There’s an order to the 2.0 stuff- here’s what I think: it all started with Web 2.0 and the advent of web based technologies and tools, which created a Customer 2.0 and then we had to learn how to market and sell to them and that’s how Sales 2.0 was born. The Customer 2.0 is getting more recognition these days- afterall they are savvy, social, customers who like to shop on their own terms. We cannot forget them because they are constantly checking us out. They visit our web site, read our blog, check our LinkedIn connections, and determine our social score through Facebook.
EchoQuote is a company built for the Customer 2.0. They are also featured in our Smart Selling Tools for Inside Sales eBook. Contrary to what others believe, EchoQuote has found that customers want to have self-service pricing earlier in the sales process and don’t necessarily want to go through an entire qualificaton process with a rep in order to get pricing. I have always discouraged salespeople to talk budget and pricing early in the sales process as I explain they must uncover needs first. But according to EchoQuote, pricing may be the last thing we want to provide but it’s the first thing buyers need as they consider your solution.
I’m in the process of refreshing my web site I’m reviewing Steve Krug’s great book, Don’t Make Me Think. It’s all about web site usability and the all important Call to Action is. 
EchoQuote has found one of the reasons customers take action is because it must be easy to act on and it must be safe.
Sounds simple but you’d be surprised how it gets forgotten, diluted and simply ignored. Whether it sits on a web site, or at the end of an email or voice mail- state your simple Call to Action.
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