Anneke Seley & Brent Holloway 
Sales 2.0 
Improve Business Results Using Innovative Sales Practices and Technology

Two Silicon Valley insiders reveal the emerging Sales 2.0 trend
and how companies can profit from it

Sales 2.0 explores the emerging Sales 2.0 phenomenon, how
it is characterized, why it is imperative for a company’s
long-term success, and how anyone can get started with this new
approach to generating revenue. Driven by an explosion of online
products and changing customer buying preferences, Sales 2.0 is the
marriage of Web 2.0 technologies with innovative sales processes.
The book shows readers how to redeploy their sales teams for
greater bottom-line results and reveals all the differences between
Sales 2.0 and traditional selling. Through real world case studies,
readers will learn how industry leaders achieved phenomenal results
and a competitive advantage. Applicable to sales teams in any
industry, Sales 2.0 presents the future of sales today.

Mục lục

Acknowledgments.

Preface.

Foreword by Geoffrey Moore.

PART 1 SELLING IN THE TWENTY-FIRST CENTURY.

1 What is Sales 2.0?

2 Why is Sales 2.0 Imperative for Your Business?

3 Sales 1.0 to Sales 2.0: Changing Mindset.

4 Sales 2.0 Results and Rewards.

5 Seven Misperceptions about Sales 2.0.

6 Eight Sales 2.0 Imperatives.

7 R U Sales 2.0? A Checklist.

PART 2 YOUR ENTRY INTO SALES 2.0.

8 What is Inside Sales?

9 Sales Development: Generating, Qualifying, and Managing
Leads.

10 Telesales: Selling by Telephone and Web.

11 The Benefits of Inside Sales.

PART 3 PROFILES OF FOUR SALES 2.0 LEADERS.

12 Oracle Corporation: The Original Sales 2.0 Company.

13 Web Ex Communications: Software-as-a-Service Leader and Sales
2.0 Showcase.

14 Genius.com: An Emerging Sales 2.0 Pioneer.

15 Syneron: Visionary Sales Leadership in an Unexpected
Industry.

PART 4 GETTING STARTED WITH SALES 2.0.

16 Your Sales 2.0 Plan: Making a Transition.

17 Sales 2.0 Strategy: Realigning Your Sales Organization.

18 Sales 2.0 People: Assessing Staffing, Training, and
Compensation.

19 Sales 2.0 Process: Defining and Measuring Your
Customer-Centric Sales Steps.

20 Sales 2.0 Technology: Selecting the Right Enabling Tools.

Afterword.

Sales 2.0 Resources.

Index.

Giới thiệu về tác giả

ANNEKE SELEY was the twelfth employee at Oracle and the designer of the company’s revolutionary inside sales operation. She is currently the CEO and founder of Phone Works, a consultancy that helps large and small businesses build and restructure sales teams to achieve predictable, measurable, and sustainable sales growth.

BRENT HOLLOWAY is a practicing sales manager with more than a decade of direct and channel sales experience at high-tech companies. He currently manages a sales team at Verint Systems that has dramatically increased incremental revenue, profit, and customer retention.