Definition of Sales 2.0

Definition of Sales 2.0 

The Sales 2.0 approach uses Web 2.0 technology to overlay the reactive style of Sales 1.0 solution selling onto the innovative mechanisms and milestones of the modern internet’s consumer marketing environment. Sales 2.0 is an evolving conceptual paradigm whose vision is to merge sales and marketing into a seamless effort to target buyers more effectively using innovative and integrated tactics in order to bring in more business at a lower cost.  

Key objectives of the Sales 2.0 approach are:

• More Predictability:                        Knowing what is coming down the pipeline.

• Higher Velocity:                             Closing deals faster and with less cost of sales.

• Higher Volume:                              Closing more deals.

• Higher Value:                                 Generating more revenue at lower costs.

• Higher Customer Satisfaction:         Creating and sustaining long-term customer satisfaction and loyalty.

Sales 2.0 is the synthesis of new technologies, sales models, processes, and mindsets.  The paradigm leverages people, process, technology, and knowledge to make significant gains by integrating the power of Web 2.0 and “on-demand” technologies with proven sales techniques in order to increase sales effectiveness and velocity.

Sales 2.0 also leverages increased communication and collaboration between sellers and buyers and members of the selling team, together with a proactive and visible integration of knowledge and measurement of the buying cycle into the sales cycle.

The following table similarly compares the key characteristics of Sales 1.0 to those of Sales 2.0.