Karen Paiyo

Table of Contents

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.

About the AuthorAnneke Seley, Brent Holloway

ANNEKE SELEYwas the twelfth employee at Oracle and the designer of the company's revolutionary inside sales operation. She is currently the CEO and founder of Phone Works, a consultancy that helps large and small businesses build and restructure sales teams to achieve predictable, measurable, and sustainable sales growth.

BRENT HOLLOWAY is a practicing sales manager with more than a decade of direct and channel sales experience at high-tech companies. He currently manages a sales team at Verint Systems that has dramatically increased incremental revenue, profit, and customer retention.