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HOT TOPICS
- The Accelerator Conundrum
- The Startup Velocity Question
- Platform as a Service
- Man and Superman
- Web 3.0 = (4C + P + VS)
- The Future: End of Capitalism
- Capitalism 2.0
anneke seley
Anneke Seley on Sales 2.0 (Part 2)
From Chapter 2 of ‘Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology’ by guest authors Anneke Seley and Brent Holloway. WHY IS SALES 2.0 IMPERATIVE FOR YOUR BUSINESS? Continued Marketing and sales professionals in every industry need to reexamine their markets, potential new customers, and how new and current customers evaluate and
Anneke Seley on Sales 2.0 (Part 1)
For the next two weekends I will feature excerpts from ‘Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology’ by Anneke Seley and Brent Holloway. Anneke and Brent begin by defining Sales 2.0 and discussing the innovations necessary for its implementation. WHAT IS SALES 2.0? Sales 2.0 is the use of innovative sales practices,
TeleWebSales: A Methodology Discussion with Anneke Seley (Part 13)
SM: All of these things which we have discussed are a discipline in and of themselves. There are but a few people in the industry who understand this at the level and depth that we have discussed today. For companies who are coming up to speed, there is a lot of need right now because
TeleWebSales: A Methodology Discussion with Anneke Seley (Part 12)
SM: Webex is a very special case. They enabled a lot of the telephone selling by making it possible to demonstrate products over the web. AS: Exactly. Not only do they provide the technology, but they are a showcase for using the technology they provide. It is an incredible machine in terms of process. They
TeleWebSales: A Methodology Discussion with Anneke Seley (Part 11)
SM: I think what I have seen is that India is incredibly process oriented. The big outsourcers who are doing call center type processes in India are on the ball in terms of process. However, it has mostly been in a customer support role and a technical support role; it is all inbound. The extra
TeleWebSales: A Methodology Discussion with Anneke Seley (Part 10)
SM: When I have established new processes, I have had to test market segments using those processes. That is one issue that comes up a lot – which segment is ready to buy, which one can be an early adopter? AS: And you might have the wrong profile of the person to sell into that
TeleWebSales: A Methodology Discussion with Anneke Seley (Part 9)
SM: Closing deals on the phone … there are people who don’t know anything about selling by phone, and would probably tell you that you cannot close deals on the phone. That isn’t true. But there is probably a threshold of how big of a deal can be closed on the phone. AS: I’m loath
TeleWebSales: A Methodology Discussion with Anneke Seley (Part 8)
SM: Can you talk about suspect to prospect qualification? I know you are a world expert on this! AS: Somebody who is a suspect, and you do not know whether they are qualified, you don’t know what questions to ask. In other words, don’t spend a lot of time asking a lot of questions that
