I was recently engaged in a passionate discussion with a new friend of mine, Kenny Madden, about the importance of understanding sales from the buyer’s perspective. He said something like “Who cares how a bunch of salespeople are defining Sales 2.0; the buyer has no clue what that is and doesn’t care. They just want us to do a better job selling.”
You might think I would be offended, as co-author of the book, Sales 2.0. On the contrary, I couldn’t have agreed more, because his in-your-face statement reinforced a basic premise of Sales 2.0 – it’s about a better way of selling to meet the expectations of today’s buyers. Reinforcing my beliefs further, this discussion would never have happened were it not for social networking (an important tool in Sales 2.0). Kenny and I have never met face-to-face or even talked on the phone. We met on LinkedIn, have had several “conversations” on Facebook, and have exchanged e-mail. Our entire relationship has been carried out online. How cool is that?
So what does all of that have to do with selling to tech buyers? Kenny, true to his word, decided to listen to a bunch of tech buyers – 1.6 million to be exact – to get their perspective and learn what they want from those of us who sell to them. From his online survey, here are the 14 business-killing things he shared in a recent blog. And – using another Sales 2.0 technique – I’m passing it on to our friends and colleagues.
Kenny, who works in market development at Spiceworks, the fastest growing IT social business network, went on to share the 13 best things an IT vendor can do, along with summary recommendations. You can read his entire blog here.
Another cool thing about Kenny…he expresses his passion for sales and marketing in art. Here’s one of my favorite pieces from his collection, titled “I am not a Lead.”
That’s the story of my latest great find on social media. I found a new friend and like-minded colleague. I gained some new insights into selling to tech buyers that I can pass on to my team and all of you. What’s your best social networking story?