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Sales 2.0 Thinking: Get an Outside Perspective

23 June 2010

We are all insanely busy these days. In our day-to-day jobs, we are so focused on execution that it’s difficult to think about how to improve performance and productivity.    Here’s an idea:  talk to people outside your company, compare experiences and share ideas.   I’ve been interviewing Sales 2.0 leaders for my new book project…

Why Pilot Your Sales 2.0 Programs?

11 June 2010

I’m publishing a series of Q&A excerpts from my interviews with Sales 2.0 leaders, which will appear in my next book. This is the first excerpt from my interview with Jim Pitkow, CEO of Attributor, which produces Web-monitoring software that protects publishers’ revenue by preventing unauthorized use of content. An inside-sales veteran, Pitkow worked with…

Social Media and Inside Sales: Time Waster or Money Maker?

18 May 2010

Rini Das, CEO of PAKRAGames, is one example of a Sales 2.0 executive who, by all indications, is on the path to revenue-generation by incorporating LinkedIn, Google Alerts and Twitter into her online prospecting strategy. She and her CMO, Michelle Stewart, search for, research and send personal messages to their target audience (often based on…

Sales 2.0 Book Available in Chinese

30 April 2010

“Sales 2.0” coauthor, Brent Holloway, writes: We are pleased to announce our book, Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology, was recently translated into Chinese by our publisher, John Wiley and Sons. Several thousand copies have been ordered. According to Wikipedia: “The economy of the People’s Republic of China is the…

Farming 2.0: Innovating an Industry

20 April 2010

When our Sales 2.0 community speaks of “farming,” we typically refer to a certain kind of selling by nurturing existing customers. Without “planting seeds” — taking the time to build trusted relationships and providing valuable and relevant information rather than “pitching” — the rewards of a revenue yield can diminish or stop completely. In Iowa,…

New-Age Buyers: Are Your Customers Changing?

07 April 2010

I first wrote about David Satterwhite and Mark Hamilton in a post titled, “Avoiding the Blame Game Between Sales and Marketing” (Feb. 9, 2009). At the time, they were a terrific twosome at newScale, a company that offers IT service catalog and service portfolio management software solutions: David ran Sales; Mark ran Marketing. They’ve since…