Sales 2.0

Digital selling is Not Optional

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We are starting to reopen but it’s pretty clear things will be different.

Things will be some kind of new but not the same as before. The good news is that some things will be better than before. Sometimes it takes a big kick in the pants to change people and this crisis has certainly been that for many of us.

In the sales domain, this big change has accelerated the trend to digital selling. As sales forces have been sent home and told their clients won’t meet them with them in-person, they have had to use new digital tools just to keep doing their job.

Much of this should have happened in the old world but many people did not change their habits. In the lockdown world those people have no choice but to dive in. Some of those new digital selling habits will stick. Many will be better off because of it.

Here are some areas to consider using digital selling, now and after the crisis is over.

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Don’t overpack your tool bag

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It might seem odd that the bloke that coined the term “Sales 2.0” is telling you to go easy on the tools you use for selling but that’s the case. Sales 2.0 became synonymous with using technology to sell better. And you can use technology to sell better but you can also use it to sell poorly.

The common problem is that the common tools we’ve developed to make us more productive at work often end up making us less productive.

The four most used tools in social selling can also be some of the biggest time wasters. [Read more…]