 as president of The Bridge Group, a Sales Consulting company. She tweets frequently, sharing tips on sales, marketing, technology news and other interesting life tidbits. If you have an inside sales team you need to follow Trish.
6. Jill Konrath, Jill is the CEO and founder of Sales Shebang and the Chief Sales Officer and CEO of Selling to Big Companies
@jillkonrath
Company Website: http://www.sellingtobigcompanies.com/
Jill is not only CEO of the company Selling to Big Companies, she is also the author of a successful book by the same name. She tweets often and blogs on her company website about smart selling strategies. She has over 20 years of experience working in the B2B sales industry.
7. Alen Majer, Founder and Owner of The Science and Art of Selling, author
@alenmajer
Company Website: The Science and Art of Selling
Alen’s company, The Science and Art of Selling, trains, coaches and consults with executives and sales teams on sales strategy. His sales expertise also extends beyond domestic borders, as he speaks internationally and is the co-founder of the Sales Academy-Croatia and Sales Institute of Croatia. Alen is a prolific writer in both the analog and digital mediums; he is the author of several books including the most recent, Selling is Better Than Sex, and is constantly tweeting and adding content to his company website.
8. Joanne Black, founder of consulting business for Referral Sales, No More Cold Calling
@referralsales
Company Website: No More Cold Calling
Joanne has over 30 years experience in sales training and consulting. She is the founder of Referral Sales strategy-based business No More Cold Calling and has worked in a range of industries including retail, technology, finance, etc. She tweets, blogs and creates podcasts regularly on the secrets behind referral sales.
9. Chad Levitt, a sales associate at Hubspot and author of the New Sales Economy Blog
@chadalevitt
Chad’s blog: New Sales Economy Blog
Chad is not only involved in the business of sales during the day, but he writes on the topic for two highly regarded sales 2.0 sites, salesgravy.com and sales2.com. Chad stays up to date on anything relating to sales 2.0 and shares tons of information on this space via his blogs and Twitter.
10. Tibor Shanto, principal and founder of Renbor Sales Solutions Inc.
@renbor
Company Website: Renbor Sales Solutions Inc.
Tibor started Renbor Sales Solutions Inc. which helps businesses increase and better their sales by focusing on Objective Based Selling. Tibor has over 20 years experience ranging from leading global sales teams to telemarketing. He was very quick to join the online information revolution and continues to stay on the pulse of sales and technology, follow him on Twitter for a steady flow of great sales advice and news.
11. Chris Powell, VP of sales and founder of Industrial Interface
Twitter: @TechSalesLeads
More: Industrial Interface home
If you work in sales, you need to follow Chris on Twitter. His feed is chock-full of sales industry insights and links to relevant articles and studies.
12. Randy Ferrell, VP of Sales at Care2.com
Twitter: @randyferrell
More: Care2.com
Need another reason why Twitter is a brilliant service? You get to regularly see what is on the mind of a VP of Sales for a forward-thinking organization. Randy frequently tweets links to really interesting articles that are related to the issues his company works on, such as the environment, health, human rights and animal welfare.
13. Paul Cummings, VP Sales and Marketing for Impression Management Professionals
Twitter: @paul_cummings
More: Impression Management home
Paul is VP of Sales at a sales training and leadership development organization, so following him is like getting a double dose of what you need in the Sales 2.0 world. From Webinars to articles – great stuff, Paul!
14. Helene Zemel, Senior Regional Sales Director for AmeriPlan
Twitter: @hzemel
More: Health Plans Plus blog
Helene tweets and blogs regularly, keeping her followers entertained and informed on both her personal interests (she’s a classically-trained pianist) and the issues shaping her professional world (healthcare reform and industry trends).
15. Megan Heuer, Research Director at SiriusDecisions
Twitter: @megheuer
More: Sirius Blog
Meg is a regular contributor to her company blog, examining topics like what sales really needs, and an active tweeter, sharing links and constantly joining the conversations she finds important. As part of the research team at her firm, she’s no doubt gathering a cornucopia of insight from the social Web.
16. Brad Trnavsky, President of Sales Management 2.0
Twitter: @bmtrnavsky
More: Sales Management 2.0 profile
In addition to tweeting about the latest sales and marketing resources, Brad has created an entire social community for the sales management profession at Sales Management 2.0 with more than 1,100 members. If you’re not tapped into that conversation, we highly suggest doing so now.
17. Maurice Cheeks, Apple Educational sales executive
Twitter: @MoCheeks
More: MoCheeks.com
Maurice is a frequent blogger, Twitterer and general social media force who shares thoughts about a wide range of subject from media to sales to philosophy — sounds about right for an Apple employee.
18. Alden Mills, founder of Perfect Fitness
Twitter: @aldenmills
More: Perfect Fitness blog
You’ve probably seen the Perfect Pushup device in stores and on TV, now meet the man behind the muscle by following him on Twitter and checking out his blog, which gives you extra tips and clearly written posts on how to get the most out of your workout. This former Navy SEAL is not only tearing it up in the gym, but is also active on the social Web. Great stuff for advancing his goal of “perfect fitness.”
19. Kendra Lee, President and IT sales expert at KLA Group
Twitter: @KendraLeeKLA
More: KLA Group
Following Kendra on Twitter is not only a way to get insight into the latest sales and marketing events, but also a clear answer to issues such as the best way to follow up with leads and why you should take a long, hard look at your actual sales processes.
20. Bill Rice, founder and CEO of Kaleidico
Twitter: @BillRice
More: Better Closer blog
In addition to founding a company that provides a CRM solution to the mortgage industry, Bill writes regularly on smarter marketing and social selling at his blog, and keeps his Twitter followers in the know on the latest tips and tricks for the best sales strategies.
