Given that the overwhelming, number 1 challenge, of Marketers is developing qualified sales leads, one must consider how the changing landscape of how solutions and services are sold today will impact your growth tomorrow. Few would argue that a dramatic shift is underway in how products and solutions are sold today. How a marketer lays out their “Sales 2.0 Strategy” will be critical to the success of their solution and/or product achieving acceptance in the marketplace. At OnTarget, we are committed to both consulting with and implementing these strategies for our clients. To that end, we have spent considerable resources on following the trends of “Sales 2.0. Practices”, and have begun to offer these services to our clients. So, in the coming year, we will be asking the relevant questions of our clients: How do you build awareness? How do you develop interest and consideration? How do you develop a Sales Opportunity? How do you ensure accurate and timely follow-up? And ultimately, how do you close a sale?
Each company needs an expert in operations, product excellence, and truly understanding their customer in order to move to a “Sales 2.0 Environment.” What are your customers saying about you? Where are they saying it? Who are the key influencers driving purchasing decisions? Clearly, there are many questions that we have posed, and frankly, we don’t have all of the answers. We welcome your stories in how you have used “Sales 2.0” tactics to drive your sales process, and begin to move to a “provocation-based” selling atmosphere. It is not important to have all of the answers, what is first needed is asking all of the questions, and beginning to take these concepts as something that is important from both a tactical and strategic viewpoint. What we can say, for certain, is that successful people, strategy, process, and technology are all needed, working together, to drive sales, and increase revenue.