Sales 2.0 Tools Have Their Place, But Where is It?

Posted by Dave Kurlan on Tue, Nov 23, 2010 @ 06:11 AM

I am so fed up with the Sales 2.0 hysteria.

Sales 2.0  - it's about getting found and using the social networking tools to make connections - and that's all good.

But none of it replaces good old fashioned Sales 0.0 or 1.0 and to believe it does is a dangerous thing.

Whether you are performing SEO to help you get found, using LinkedIn, Facebook, Google or Twitter to let people know you are here, or using any one of the array of cool new tools to determine how best to connect, make the connection or continue the dialog, all of these tools are used as a means of getting your new prospect to the phone and/or a face to face meeting.

What you can't do with Sales 2.0 tools is use them to sell.  You can't take short cuts, you can't sell or have a conversation via email and you can't express yourself effectively in print unless you are an award winning novelist; and most prospects don't have the attention span to read that many words.

If by using all of these tools, your salespeople still have an empty or weak pipeline, they must pick up the phone and make calls the way salespeople have been doing for decades. Of course it's more difficult to reach people today, but that is not a reason to stop calling.  If you need to schedule meetings, they surely won't happen by themselves! 

Sales 2.0 tools, just like the face-to-face networking that came before it, are supplements to phone calls, not the other way around.  If you can't control it, you can't depend on it.  If your salespeople must have 12 appointments per month, then they must plan to make calls to schedule 12 appointments per month.  If along the way they happen to receive 4 introductions from customers, clients, their social networking or their local network, then great!  Then they'll only need to make calls to schedule 8 appointments this month.

Sales 2.0 - I love the tools, but they don't replace the basics.

Topics: Dave Kurlan, sales management, prospecting, cold calling, social networking, getting appointments

Subscribe via Email

View All 1,800 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for eight consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards

Vendor Neutral Certified 100 SalesTech Vendor Objective Management Group

Sales & Marketing Hall of Fame Inductee

MVP2018_badge_winner_SPC

Leaading Sales Consultants 2018

Top Sales Awards 2018 - Individual Blog -  Silver

Top Sales Awards 2018 - Article/Post -  Silver


Top Sales Awards 2018 - Assessment Tool -  Gold

 2016 Top Sales & Marketing Individual Blog - Bronze

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

Top 50 Sales & Marketing Blog 2019

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter



Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader