Sales 2.0 is a new and exciting area of sales that improves the entire sales process starting with lead generation and continues through the purchase of your product or service, including knowing which leads are ready for sales, interacting with leads using web 2.0 technologies like social media, and when to pass leads back to marketing for lead nurturing and scoring.
Learn how to get more Sales Insight into your revenue process with the below.
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Bill Binch, SVP of Sales at Marketo, Jamie Mallinger, VP Marketing and Growth Operations, Athenahealth, and Craig Rosenberg, VP Focus Expert Network, Focus.com, present 8 Ways to Establish Integrated Sales & Marketing and Improve Sales Operations at Dreamforce 2011.




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Sales playbooks are a means of capturing sales and best practices and communicating them to salespeople. They concisely describe what a salesperson should do in different situations. Although not a substitute for comprehensive training, a good sales playbook is a valuable resource salespeople and B2B marketing professionals can use to recall and implement best practices in real-time.




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Who’s “passing the baton” between Marketing and Sales at your company? At Marketo, the secret to a high-performance revenue engine is the effective use of the Sales Development team. This function has one focus: to review, contact and qualify marketing-generated leads and deliver them to Sales Account Executives. These Sales Development Reps (SDRs) pass the baton from marketing to sales.




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Learn how the Sales 2.0 Alliance can help you sell more through the use of Sales 2.0 technology. Discover how to build the best financial framework for estimating ROI, prioritize the elements or component segments that, when automated, will have the most positive impact on their unique selling environment, and select the technology that is most likely that can help engage more prospects and generate faster revenue.




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In the Provocation-Based selling method, Geoffrey Moore, Silicon Valley consultant and author of Crossing the Chasm, outlined ways that vendors can face their customers’ ever –tightening budgets. Kathleen Schaub, former VP at Sybase, successfully implemented provocation-based selling as a pilot project at that company under the guidance of Mr. Moore. In this presentation, Bill Binch, VP of Sales at Marketo will discuss with Ms. Schaub the methodology used and the case study which has since been published in the Harvard Business Review.




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Inside sales teams generate up to 50% of their company's revenue. As an integral part of the sales cycle, inside sales reps have more responsibilities and expectations to grow territories and generate metrics. To help you power up inside sales success Josian Feigon, CEO of TeleSmart, and Nancy Nardin, CEO of Smart Selling Tools, reviewed hundreds of tools to help you choose the must-have tools.
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In this YouTube video, join Bill Binch, VP of Sales and Customer Success at Marketo, as he discusses today's most innovative sales practices and technologies that dramatically improve business results. Watch the video, and learn how to drive predictable revenue with the latest technology and analytics, align sales and marketing to drive consistent sales systems, and sell smarter, better and faster




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How can you expect the right results if you're not asking the right questions? Learn how you can lead the way to sales success in this on-demand webinar featuring industry sales leaders, Bill Binch, VP of Sales at Marketo, Barry Trailer, Co-founder of CSO Insights, and Gerhard Gschwandtner, CEO of SellingPower, as they answer the questions that guarantee success:




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Learn how to improve your sales processes with Marketo’s Sales 2.0 Success Kit. Discover how to best utilize Web 2.0 technologies to better nurture, qualify and acquire more leads and prospects. Download the Marketo Sales 2.0 Success Kit and take your selling to the next level!




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This DemandGen Report eBook takes a look at how leading B2B marketers are improving efficiency and effectiveness by building shared sales and marketing machines. Read The New Revenue Engine and learn how to: * Synergize your marketing and sales efforts * Build a combined revenue engine * Optimize lead management * Create a winning strategy
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Predictable Revenue, an excerpt from Aaron Ross’ new book, Build a Sales Machine, provides an in-depth look into the common mistakes companies make when planning and creating sales processes. Discover how to create predictable lead generation and focus on customer success to drive consistent sales systems and align marketing and sales. Learn what it takes to create predictable revenue: inside sales, consistent sales systems, predictable lead generation and a focus on customer success.




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Excerpted from Aaron Ross’ new book, Build a Sales Machine, Cold Calling 2.0 explains how cold calling has evolved. Discover why old techniques are no longer effective and how cold calling 2.0 differs from past endeavors. Learn how to generate more qualified opportunities, create predictable pipeline source and produce more ROI. Take a look into Salesforce.com’s cold calling 2.0 story and learn how they refined and tested their processes to overcome their cold calling challenges.




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Excerpted from Aaron Ross’ book, Build a Sales Machine, this chapter discusses the fatal mistakes commonly made by CEOs and VPs. Learn how to take further responsibility for lead generation, avoid talent fumbles and harness employee output and creativity in order to become an exceptional team leader at your organization. Everything begins with the CEO, learn from these mistakes and start to create improved processes and communication at your organization.




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Your prospects are networking and researching solutions online, not waiting by the phone for your call. Social media is a very useful tool in order to help strengthen prospect relationships during a long sales cycle. Even if you don’t participate in social media, it is your responsibility to be where your prospects are. Learn how to master social media sales tools to create valuable connections through conversations. Download this white paper for tips on how to grow your pipeline quicker than ever by using Twitter, Facebook and LinkedIn.




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Take your selling to the next level with the Sales 2.0 Cheat Sheet. Find out if your company is ready for Sales 2.0. Explore the misconceptions about social selling and learn the techniques to shorten sales cycles and provide better insight into buyer behaviors. Learn important Sales 2.0 terminology, including CRM, RSS, lead nurturing, lead scoring and Web 2.0. Get access to the top Sales 2.0 resources and analyst facts. From basic to advanced techniques, the Sales 2.0 Cheat Sheet serves as a foundation to create useful Sales 2.0 strategies at your company.




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This paper reveals the misconceptions of social selling and shares how organizations can overcome lost opportunities due to those misconceptions. Learn best practices in implementing Sales 2.0 in your organization with this short white paper. Discover ten great social selling resources and the tools you need to get started. Realize the value of Web 2.0 technologies that help sales teams prioritize their time and efforts to drive growth and increase revenue.