Sales Roundtable: Sales 2.0

Sales 2.0 focuses on aligning steps in the sales cycle with those in the buying cycle by leveraging technology, process improvement, and sales knowledge to effectively collaborate with the most appropriate individuals (internally and externally) and doing so in the preferred format of each.

Sales 2.0 does not necessarily change what salespeople do; it changes how they work to become more efficient and effective. The essence of Sales 2.0 is:

1. Increased communication and collaboration between sellers and buyers and within selling teams. The Sales 2.0 environment is heavily dependent upon technology (including Web 2.0 offerings) to do everything from routine contact and account management to increasingly sophisticated opportunity management and prospect collaboration.

2. Proactive and visible integration of knowledge and measurement of the buying cycle into the sales cycle. These two dimensions of technology-enabled communication/collaboration and buyer behavior integration change the way salespeople sell and buyers buy.

Presented by Scott Taback of T Shape Solutions. Scott has a passion for helping companies develop and implement innovative solutions that drive results. He spent 10 years at IBM working with many Fortune 500 companies providing critical business and IT advisory services. Scott was responsible for managing $80M in revenue leading the IBM go to market strategy and a team of 20+ at several fortune 500 companies including United Airlines, Kellogg's, Hyatt, WW Grainger and Archer Daniels. He also served as a Web 2.0 Ambassador at IBM advocating the use of collaborative technologies throughout the company.