Sales 2.0 Report from the Front Lines

This week we are are preparing for our Sales 2.0- A Report from the Front Lines Webinar on August 16th- which promises to be a winner. Sally Duby, President of PhoneWorks and I will sound off about Sales 2.0 and the sales evolution that spans back 25 years. Yikes, sounds pretty geriatric to me but it’s true, we’ve been around a long time which proves why we are the most qualified to be talking about this. We’ve also invited Kathleen Lord, VP or Sales and Marketing at Intacct to share her secrets on what they are doing to amp up their Sales 2.0 efforts.

I was checking out another Sales 2.0 thinker, Brian Carroll’s B2B Lead Generation blog and read his interview with Marketing Sherpa’s Director, Anne Holland. I downloaded their Business Technology Marketing Benchmark 2007-2008 study and was so excited to review some results. They asked technology marketers what their biggest marketing challenge was this year, and their response was the ever-growing committee of decision-makers.

This shift from mega-committees is definitely a trend, a reality and why my No-Po concept is so totally right on for today’s Sales 2.0 salespeople. In the past, purchasing decisions were made by one contact at the IT level or the C level. We are dealing with fearful prospects who have been burned from bad decisions in the past or through mergers and acqusitions, don’t know how much power they really lack- the reality is they are pushing this off to the committee. Which means that when a committee decides, the odds of landing on a No-Po are greater than ever before.