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Wednesday, May 14, 2008

Just thought I'd post about an event I'm attending on 10th June called Being Digital.

The format is based on 22 successful mashup* events and, as I've attended a number of shorter formats in the past, I'm excited about this full day event.

Being digital is all about debating the issues that matter when delivering and designing a digital mashup service.

The event has seven themed debates on advertising, identity, content, location, social, retail and search across the important platforms of web, mobile and TV. In each theme there will be leading demo companies showing why it is real and how advanced some actually are.

A couple of our clients are also attending, and another client chaired their TV 2.0 event last year so I know from experience it provides excellent value.

No big company slide deck - just real cutting edge stuff.

A must for any digital entrepreneur. See you there!

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Posted by: David Regler @ 8:55 am |  0 comments  | Links to this post  

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Monday, May 12, 2008

The guys at Jigsaw sent over an email today for a webinar they're running next week "Microwave Your Cold Calls -- Sales 2.0". Catchy title, I thought.

But why does it seems that everything is "2.0" nowadays?

According to their blurb,
Prospects today are even more short of time than ever and "Old school" selling techniques are less-and-less effective. It's time to not only warm up your cold calls. It's time to "nuke 'em". It's time for Sales 2.0.

I agree that things have moved on. Email is the preferred method of contact for many prospects (particularly senior ones) and, as I've blogged about many times before here, you need to target prospects with precision to make an impact today.

Nigel Edelshain, who's behind this Sales 2.0 concept and is presenting on the webinar, says that most sales people "do reasonably well once they are in a sales meeting. But most of them are unable to execute a successful prospecting/lead generation program".

100% behind you there, Nigel. For salespeople also read: "any small business owner and Director". Nigel goes on to say:
One element that really distinguishes "Sales 2.0" in my eyes from "old school selling" is the focus on the front end of the sales process not the back end. The "old school" sales books always focused on closing techniques and said very little about prospecting. "Sales 2.0" flips this approach and puts most of a sales person's time and energy into research and prospecting.

Again, couldn't agree more Nigel. In fact, I'd go as far as saying that if lead generation is done right the deals almost close themselves (OK, maybe that's a bit far)

But, he's correct that if you target the right people with a well researched proposition it's at least 50% of the way there.

Whether that's really 2.0 or not I'm not so sure.

No doubt, Nigel will go on to show us how we can use Jigsaw, LinkedIn, et al to target prospects and that's where the 2.0 bit will come in.

But I wouldn't rule out the "old school" either. Even with the all the tools available to target prospects, sometimes you've still got to pick up that phone.

But that's just my 2.0 pence... or 2.0 cents if you're on Nigel's side of the pond.

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Posted by: David Regler @ 4:56 pm |  0 comments  | Links to this post  

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