March 19th, 2013
When Sales Engine chose to sponsor the Sales 2.0 Conference, we knew we would be joining a strong community of sales experts and industry thought leaders. We were particularly excited about some of the research Sales Dot Two, Inc. had conducted to be revealed at the conference. At first we thought we had to patiently wait for April, but while reading some of our favorite blogs, Funnelholic and Radius Blog, we found some interesting and revealing posts.
Craig Rosenberg, consultant and author of Funnelholic, has been working with Sales Dot Two, Inc. on their 2013 Sales 2.0 Impact Report. The goal of the study was to take a buyer-centric look at the Sales 2.0 solutions market. In his post, Sales 2.0: Three statistics every sales leader must know, Rosenberg believes there were significant trends found in the data of the report. Unfortunately, Sales Dot Two is “waiting to release a deeper analysis of survey results at the Sales 2.0 Conference on April 8 by host Gerhard Gschwandtner in his opening keynote address.” Luckily for us, Funnelholic readers were given a preview of two, very strong data pieces featured in the report:
- 70% of sales organizations believe Sales 2.0 solutions will be “very important” or “critical” to achieving their 2013 objectives
- 50% of sales organizations surveyed plan to increase spending on Sales 2.0 solutions in 2013
Both pieces of data show a serious shift in the way sales organizations are approaching technology. Furthermore, we are likely to see additional change in the way sales organizations operate.
After reading this post on Funnelholic, John Hurley, author for Radius Blog, wrote a piece titled 50% of Sales Organizations Plan To Boost Sales 2.0 Solutions Spend In 2013. Hurley sat down with Larissa Gschwandter, VP at Selling Power and Sales 2.0 Conference, for an interview on the 2013 Sales 2.0 Impact Report results. The blog post featured the same two data pieces revealed in the post above, but sadly, Hurley was also told he must wait for Gerhard Gschwandtner’s opening keynote for the rest of the story.
Nevertheless, Larissa Gschwandter did reveal one other trend that we feel is very relevant to the Sales 2.0 solution market as well as the marketing technology market. The trend shows that many companies still struggle with user adoption. Sales Engine can attest that we see this difficulty often. As a result of this challenge, Gschwandter feels there will be an “increased need for organizations to build a more solid infrastructure (people, process, and strategy) to ensure that each implementation is a success.”
This means there is likely to also be a shift in spending for things like content and design services, database development, search engine management, and other demand generation services needed for easy implementation and to fuel such powerful technology. We look forward to the upcoming movements in the sales and marketing arena, and we certainly look forward to the opening keynote at the Sales 2.0 Conference for further noteworthy trends.