In my last blog article I introduced the Sales 2.0 concept and how it is now common practice to establish the lead generation and prospecting aspect of sales into a separate business process. You do this because sales people and business owners either don’t have the time to do enough prospecting and lead generation, or they are not very good at it.
If you accept the business logic of Sales 2.0 then you need to begin understanding the elements that make Sales 2.0 effective. Read More »
Some of you may have heard the term “Sales 2.0” and wondered what is meant by the term. Chances are that many of you reading this blog post have been moving in the direction of a Sales 2.0 model without being aware of it. You just know that what you used to do is not working as well as it did before, and you are trying new things.
The short definition of Sales 2.0 is that you separate the Prospecting/Lead Generation function and the Selling Function into two distinct business roles. In other words, the Sales reps don’t make the cold calls and do the prospecting, another group does that role; the Sales reps are only responsible for completing the sale. Read More »
