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Transforming a Sales Organization: A True Sales 2.0 Story

16 June 2009

Phone Works is helping the Media Division of a $14 billion communications company completely change the way they sell.  Our client is not unlike many companies, whose growth and margins have slowed or even gone negative in recent years.  What makes our client unique is their willingness to make bold, innovative changes to a traditional…

Social Networking in Sales: Show Me the Money

27 May 2009

Last Thursday at the Sales 2.0 conference in Boston, a sales executive from Microsoft was lamenting the growing popularity of social networking in his sales force.  “My sales people are wasting valuable time on Facebook when they should be selling,” he said in frustration during the final presentation of the day (mine) on Social Networking…

Prospecting 2.0: The Cold Call is Dead

15 April 2009

Nothing is more dreaded by most sales reps than having to generate new sales leads by cold calling.  I am preparing for a webinar, hosted by InsideView and part of their educational web event series on Sales 2.0, that explores a more effective way to find qualified sales opportunities and engage with those prospects.  Called…

The Emergence of the Hybrid (Telesales/Field) Sales Rep

03 April 2009

In Sales 2.0, the lines are blurring between traditional telesales and field sales jobs.  Inflexible rules about what constitutes a telesales or field sales opportunity are no longer working for companies or their customers. Some companies are experimenting with their sales models, allowing sales reps that are primarily inside reps the flexibility to leave their…

Making Webinars and Presentations Sales 2.0

24 March 2009

Since my book was released a few months ago, I’ve had many opportunities to  participate in Web and speaking events on the topic of Sales 2.0. While I am grateful for the invitations to  spread the important message of reinventing sales to achieve better results, something has been troubling me:  the typical approach many of…

Twitter: Friend or Foe of Sales?

11 March 2009

Last week I attended the oversold (500 people plus) Sales 2.0 Conference in San Francisco and was invited to participate on the panel discussion, “Accelerating Productivity: New Sales 2.0 Tools”.  A week earlier, I was the guest speaker at the inaugural Social Media Breakfast San Francisco meeting (see online video), during which I was interviewed,…

Avoiding the Blame Game Between Sales and Marketing

09 February 2009

One of the strategic prerequisites of Sales 2.0 — the use of innovative sales practices enabled by technology — is the alignment of sales and marketing. Organizations often have different executives with separate goals, perspectives, and compensation-plan objectives running sales and marketing. This can lead not only to internal unrest but also to negative customer…