Sales 2.0 – The changing face of Sales

Traditionally, many sales professionals were two parts personality and one-part knowledge. Historically, product knowledge was unique to a company, communicated through internal training and was the crown jewel of the sales force.  In this sales model the role of sales was ingratiate the buyer and communicate the features and functionality of a product to one or two decision makers.

 

The Internet, digital marketing, CRM and a fundamental change in business structure and expectations have made the traditional sales model virtually obsolete.  Sales professionals have coined the phrase Sales 2.0 to reflect the new empowered buyer that has access to product information at about the same time as the sales professional. Within Sales 2.0 the role of sales is focused more on helping customers define the business problem requiring resolution and assembling a complete solution with an appropriate ROI.  The Sales 2.0 organization needs to be trained and supported so it functions more like a top consultative firm, than the traditional sales organization. In a Sales 2.0 world the skills of the sales professional will require admired business sophistication, and be even more instrumental in the buying decision. Sales 2.0 requires the sales force to have a broader business perspective and more extensive skills and tools.

 

If your sales force is still using traditional selling methods – targeting a few decision makers to sell a product based on the features and functionality it delivers – it is time to upgrade to Sales 2.0.

14. September 2013 by John McGee
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