Home   About   Services   Client Testimonials   Contact   Blog  
 
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.

Labels: , , , ,

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

Bookmark and Share



0 Comments:

Post a Comment

<< Home



Strategic Alliances for Profit Growth

Bubble 2.0? Shoe-string budget and no revenues...

Let's go to work

Outsourcing Sales for Virtual Corporations

Defining Sales Consulting Success

Which breed of Interim Sales Manager do you need?

Sales Force Outsourcing by the Numbers

Are you a Serial or Parallel Interim?

Sales Outsourcing for Multimap

Demand for Interim Sales & Marketing Managers grows


November 2005
December 2005
January 2006
February 2006
March 2006
April 2006
May 2006
June 2006
July 2006
August 2006
September 2006
October 2006
November 2006
December 2006
January 2007
February 2007
March 2007
April 2007
June 2007
July 2007
August 2007
September 2007
November 2007
December 2007
January 2008
February 2008
March 2008
April 2008
May 2008
June 2008
July 2008
September 2008
October 2008
November 2008
December 2008
January 2009
February 2009
March 2009
April 2009
May 2009
June 2009
July 2009
September 2009
October 2009
November 2009
December 2009
January 2010
March 2010
September 2010
October 2010
November 2010
December 2010
January 2011
February 2011
March 2011
May 2011
July 2011
September 2011
October 2011
November 2011
December 2011
January 2012
February 2012

Powered by Blogger





2003.
All content © Maine Associates Ltd 2010 All rights reserved. Read our privacy policy