Sales 2.0 Family Values
In this newsletter
Understanding Customer 2.0, Inside Salesperson 2.0, and Prospecting 2.0
The bright, shiny members of the Sales 2.0 family — Customer 2.0, Salesperson 2.0, and Prospecting 2.0 — are all about the future: the next-generation tools, processes, and practices that will drive revenue in the new economy. Like most families, they are defined by their guiding beliefs — and these are far from old-school sales values!
If you're ready to be part of this family and bank some serious cash, press "refresh," let go of "then" and dive into NOW. Be bold: This complex, independent, and socially savvy bunch are very welcoming once they let you in!
The Salesperson 2.0
Then: Sales roles used to be easy to understand because everyone had their own job to do.
- The inside sales reps called off marketing-generated lists, made their 75 outbound daily calls, sent literature, scheduled appointments for the their field counterparts and stayed happy selling under a certain dollar threshold.
- The field sales reps scheduled long lunches, played lots of golf, and hopped on airplanes to close deals.
- The marketing organization planned out their annual campaigns and executed each month.
- The sales organization set quotas and managed to that number.
Now: The salesperson 2.0 is the new Hybrid salesperson — part of an integrated sales team of experts who strategically plan and tactically manage the entire sales and marketing cycle.
- They sell in a conversation economy, using productivity and social tools to listen for compelling and trigger buying events.
- They write more than talk. They understand response, and open rates to their unique subject lines by posting comments or opinions on discussion groups.
- When they do talk, it's to present, collaborate and share their fresh knowledge through web-conferencing tools.
- They collect names and leverage their influence within organizations till they land on the very elusive power buyer, and then they hop on the plane to close the deal.
The Customer 2.0
Then: They were slow, dependable, and patient. They had survived many economic recessions and always knew things would eventually get back to normal.
- They wanted lots of information and data and took the time to actually read it.
- They were loyal, predictable, and patient enough to sit through long PowerPoint presentations.
- They worked their standard hours and always answered their phones or called you back after you left a message.
- They took risks on unknown companies with unknown products because they wanted the chance to get famous for trying something and thinking differently.
Now: Today's customer is skittish, independent, impatient, and they are crazy busy with low attention spans. They want you to listen to their needs and position your product based on their agenda and not your end of month agenda. And watch out — they're not monogamous!
- They want bite-sized pieces of data they can easily digest. They prefer to self-educate and will learn more about your solution than you care to know.
- They are big shoppers and are thrilled when they find multiple channels of purchase and distribution.
- They will come to you when they are ready, and only after they've asked their peers about your solution.
- They are cautious investors who want a big and long-term return on their investment.
Prospecting 2.0
Then: Do you have a business card I can add to my rolodex?
- We got away with "spray and pray" prospecting tactics and stalked prospects with tons of long voice mails messages.
- We chased the wrong contacts and spent countless hours forecasting and hanging in the No-Po zone.
- Our efforts were methodical and systematic. When someone asked for a call back in three months, we waited.
- We cut and pasted our notes into lots of confusing and colorful Excel spreadsheets. We begged marketing for glossy collateral —the more colored pages, the better.
Now: Prospecting is bold, confident, and moves at lightning speed. And instead of stalking, they drop tasty morsels along the way.
- Cold calling is dead. Long live the warm, well-researched smart calls — especially if supported by a brief email.
- Resourceful data hounds stay current with the latest trends and news feeds.
- Tool IQ is very high. Good prospectors integrate tools throughout the entire sales process: from pre-call research to enhanced phone and email to web conferencing to sales intelligence that helps them calls deeper and wider.
- Well informed, socially intelligent reps know how to capture the first seven seconds of their call because they don't suffocate prospects with basic BANT questions. Instead they inventory their content and develop a lead nurturing strategy —whether it's a YouTube video, webinar, ebook, podcast, blog, or case study.
LOOKING FOR A DYNAMIC KEYNOTE SPEAKER TO INSPIRE YOUR GLOBAL INSIDE TEAMS?
Put Josiane Feigon on your summer sales conference agenda. Her memorable stories, thought leadership and relevant content will capture attention. For more information, call Josiane at 415-543-6537 or visit the website.
Smart Selling Service Offerings 2010: TeleSmart provides a wide assortment of service offerings, ranging from on-site training to virtual webinars. Our training is all about inside sales, combining phone, online, and sales and social tools productivity. Invite Josiane for the following:
- 2-Day On-Site Training
- Subscription Smart Shots Webinars
- Sales Kick-offs and Conferences
