Sales 2.0 is transforming how companies sell, market, and run their sales organizations. It arms salespeople with better tools and improved processes so they can connect with the best prospects, pursue richer opportunities, collaborate more efficiently with customers and members of their team, and close more sales faster. As we watch the world of selling organize itself around the customer, and as we monitor the evolution of well over 1,000 technology solutions in that space, we’ve noted a group of distinct characteristics that come up consistently in conversations around Sales 2.0. To help capture the particular attributes that make Sales 2.0 distinct, we will be publishing a weekly series of blog posts that define specific characteristics of this emerging industry. We’ve based much of our content on the recent article “Sales 2.0: How soon will it improve your business?” by Pelin Wood Thorogood and Gerhard Gschwandtner — if you’re eager to read more you can access the full article here.

This week we’ll begin our Sales 2.0 blog series by discussing the role of acceleration in Sales 2.0.

1. Sales 2.0 is about acceleration.

Selling is moving from human speed to Internet speed. Salespeople spend less time on every phase of the sales call, from finding prospects to closing the sale. Since every phase of the sales funnel is optimized, salespeople will pursue better opportunities, waste less time chasing unprofitable business, accelerate the creation of better solutions for their customers, and move deals faster from the discovery phase to the close. Sales managers can rely on better technology to respond to the constant shifts in the marketplace with agility, precision, and lightening speed.

Examples: ConnectAndSell empowers salespeople to speak with 7 to 10 prospects per hour instead of 10 prospects per day. InsideView gives salespeople clear insights into their prospect’s business, as well as access to relevant social information about the prospect. Jigsaw allows salespeople to quickly target prospect companies, bypass gatekeepers, and go straight to the decision makers.

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