Sales 2.0 solutions are tools, applications, and technology solutions that modern sales teams use to improve any aspect of their sales organization. The term was coined in 2006 and the movement has grown rapidly over the years. (more on that in a minute)
Sales will never be the same. Before the Sales 2.0 movement began, sales people were left out on their own to figure out how to hit the number. Marketing bought them a list and sales called the list even though it sucked. Their technology was a phone, email, and a CRM system or contact manager. Remember fax machines? The fax machine was sales person 1.0’s best friend. Now, the game has changed. Companies like Radius Intelligence* allow sales people build their own prospect lists and give sales people intelligence that helps them figure out what to say when they contact that list. Lattice Engines* uses a big data approach to tell sales people which of their current prospects or customers are more likely to close this quarter. Sales people still use phone and email, but they also use social media to connect with their customers. And finally, e-signature applications like DocuSign have ended the need for a fax machine forever.
Everyone is talking about the Gartner prediction that the CMO will spend more than the CIO in 2017, but the VP of Sales may come close. There are progressive sales organizations with 40+ Sales 2.0 applications running live today.
Memo to the Modern Sales Leader: You will have to automate to keep up.
The supply chain organization in the business is tasked with cost-effectively bringing products to market on time. If they can lower costs without diminishing quality, that is considered a competitive advantage. The same will be true with the sales and marketing organizations. Efficiency across your sales and marketing processes are a competitive advantage. Or said another way, if you aren’t leveraging process and technology to make your sales team more efficient and effective, you will be left behind. In the next couple years, individual sales people will be less likely to join companies that aren’t offering a technology platform designed to help them sell and ultimately make more money.
3 Statistics about Sales 2.0 that every Sales Leader should know
I am helping Sales Dot Two, Inc. put together the data and analysis for the 2013 Sales 2.0 Impact Report. The purpose of the study was to understand the Sales 2.0 market from the buyer perspective. I have to bite my lip because there is some great data but we are waiting to release a deeper analysis of survey results at the Sales 2.0 Conference on April 8 by host Gerhard Gschwandtner in his opening keynote address. There is a lot of great information…the data included in this post is just a taste.
1. There are currently over 2000 Sales 2.0 solutions on the market
This statistic came from the last Sales 2.0 conference and that number is huge! By the way, further validation that we are dealing with a big market: There are 702 sales applications in the App Exchange alone. (If I counted correctly)
2. 70% of sales organizations believe Sales 2.0 solutions will be “very important” or “critical” to achieving their 2013 objectives (2013 Sales 2.0 Impact Report)
Keep in mind, sales leaders are skeptical and cautious folks. While this report is new, I am pretty sure the number would have been drastically lower four years ago. Now, sales organizations are saying that Sales 2.0 solutions will help them hit their goals – that’s big.
3. 50% of sales organizations surveyed plan to increase spending on Sales 2.0 solutions in 2013 (2013 Sales 2.0 Impact Report)
Seeing a trend yet?
This is not your father’s oldsmobile.
*Disclosure: Radius Inteligence and Lattice Engines are customers of Funnelholic Media.