What is your sales organization doing about the current economic downturn? What will make a difference for your company? While the economic forecast may be “uncertain,” it is certain that our customers are reducing their budgets and spending more carefully, forcing their vendors to do the same. This economic challenge will accelerate the adoption of Sales 2.0 from a “nice to have” to a “need to have” philosophy. Companies that continue to sell the way they sold in the past will become less profitable or fail altogether. Customer preferences, the ever-rising cost of sales, and the availability of next-generation technologies are making change mandatory for companies that want to outperform the competition and minimize the impact of the economic slowdown.

What is Sales 2.0?
Sales 2.0 is not a new technology. It is the use of innovative sales practices to improve business results, creating value for both the buyer and seller, and is often enabled by Web 2.0 or next-generation technology. Sales 2.0 initiatives typically center on process and customer-engagement improvements to increase sales productivity. Sales 2.0 practices combine the science of measurable, process-driven operations with the art of collaborative relationships, using the most profitable and expedient sales resources required to meet your customers’ needs. The goal of Sales 2.0 is to produce greater, predictable, repeatable business results, including increased revenue, decreased sales costs, and sustained competitive advantage.

Sales 2.0 initiatives require changing mindset and adjusting sales strategies. A relatively simple Sales 2.0 practice involves selling more through video or web conferencing. This can be done by inside salespeople or by field salespeople who perform more of their jobs from their desks. Selling more efficiently should also mean selling more effectively, as many buyers now prefer to meet remotely via conference calls with video or web conferencing, and salespeople benefit from additional selling time that otherwise would be spent traveling. A traditional sales process that included three or four onsite visits might now have zero or just one face-to-face visit. The financial impact of reducing travel expenses can be significant and is easily measured, but the economics of giving your most expensive sales resources — your field salespeople — additional selling time is even more compelling.

Many products and services, especially those of relatively small to average value, can only be sold profitably with a remote or low-touch sales model. The definition of “small to medium orders” is different for every company, but they are generally those that fall into your bottom 50% in value. If ignored, these mid-market customers or transaction types are missed opportunities for organizations that rely solely or too heavily on a field-based sales model. And when they are sold through field sales, these smaller opportunities can derail focus and drain the organization’s profitability.

Another Sales 2.0 practice uses some “science” to accurately capture key market information and metrics such as average sales cycle, average deal size and sales-cycle conversion rates. By using a defined sales process and data analytics, you can determine how your sales force should be structured and which customers and transaction types justify the assignment of field account executives, inside salespeople, channel partners or no selling effort at all. Data analytics in this sense can range from rudimentary (pen and paper) to moderate (spreadsheets, CRM, and most reporting systems) to advanced (dashboards and on-demand sales intelligence). Rather than simply measuring the final result (revenue), a Sales 2.0 approach measures the effectiveness of every stage in your sales process by salesperson, giving managers the opportunity to provide targeted coaching. Data analytics also can be used to correlate and analyze the specific characteristics of your most profitable customers (size, industries, locations, buyer types, etc.) that produce the most revenue and profit. Sales and marketing leaders can then use this information to fine-tune your sales model and activities to ensure the loyalty of your most valuable customers and find more prospects like them.

How do I begin a Sales 2.0 initiative with limited staff and budget?
A key Sales 2.0 tenet involves experimentation, often through testing new process ideas and piloting new technology. Testing a new sales message, pricing options, new technology, or even a new sales process enables the organization to be innovative with minimal risk. Small pilot programs that use minimal resources enable ineffective ideas to fail on a small scale, while good ones can be rolled out more aggressively.

Becoming a Sales 2.0 organization requires that we proactively adapt and continually improve so we can become closer to our customers and weather the economic storm better than our competitors.

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Orchids are easy to care for. Here are some tips on orchid care to keep them healthy bob@orchids-plus-more.com

Leaf orchid care will help you to spot diseases early. Orchids like other plants get diseases spot trouble early before it turns to disaster. Read more on this;

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Nevada grand jury brings indictments against alternate electors in 2020 election | 6 Dec 2023 | A grand jury convened by Nevada Attorney General Aaron Ford has brought felony indictments against six individuals who served as alternate electors after the 2020 election as the Trump campaign worked to secure recounts to verify the results of […]

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AkzoNobel (AKZA; AKZOY) announced that Marya Salim has joined the company as Regional Marketing Director for its North America Automotive & Specialty Coatings (ASC) business unit, reporting to John Griffin, North America Regional Director, and Commercial Director of ASC. In her new role, Marya is responsible for all marketing activities for AkzoNobel’s Vehicle Refinish, Commercial […]

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A new look for ClearlyCultural.com! We will again be providing you with the latest news on cross cultural communication, as well as categorizing useful tools, resources and other information that will help you understand intercultural differences and how to apply that knowledge in informal and business settings.

A new cross cultural tool has been released allowing you to consult the Geert Hofstede 5-dimensional cultural model on the Iphone. From the CultureGPS website: “CultureGPS is a tool for the iPhone and iPod Touch that enables you to analyze behavior differences in intercultural encounters and to predict to a certain degree, which interactions evolve …

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A very interesting post on how cross cultural differences between makers of airplanes Boeing and Airbus (located in small power distance countries) and pilots from South Korea (large power distance country) caused series of dangerous situations and accidents in the late 90’s. Planes produced by Airbus and Boeing are supposed to be flown by 2 …

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Extramarital relationships can be tricky. Without clear boundaries, they can lead to emotional turmoil and damaged relationships. This article explores the key rules for maintaining healthy boundaries in these sensitive situations, helping both parties preserve respect, privacy, and emotional well-being. Learn how to communicate effectively, maintain discretion, and avoid potential pitfalls. Extramarital relationships can be […]

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One of the biggest events on the Wellington craft beer calendar, Malthouse’s West Coast IPA Challenge, is expanding due to a positive case of growing pains. Colin Mallon, Malthouse Operations Guy and WCIPAC organiser, says this year’s 9th Annual West Coast IPA Challenge (WCIPAC) will expand its festivities to Malthouse’s sister bar, Fork & Brewer on Bond Street, due to increasingly large crowds turning up to see who will win Best West Coast IPA and take home the Golden Gumboots. The annual event, taking place on Friday, 29 July, sees brewers showcase their skills with hops by brewing West Coast IPAs, a […]

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The Role of Supplementation in Supporting Overall Health: A Comprehensive Guide In today’s fast-paced world, maintaining optimal nutrition through diet alone can be challenging. While a balanced diet should always be the foundation of good health, nutritional supplements may play a supportive role in filling nutrient gaps and promoting overall well-being. This guide explores the […]

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En este tutorial aprenderás a identificar las partes y funciones del multímetro digital.