- Sales - Sales 2.0 and Social Calling | Summary and Q&A

TL;DR

Sales 2.0 is a method that utilizes social media and web 2.0 tools to improve sales performance and increase prospecting success.

Key Insights

• 🛄 Sales 2.0 aims to enhance the sales process and improve salespeople's performance.
• 🏛️ The three elements of social calling are critical in prospecting and building relationships.
• 🕸️ Web 2.0 tools provide valuable data and networking opportunities for sales professionals.
• 🔨 Relationships and referrals remain essential in the sales process, and tools like LinkedIn help leverage existing connections.
• 🔨 Sales 2.0 is not about replacing traditional methods but enhancing them with modern tools and techniques.
• 👶 Trigger events, such as leadership changes or new product announcements, create opportunities for salespeople to make timely and relevant contacts.
• 🔨 Sales 2.0 tools, when used effectively, can significantly improve productivity and results.

Transcript

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Questions & Answers

Q: How did Nigel come up with the term Sales 2.0?

Nigel coined the term Sales 2.0 after realizing the need for a more effective sales process and being inspired by the concept of Web 2.0.

Q: What are the three elements of social calling?

The three elements are knowing who to call, identifying trigger events for better timing, and leveraging relationships for referrals.

Q: How can salespeople utilize tools like LinkedIn and Inside View for prospecting?

LinkedIn allows salespeople to see their connections and obtain referrals from people they already know. Inside View provides real-time data to identify trigger events and better understand prospects.

Q: Is Sales 2.0 about using social media exclusively?

Sales 2.0 is not solely about social media, but it emphasizes leveraging web 2.0 tools like social media platforms to enhance the sales process.

Summary & Key Takeaways

• Nigel ëtil Shane, the CEO of Sales 2.0 LLC, shares his experience in improving sales performance and techniques.

• The three elements of social calling are: determining who to call, identifying trigger events for better timing, and leveraging relationships for referrals.

• Web 2.0 tools such as LinkedIn and Inside View play a crucial role in enhancing prospecting and networking efforts.