Sales 2.0: Raising the Bar!

Sales 2.0: Raising the Bar!

According to Gerhard Gschwandtner, Founder and Publisher of Selling Power magazine, the average buyer is 70% through the decision-making process before they engage with a sales person. How? The Internet has empowered buyers more than any other time in history. Buyers can now do a Google search; pick the top three vendors; go to their websites; read about their products; determine how much they cost; and decide if they are a good fit. Buyers can also try most products for free and network with existing customers already using them.

What do more empowered buyers mean for sellers? The bar has been raised. Sellers can no longer memorize the product capabilities and pricing information that buyers can research online. Sellers must now be more authoritative and hands-on in their approach. For example, if you are selling a SaaS-based document and file sharing solution (e.g., Box, Dropbox, etc.), you should be managing your personal documents and files with it to see what customers actually experience. You must be able to get into the head of the buyer and walk in their shoes to be more consultative.

Sales 2.0 is about sellers using Web 2.0 and social media to engage and sell more effectively and efficiently with buyers. Consequently, it is critical that sellers embrace how buyers are making decisions. Sellers must continually increase their profile and stature online. They must also continually establish functional and industry expertise, as well as share how their products and services can solve business problems. Sales 2.0 technologies and tools can help sellers define the value of working with them – well before buyers are 70% through the decision-making process.

All contents copyright © 2012, Josh Lowry. All rights reserved.

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