Conversations About Selling

What kinds of conversations will happen about selling on March 7 & 8 at the Sales 2.0 Conference?

If past events are any indication, there will be a major focus on three aspects of organizational success: people, process, and technology. But don’t take our word for it — here are reactions from three bloggers about what they heard at previous Sales 2.0 events:

“I was impressed by the various panel speakers who, while embracing Sales 2.0 as a given also cautioned that what every firm must do is understand your internal structure first and develop a strategy that leverages these structures. It’s not enough to just invest in the latest and hippest marketing automation system if you can’t clearly define what’s an inquiry, what’s a qualified lead, and why?”
Read more: Sales 2.0 Conference – San Francisco – Thoughts from a Sales 2.0 Newbie…
(Jeff Lionz)

“Many Sales 2.0 tools are aimed at lead generation via web marketing activities.  In other words, they’re “marketing 2.0 tools.” Why make the distinction? It comes down to money. Marketing departments hold the dollars and the responsibility for generating leads. So they get budget for tools that help them do that. But companies are behind the curve when it comes to budgeting for and consequently buying sales tools. When I talk with companies about their sales tool budget, guess what that budget is mainly for – CRM.”
Read more: The Sales 2.0 Conference and “Marketing 2.0” (Nancy Nardin, SmartSellingTools)

Sales professionals need to have better leads, qualify opportunities earlier, and do a better job preparing for the time they actually get to spend with a customer. (An IDC study discussed at the conference revealed only 1 out of 6 sales professionals were “extremely prepared” for an initial meeting with a customer, and 57% were either NOT or only somewhat prepared!)”
Read more: Key Takeaways from the Chicago Sales 2.0 Conference (Todd Kasper)

About Lisa

Editorial Director at SellingPower.com.
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