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|  | |  | | | Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology | | | | | SKU:
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Usually ships in 1 business days | | Only 5 left in stock, order soon! | | | | | | Two Silicon Valley insiders reveal the emerging Sales 2.0 trend and how companies can profit from itSales 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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| | Product Details | | Author: | Anneke Seley | | Hardcover: | 256 pages | | Publisher: | Wiley | | Publication Date: | December 15, 2008 | | Language: | English | | ISBN: | 047037375X | | Product Length: | 9.28 inches | | Product Width: | 6.4 inches | | Product Height: | 0.91 inches | | Product Weight: | 0.95 pounds | | Package Length: | 9.1 inches | | Package Width: | 6.1 inches | | Package Height: | 1.1 inches | | Package Weight: | 0.95 pounds | | Average Customer Rating: |  based on 17 reviews |
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| | Customer Reviews | Average Customer Review: ( 17 customer reviews )
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Most Helpful Customer Reviews
3 of 3 found the following review helpful:
 Accelerate your sales cycle with Sales 2.0 Feb 24, 2010
By Laurent Pacalin
Having rolled-out the first Oracle web site in the 90's, in a (very successful) effort to increase the penetration of the Oracle database in the mid-market, I had the opportunity to work very closely with Oracle's inside sales organization. I later took advantage of this experience to design Siebel's enterprise CRM software, which gave me the privilege to work with some of the most talented companies on the planet. Companies trying to build great sales organizations and striving to integrate successfully the multiple channels of customer communications!
I certainly wish that Anneke Sele's book had been available at the time as it very clearly and realistically explains and underscores how successful sales organizations need to use contemporary technology, and be displined in codifying and measuring meaningful processes and outcomes from prospect inquiry to customer close. Anneke's emphasis on a common lead framework between sales and marketing is right on! Don't wait to implement a low-latency sales cycle: Implement Sales 2.0 now.
Laurent Pacalin
CMO at FICO
19 of 26 found the following review helpful:
 Overall, very disappointing. Sep 02, 2009
By HansHans
I disagree with most of the other reviewers in that I didn't find this book very good at all.
I stared to read the book hoping to find practical tips or valuable concepts on sales applicable in this new electronic age. I got very little of value.
Firstly, the whole concept of 2.0 used in this book as nothing more than a synonym for new. They might as well have called it New Sales, but probably wanting to sound trendy opted for 2.0 instead. The term 2.0 is overused as it is. Also, I conceive of it as at least related to user generated content or user interaction, something not referred to in the book.
Secondly, the sales 1.0 as presented in the book is a straw man. If we are to believe the authors of this book, sales before they came along consisted of people dropping by random companies to talk to random people in an attempt to sell them something. By contrast, the authors explain sales 2.0 involves innovative practices such as actually figuring out who to talk to. And then monitoring what works and what doesn't. Novel concepts indeed! I don't have a lot of sales experience, but I'm sure sales wasn't as primitive as the authors suggest.
Thirdly, the book contains very little practical advice at all.
Fourthly, the entire book presents a view on sales derived from very few cases, mainly Oracle. They present the theory and then illustrate the theory with examples from the cases, the same cases, over and over. The book would have worked a lot better if they would have described the Oracle case in detail and deduced theory from that, instead of the other way around.
Overall, very disappointing.
 Upgrade to 2,O Jan 08, 2012
By Glenn Chapin
Full disclosure - I am a 1.0 sales guy, where the reasgle sales folks can do it all. 2.0 Clearly represents a departure from the tried and true and representqs a process to leverage the outside sales organization. It only makes sence to utilize 2.0 tools to maximize the the power of the sales org. Every sales leader needs to have this one on thier reading list.!Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology
New ideas. Helpful Sep 14, 2011
By Glenn D. Robinson
It is very hard to write an excellent book for sales techniques. All too often, authors fall into the trap of writing a book that includes everything for beginners to seasoned pro's, which fails for both camps. This did not go too far for the beginner, which is fine with me.
This book is not great, but has some new ideas on how to use new tools. I am always looking for a new idea for my tool bag and this had some ideas. The use of WebEx, for instance, is a way that will allow the client to gain more information in less time from the sales person. Since our role is to make sure the client is the hero, anything that can help the client do their job quicker and more efficiently is important. I have participated in WebEx presentations, but have not created one, so this will be a good challenge.
Finally, was the time spent worth it to read it? I picked up so new ideas, so the answer,for me, is yes.
1 of 2 found the following review helpful:
Evidence of sustainable trend Mar 25, 2009
By Greg Alexander
Sales 2.0 is an indicator as to the growing interest in modernizing the customer acquisition process. The books arrival demonstrates that there is an audience for the best practices in this emerging field. Brent and Anneke have made a valuable contribution to our profession.
See all 17 customer reviews on Amazon.com
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