May 2nd, 2013
Last month, Sales Engine International was in San Francisco for the 2013 Sales 2.0 Conference. In a recent blog post, Sales Data from Sales 2.0 Conference, I discussed the 2013 Sales 2.0 Impact Report and the significant data trends to be released at the conference. The much anticipated keynote revealing the research did not disappoint.
Gerhard Gschwandtner, CEO and Founder of Selling Power, opened the conference discussing the importance of Sales 2.0 technology in order to improve a company’s sales engine (no, we did not pay him to use these words, though we felt it was a nice touch).
Citing the 2013 Sales 2.0 Impact Report, Gschwandtner revealed the growing impact of Sales 2.0 technology on sales organizations. Not only are sales leaders moving faster towards adoption and forecasting the substantial impact of the technology—69% believe that Sales 2.0 solutions are important or critical—but sales leaders are actually seeing the results. The report shows that for companies using Sales 2.0 technology:
- 39% saw an increase in sales rep productivity
- 44% received positive feedback from their sales team
- 46% measured an increase in revenue
However, according to Gschwandtner, the true key to success with Sales 2.0 technology rests in what he calls “the secret sauce.” It takes the right combinations of the following four bullets to drive a company’s sales engine. It takes:
- The right culture, strategy, and execution
- The right mind-set, skill set, and tool set
- Alignment of people, process, and technology
- Management of lead flow, performance flow, and content flow
In other words, the technology cannot stand alone. It takes all of the above to jump start the sales process and increase revenue growth.
Visit our photo album on Facebook for pictures from the Sales 2.0 Conference. After all, according to a 2012 Aberdeen Study quoted by Gschwandtner in his keynote, “79% of salespeople who incorporate social media into their sales process make quota – compared to the industry average of 43%.”