Sales 2.0: Easy and Productive Customer Relations Management

Sales 2.0: Sales Force Collaboration and Automation

The rise of sales 2.0 is fundamentally changing the ways in which sales teams interact with potential customers as well as other parts of the organization, like marketing. With tools like Salesforce, Basecamp, Hoovers, and Sales Genie teams can work together, aggregate marketing data, and manage new accounts easily. With the rise of cloud computing, software as service (Saas), and mass customization, sales force automation is the wave of the future. Businesses which sit on the sidelines while competitors take advantage of these productivity tools will be left behind.

What do you see as the trends in sales 2.0? How is sales 2.0 changing your organization? What sales 2.0 tools are you using to enhance collaboration and productivity of your organization?

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3 responses to “Sales 2.0: Easy and Productive Customer Relations Management

  1. To me, “Sales 2.0″ is less about tools and more about strategy. It’s about creating remarkable content – like you’re doing with this blog – and making people call YOU.

    As cool as the new SaaS tools are (and I use them myself), just being more productive at old techniques may not get you better results. I think the way people buy is fundamentally changing, and we as business owners need to be aware of this.

    A great book on this topic is The Contrarian Effect by Michael Port.

  2. One way I think Sales 2.0 is changing how business operate is that CRM (and SFA) is moving away from being an application and into a space where it’s viewed as a business platform.

    Products like SugarCRM and Salesforce.com act as the business platform so specialist applications (like Hoovers, Sales Genie) can hang off them and deliver the deep sales and/or marketing functionality that a business needs.

    Another example of this is in business analytics. The new generation of analytics tools – like Cloud9 deliver far deeper insights into what’s (really) happening inside sales and marketing than traditional CRM reporting.

    Finally, I think the biggest change (and one that’s yet to get any real headline coverage) is the impact Sales 2.0 is having on culture. By bringing sales and marketing and technology together, Sales 2.0 is making it OK to freely exchange leads and information. If a lead that was qualified isn’t ready for sales – it’s OK to hand it back for more nurturing.

    In essence Sales 2.0 is creating an environment on mutual responsibility for success – rather than the siloed approach of the past

  3. Right on!

    Agreed. Agreed. I hadn’t thought about how the tools change isn’t at the heart of the change.

    Hopefully the tools, however, will change culture in the sense that online lead development can be allowed to follow offline lead development and the two can be seamlessly merged.

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