Sales 2.0: Three statistics every sales leader must know

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 200sales.206 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.

As mentioned earlier in this post, the rest of the data from the report will be released at Gerhard Gschwandtner‘s keynote at the Sales 2.0 Conference on April 8.  You can register here.

 

*Disclosure: Radius Inteligence and Lattice Engines are customers of Funnelholic Media.

Craig Rosenberg is the Funnelholic. He loves sales, marketing, and things that drive revenue. Follow him on Google+ or Twitter

  • larsgnilsson

    Sales leaders, please take note of the Funnelholic’s prediction: “…if you aren’t leveraging process and technology to make your sales team more efficient and effective, you will be left behind.” I’ve seen this first hand as reps that I hire that will actually ask for Sales 2.0 technologies by name; “Please tell me you guys have a corp. license for either Jigsaw (Data.com), NetProspex, Inside View, ZoomInfo, Discover.Org, etc…” Sales reps today have come to expect supporting sales technologies to make their jobs easier and more efficient. What’s even better is that because most of these technologies are seamlessly integrated with most relevant CRM systems, the info. can be accessed while already signed into the CRM. This keeps your reps in one system rather than bouncing from one to the other. Adoption of CRM goes up giving you more data from which to create more complete reports & dashboards to fill out more encompassing and believable KPI’s which which to run your business by. Simple…right ;-)

    • http://twitter.com/funnelholic Craig Rosenberg (@funnelholic)

      Good call Lars!

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  • http://rivalry.com/ Jon Birdsong

    Great post. SalesLoft just posted a Sales Automation 2.0 Market Map: http://salesloft.com/sales-automation-market-map. We think sales process management is going to be the next big sector of this: http://rivalry.com.

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