Some of you might be wondering what the big deal is about Sales 2.0 Conference. For me, it provides an opportunity to meet with and learn from those that create the WebTools that I study, teach, write about and use every day. In addition, I am surrounded by many others that share my passion for these WebTools and how to integrate and implement them for the benefit of their clients and companies.
A few of my observations and learning points from the first day:
No one can claim that WebTools are just gimmicks any more. Companies large and small are deploying tools in record numbers and they are getting results.
When Gartner Research VP Michael Dunne is talking about tangible, measurable increases in sales revenue across the board you know this is no longer a fringe topic. Then when the feedback on Twitter says that his was the best presentation of the day, you know you better start paying attention.
To hear customers and WebTool vendors alike state matter of factly that they are using and recommending some of the very tools (Jigsaw) that were considered “evil” by some pundits.
It is clear that with the mainstream acceptance of Sales 2.0 concepts, tool mania might become a problem. The selection of the appropriate WebTool for the specific need will be more important than ever. Expertise and understanding is critical.
Collaboration will be a significant focus.
Mobile will be the primary access to the Tools.
Social Media/Networking should be integrated into your sales process.
An effective lead generation strategy is to educate. Customer will return if you have informed with integrity and transparency.
Sales teams have higher quotas & fewer resources -have to increase sales efficiency to hit goals (thanks @OneSourceInfo)
Functional silos and company hierarchies are breaking down. We need to be prepared.
Gerhard Gschwandtner opened the conference with the following: ”Business is a dance around value”. Is your company at the dance?
The plan for tomorrow is to try to get to every one of the sponsors for a fun video project.
If you are at the Convention, share your thoughts from the first day. What did I forget? Any surprises?
Packed crowd to hear the opening and Keynote presentations by Gerhard Gschwandtner, Umberto Milletti and Brent Queener. Video of the crowd at the opening session is standing room only. Stay tuned to Twitter throughout the two day conference by following #s20c.
I will be posting more detailed posts, thoughts and observations at the end of each day.
Sales 2.0 Conference in San Francisco – March 8th and 9th is one of my favorite events every year. Hosted by the ever-present Gerhard Gschwandtner, publisher of of Selling Power magazine, there is always a strong representation of Web Tool vendors sponsoring the event and this year looks stronger than ever. I counted 39 event sponsors for this event as compared to 25 listed as sponsors at the same event in San Francisco last year. This year there is also a “Cloud Sponsor” (Salesforce.com), indicating a trend that is rapidly becoming the norm for application solution delivery. I am interpreting this as an indication that activity is looking up for these vendors and by extrapolation, an indication that their customers are starting to invest in these solutions to get sales moving again. All good from where I sit. I am most interested this year to sit with the capacity, sold out audience comprised of C-level and VP titles from marketing, sales and operations. They are the ones I will be interacting with and listening to. Hopefully discovering the challenges, strategies and needs that they are at the conference to learn about. I will be interviewing as many of the WebTool executives as I possibly can and will be putting the results of my efforts here in the week ahead. Twitter stream will also be an active source for information from the event. The Twitter hashtag is #s20c, so save it in your twitter search or add it to your Tweetdeck panel now so you can follow along. Here is a list of the show Sponsors that are scheduled to be in attendance:
If you are going to be at the conference, either as an Attendee or Vendor, let me know so I can make sure we connect. I am looking forward to an information-packed event. Safe travels!
I received an email today announcing the availability of the Puget Sound Book of Lists (American City Business Journals). Every major city probably has one of these publications available in print, CD or download format. It was not too long ago that this was my most significant source of customer and prospect data for my location in Seattle. I would go through every page, yellow highlighter in hand, and develop my sales focus for the year. Did you ever do the same?
What struck me when the email arrived this afternoon, was my reaction – - “who cares?” Printed version at $65.00 here in Seattle! CD is available for only $169.95. I used to write that check so fast the ink would hardly dry. What used to be critical to me has now become irrelevant. What about you?
I know the sales climate has been challenging for many of you, but think about the plethora of WebTools that are now at your fingertips. Jigsaw will provide most any phone number and Email address for anyone that would want to contact. ZoomInfo will provide missing details about the background of the contact, their work history and much more. InsideView will give you more information about the company, it’s executives, business strategy, financials and performance than many Annual Reports. All available to you from your desk and mouse.
The question for you to consider and answer honestly is:
“Are you taking advantage of all of these tools and the power that they possess to inform and educate about the hidden needs of your prospects and customers?”
If the answer is no, why not? Why not take advantage of the tremendous capabilities that these tools offer you? How much is the lack of sales results due to the economy and how much is due to your lack of learning new tools and techniques in your profession. Are you using this new generation of WebTools to increase your sales results? If not, what is holding you back? I would love to hear your thoughts on these questions.
The Flip MinoHD™ video camera has been a big hit. There have been however, frequent searches from this blog’s Search window seeking more information about Flipshare and Windows 7 compatibility. So if you are one that has been trying to get this to work, here is the link to download Flipshare release 5.05 (U.S. download only). This version has a link to select either the Windows or Mac version.
Effective March 1st, the GoToWebinar team (Citrix) is raising prices on their extremely popular GoToWebinar solution. Pricing will be increasing from $99.00/month and accomodates 1,000 attendees per session to $499.00/month for the same capacity.
With all the buzz about social media, have you ever wondered why Google wasn’t in the middle of it? They have been nibbling around the edges and have assembled quite a collection of WebTools that integrate nicely, but have never been smack-dab in the middle of it all. That all changed with the availability of Google Buzz.
Twiddla is a free, no setup, instantaneous WebTool that provides a virtual whiteboard and more. There are no plug-ins, downloads, or firewall voodoo – it’s all there, ready to go when you are. It is web browser agnostic and user friendly. The people you invite to meetings will never see so much as a login screen.
For those of us who are not artistic, do not have the patience or time to learn Photoshop and really just need to get an image tweaked and into your presentation or proposal, your solution can be found at PICNIK.com.
“Sales reps have only 18 days a month when they can pursue, advance and close a sale.”
This quote from Nancy Nardin, Founder and Editor of Smart Selling Tools in her new eBook titled: Increase Sales Productivity: Sales Tools and the path to productivity gains has triggered conversations in sales cubes around the world. I had the opportunity to ask Nancy about her new book and what she calls “The 215 Movement”.
Some of you might be wondering what the big deal is about Sales 2.0 Conference. For me, it provides an opportunity to meet with and learn from those that create the WebTools that I study, teach, write about and use every day. In addition, I am surrounded by many others that share my passion for these WebTools and how to integrate and implement them for the benefit of their clients and companies.
