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Sales 2.0 Whitepaper: Part II
Sales 2.0 Whitepaper: Part II
Think. Think Different. Think Again.
© Copyright 2007, CSO Insights All Rights Reserved Sales 2.0 Whitepaper: Part II
Acknowledgements
CSO Insights: We wish to thank Landslide Technologies, Inc. for underwriting the Jim Dickie development and production of this white paper series. Beyond this Managing Partner financial support, we specifically wish to thank Razi Imam, CEO & Founder ph: (303) 530-5930 of Landslide, and Saman Haqqi, Vice President Marketing, for their thought-jim.dickie@csoinsights.com ful input and lively debate as we developed the concepts presented here. Barry Trailer Terms & ConditionsManaging Partnerph: (415) 924-3500 Printed in the United States of America. Except as permitted under the barry.trailer@csoinsights.com United States Copyright Act of 1976, no part of this publication may be produced or distributed in any form or by any means, or stored in a database or retrieval system, without the prior written permission of the publisher except in the cases of brief quotations embodied in critical articles and reviews. For additional information, contact CSO Insights, 4524 Northfield Court, Boulder, CO 80301, Phone: (303) 530-6930, email: jim.dickie@csoinsights.com.
The reader understands that the information and data used in preparation of this report were as accurate as possible at the time of preparation by the publisher. The publisher assumes no responsibility to update the information or publication. The publisher assumes that the readers will use the infor- mation contained in this publication for the purpose of informing themselves on the matters that form the subject of this publication. It is sold with the understanding that neither the authors nor those individuals interviewed are engaged in rendering legal, accounting, or other professional service. If legal or other expert advice is required, the services of a competent professional should be sought. The publisher assumes no responsibility for any use to which the purchaser puts this information.
All views expressed in this report are those of the individuals interviewed and do not necessarily reflect those of the companies or organizations they may be affiliated with, including CSO Insights, Insight Technology Group, or Sales Mastery. All trademarks are those of their respective companies.
© Copyright 2007, CSO Insights All Rights Reserved Sales 2.0 Whitepaper: Part II
Executive Summary
Thomas Watson, Sr., builder of IBM's legendary sales force, became famous for the motto: Think. The subtext of this simple message? Before running off to do something, anything, take a moment to consider what you're about to do-and why. Apple made hay with its celebrated campaign a few years ago featuring famous personalities (Einstein, the Dali Lama, Marilyn Monroe) with the simple admonition to Think Different. This paper, second in a two-part series on Sales 2.0, suggests you Think Again.
If you think you know sales, you likely are bringing to this topic a history and track record that has served you well. This paper attempts to offer the cautionary warning that what has worked in your past may not serve your current sales reps as well today, and could actually hurt their performance.
The very notion of a "sales process" is incomplete, inaccurate, and obsolete even before becoming widely adopted. Why? Because it speaks to only half of what's going on-there is also a buying process occurring (likely starting sooner). And there is process improvement that requires discipline, feed-back, standards, and much more. These issues are addressed in the following pages, but there's one topic that isn't covered: CHANGE.
Sales 1.0 was about lone wolves, Even as you read this discussion of Sales 2.0 (S2.0), things are changing. "product superiority, proven skills, Writing this paper is like trying to take a photograph of a very fast-moving and making the number. Sales 2.0 race car while the camera morphs in our hands-everything is moving and is about leveraging teams and morphing. Which is why everything you think you know about sales can technology, total solutions, and quickly become wrong. The best you can do at this point is to use what you continuous improvement, reflected knew to anticipate what will be useful and appropriate going forward-and in continuously impro... [download for more]
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