Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology Book

Acknowledgments.

Preface.

Foreword by Geoffrey Moore.

PART 1 SELLING IN THE TWENTY-FIRST CENTURY.

1 What is Sales 2.0?

2 Why is Sales 2.0 Imperative for Your Business?

3 Sales 1.0 to Sales 2.0: Changing Mindset.

4 Sales 2.0 Results and Rewards.

5 Seven Misperceptions about Sales 2.0.

6 Eight Sales 2.0 Imperatives.

7 R U Sales 2.0? A Checklist.

PART 2 YOUR ENTRY INTO SALES 2.0.

8 What is Inside Sales?

9 Sales Development: Generating, Qualifying, and Managing Leads.

10 Telesales: Selling by Telephone and Web.

11 The Benefits of Inside Sales.

PART 3 PROFILES OF FOUR SALES 2.0 LEADERS.

12 Oracle Corporation: The Original Sales 2.0 Company.

13 WebEx Communications: Software-as-a-Service Leader and Sales 2.0 Showcase.

14 Genius.com: An Emerging Sales 2.0 Pioneer.

15 Syneron: Visionary Sales Leadership in an Unexpected Industry.

PART 4 GETTING STARTED WITH SALES 2.0.

16 Your Sales 2.0 Plan: Making a Transition.

17 Sales 2.0 Strategy: Realigning Your Sales Organization.

18 Sales 2.0 People: Assessing Staffing, Training, and Compensation.

19 Sales 2.0 Process: Defining and Measuring Your Customer-Centric Sales Steps.

20 Sales 2.0 Technology: Selecting the Right Enabling Tools.

Afterword.

Sales 2.0 Resources.

Index.