Sales

What Exactly Is Sales 2.0 (And Why Does It Matter)?

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The world is changing through technology and so is B2B sales.

Are you still chasing leads through traditional selling? Ready to get to the next level?

When your business is ready to integrate digital technologies with your traditional sales strategies, you are ready for Sales 2.0.

But prior to this, first let’s discuss what exactly Sales 2.0 is and why it matters to your business.

What Exactly is Sales 2.0?

Sometimes referred to as social selling, Sales 2.0 combines traditional sales strategies with digital technologies to create a more effective way of selling for both the seller and the buyer. This helps your salespeople prioritize their time and become the experts in the product selection process – not just negotiators.

Prospective buyers are spending more and more time on the web, doing research and gathering information. This makes them more informed and puts the B2B buyer in control.  As a result of this, traditional selling methods are becoming less effective daily.

To win new business, the prospects’ timelines, levels of interest and willingness to communicate need added attention. Using Sales 2.0, salespeople are able to better understand the prospects’ needs, which improves lead nurturing and helps sales effectively communicate the right messages to buyers at the appropriate time.

Why does Sales 2.0 matter to your business?

Today, prospects are more informed and use social media and search engines to research and gather information. Traditional, direct selling to these types of prospects is becoming less effective daily. To fully engage and connect with prospects and help close sales leads, your salespeople need to leverage the power of social selling with Sales 2.0.

Consider some of the ways Sales 2.0 benefits your business:

1.  Positions you ahead of the change in customer communications.

Access to information has changed and the way customers make purchases has also changed. With more customers embracing technology for everyday living and business, more are also researching and buying through the same technology.

More prospects are using mobile phones, search engines, social networks and other communications technologies to find the information they need. And when they are ready to buy, they use that same technology.

Technology has made things simpler for customers to interact across long distances, find B2B marketing solutions that fit their needs and buy them with very little effort. When you interact and offer solutions to customers needs through Sales 2.0 strategies, you will be the one gaining that customers’ business instead of competitors.

2.  Shifts the balance of power back to your sales team

Before, customers would have very limited access to information or even pricing. The only way to find out more information was to contact a salesperson. That would require picking up a phone and speaking with someone or mailing in a postcard showing they were interested in a product.

That would lead to a salesperson showing brochures and speaking of the benefits of the product – all while hoping that the customer will buy from them. If there were a question the salesperson couldn’t answer, the salesperson could lose the sale.

It’s not that way anymore.

With constant information available 24 hours a day, customers don’t have to wait on a salesperson to call or visit them. They are able to find all the information they need about a product by connecting with other customers, online product information and other avenues.

When your sales team adopts Sales 2.0 strategies, you are able to engage with customers in real-time in ways that resonate. The information and engagement provided to customers will turn them into qualified sales leads.  The bottom line:  sales 2.0, provides your sales team the leverage they need to be effective in today’s market.

Technology changes and so do customers. Will your business be ready for those customers and new technologies?

To learn more about Sales 2.0 and how it will benefit your business, subscribe to the Modern B2B Sales Blog RSS feed or follow Marketo on Twitter.