To help capture the particular attributes that make Sales 2.0 distinct, we are continuing our weekly series of blog posts that define specific characteristics of this emerging industry.  Last week we rolled out the first post in our Sales 2.0 series by talking about acceleration.  This week, collaboration takes center stage. 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.  You can read the piece in its entirety here or InsideCRM’s recent piece about it.

2.  Sales 2.0 is about collaboration

The Internet has opened an infinite number of ways for people to collaborate and share their ideas.  Innovations like Wikipedia, online conferencing, user ratings, blogs, Twitter and social networking have elevated the potential for human collaboration to a higher level.  As such, the sales force is turning from mere data collectors into idea generators, and selling itself is changing from collecting data to connecting ideas. Following suit, Sales 2.0 technologies help salespeople collaborate more and travel less. And sales managers can harness the collective intelligence of the sales organization.

Examples:  Citrix GoToMeeting allows salespeople to share their desktops over the Internet, deliver remote presentations and collaborate with remote experts in real time. SAVO allows the entire sales organization to share its best practices online. Salespeople can quickly download presentation material, rank its effectiveness and get instant access to expert advice.