One week from today I will be in San Francisco to write about the first-ever Sales 2.0 conference. The Sales 2.0 website defines Sales 2.0:
Sales 2.0 means integrating the power of Web 2.0 technologies with proven sales techniques to increase sales velocity and volume.
On the blog for this conference, I found a great overview drilling down a bit further on what the concept of Sales 2.0 is, as defined by Selling Power founder
Sales 2.0 is not just a smarter way of working, it also enhances the
customer experience. Sales 2.0 tools have changed the way buyer and
sellers work together. The new rules of Sales 2.0 selling are based on
three new trends:
1. Co-creation – Wikipedia has proven to people in over 200 countries
worldwide that we all can share what we know in a central repository,
giving us access to what we need to know through a browser 24/7. The
best salespeople have adopted this principle and they co-create the
sale together with the customer. It’s a faster and far better way to
2. Authenticity – YouTube and Reality TV have shown us that people
don’t like “packaged,” “staged” or “phony” information. People are
hungry for what’s authentic. The best salespeople are genuine,
authentic, non-manipulative, they help their customers win.
3. Collaboration – Amazon.com has shown that by giving the customer a
voice – asking them to comment and vote on a book – they enhanced the
customer experience and sold more books. This week ago Amazon announced
video reviews of books.
A company called Employee Continuum creates job branding videos where
the employer asks their salespeople to collaborate in the creation of a
3-minute video where they explain what’s it like to work for their
company. The video is shown on their website next to the available job
openings. The candidates self-select, and if they like to be part of
the corporate culture as seen in the video, they will apply for the job.
I am very interested in seeing the products at the show and in learning how a company who is NOT Sales 2.0 ready can do to move forward in taking advantage of what is working in technology to improve revenues within their business.