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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…

Sales 2.0 Author Commits a Foul?

30 January 2009

We recently ran an e-mail campaign to our contacts announcing the availability of my book, Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology. Following Sales 2.0 practices, I thought, I used Sales 2.0 marketing automation software from Marketo to manage the campaign.  Marketo includes landing pages with forms used to capture information…

A New Year, A New Way of Selling

02 January 2009

Welcome to the launch of The Sales 2.0 Advocate!  While the economy has slowed down the pace of buying and selling in many companies, we are following the sales practices of successful companies and comparing notes on innovative approaches that work.  One thing is for sure: the same old way of selling will not work…