Category Archives: Sales 2.0

Managing Sales Team Talent: How to Help Reps at Any Level Sell More

Sales managers can use these four scenarios to better manage their team’s talent and help them sell more.
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Adapting to Today’s Customer: Q&A with Gerhard Gschwandtner

In this Q&A with Gerhard Gschwandtner, host of the upcoming Sales 2.0 Conference, (April 2-3 in San Francisco), we discuss how sales leaders are learning to adapt to the needs and expectations of today’s customer. We’re exclusively offering a&nbsp… Continue reading

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Sales Leadership Advice for Aligning Marketing & Sales

I’m publishing a series of Q&A excerpts from my interviews with Sales 2.0 leaders, which will appear in my next book. This is an excerpt from my interview with Mark Burton, former VP of sales at MySQL (acquired by Sun Microsystems), where he&… Continue reading

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Sales Leadership & Innovation Lessons from Steve Jobs

As the world memorializes Apple founder Steve Jobs this evening, we’re meditating on how the innovations of one man have pushed so many sales leaders to go above and beyond their highest aspirations for their companies and their teams. 
Selling P… Continue reading

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4 Social Media ROI Tips for Sales Leaders

These tips are taken from Social Media is Getting Tired … Social Business is the New Frontier, by Gerhard Gschwandtner, founder and publisher of Selling Power magazine.

Suggested Social-Media Action Steps for Sales Leaders:

  1. Change your mind-set from social media (low ROI) to social business (measurable ROI).
  2. Expand the definition beyond personal selling. Turn your salespeople into digital influencers. Teach them how to listen online, join the right communities, and engage customers in their social-business sphere. Give them sales intelligence tools, such as InsideView for Sales.
  3. Create your social business strategy before searching for the best technology. Gartner considers Jive, Lithium, and salesforce.com as key players in the market.
  4. Take a closer look at Social CRM tools. SugarCRM, Nimble, and salesforce.com executives participated in a great panel discussion on the subject. Note how Jon Ferrara (founder of GoldMine) sees the future of Social CRM in this video:

social crm video

Learn more on November 15, 2011, in Santa Monica at the Sales Strategies in a Social & Mobile World conference. Gschwandtner will be there with many expert speakers, including Anneke Seley (author, Sales 2.0), Jeffrey Hayzlett (former CMO, Kodak), Todd McCormick (PGi), Brett Queener (salesforce.com), and Jon Ferrara (Nimble).

discover-sales-strategies-for-a-social-w
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