Comments on: Which came first: Sales 2.0 or Customer 2.0? http://schulmanthorogood.com/blog/2010/04/15/which-came-first-sales-2-0-or-customer-2-0/ Schulman+Thorogood Blog Thu, 15 Sep 2011 03:38:09 +0000 hourly 1 http://wordpress.org/?v=3.2.1 By: Schulman+Thorogood » Blog Archive » A lesson in Marketing at Cornell (But…I was the teacher!) http://schulmanthorogood.com/blog/2010/04/15/which-came-first-sales-2-0-or-customer-2-0/comment-page-1/#comment-1113 Schulman+Thorogood » Blog Archive » A lesson in Marketing at Cornell (But…I was the teacher!) Fri, 04 Mar 2011 15:36:25 +0000 http://schulmanthorogood.com/blog/?p=34#comment-1113 [...] are following this model and embracing inbound marketing strategies to engage the new customer (Customer 2.0) in the emerging media [...] [...] are following this model and embracing inbound marketing strategies to engage the new customer (Customer 2.0) in the emerging media [...]

]]> By: Secret to B2B Sales Success: Think Like A Customer | Social Media B2B http://schulmanthorogood.com/blog/2010/04/15/which-came-first-sales-2-0-or-customer-2-0/comment-page-1/#comment-129 Secret to B2B Sales Success: Think Like A Customer | Social Media B2B Wed, 07 Jul 2010 11:26:54 +0000 http://schulmanthorogood.com/blog/?p=34#comment-129 [...] are serious about peer recommendations as well as deeper insights from experts in the field. Customer 2.0 utilizes social networks with the greatest credibility, including forums like LinkedIn Answers or [...] [...] are serious about peer recommendations as well as deeper insights from experts in the field. Customer 2.0 utilizes social networks with the greatest credibility, including forums like LinkedIn Answers or [...]

]]> By: Schulman+Thorogood » Blog Archive » What’s all the buzz about Inbound Marketing? http://schulmanthorogood.com/blog/2010/04/15/which-came-first-sales-2-0-or-customer-2-0/comment-page-1/#comment-107 Schulman+Thorogood » Blog Archive » What’s all the buzz about Inbound Marketing? Mon, 21 Jun 2010 04:32:26 +0000 http://schulmanthorogood.com/blog/?p=34#comment-107 [...] by less and less time and attention on the part of the buyer. In an earlier post, I described Customer 2.0 as NOT wanting to be “sold to”…as being informed about products and services not from the [...] [...] by less and less time and attention on the part of the buyer. In an earlier post, I described Customer 2.0 as NOT wanting to be “sold to”…as being informed about products and services not from the [...]

]]> By: B2B Companies Must Keep Pace with the Customer 2.0 | Commercial Leads http://schulmanthorogood.com/blog/2010/04/15/which-came-first-sales-2-0-or-customer-2-0/comment-page-1/#comment-81 B2B Companies Must Keep Pace with the Customer 2.0 | Commercial Leads Tue, 08 Jun 2010 15:44:56 +0000 http://schulmanthorogood.com/blog/?p=34#comment-81 [...] than their sales counterparts, and it is Customer 2.0 who is setting the social media trends, not the organization. Hence, companies must learn to accommodate the customer’s preferred methods of engagement. Many [...] [...] than their sales counterparts, and it is Customer 2.0 who is setting the social media trends, not the organization. Hence, companies must learn to accommodate the customer’s preferred methods of engagement. Many [...]

]]> By: B2B Companies Must Keep Pace with the Customer 2.0 | Social Media B2B http://schulmanthorogood.com/blog/2010/04/15/which-came-first-sales-2-0-or-customer-2-0/comment-page-1/#comment-80 B2B Companies Must Keep Pace with the Customer 2.0 | Social Media B2B Mon, 07 Jun 2010 11:17:33 +0000 http://schulmanthorogood.com/blog/?p=34#comment-80 [...] than their sales counterparts, and it is Customer 2.0 who is setting the social media trends, not the organization. Hence, companies must learn to accommodate the customer’s preferred methods of engagement. Many [...] [...] than their sales counterparts, and it is Customer 2.0 who is setting the social media trends, not the organization. Hence, companies must learn to accommodate the customer’s preferred methods of engagement. Many [...]

]]> By: Wes Zimmerman http://schulmanthorogood.com/blog/2010/04/15/which-came-first-sales-2-0-or-customer-2-0/comment-page-1/#comment-24 Wes Zimmerman Tue, 20 Apr 2010 20:54:23 +0000 http://schulmanthorogood.com/blog/?p=34#comment-24 Anneke Seley has it right, i.e. correct. It is and was in 1957 when I started my professional sales career, a People to People (PTP)process. It is relationship driven, which means it is trust driven. We now build trust using the social networks and blogs. We still buy from the person that can maintain a consistent course of behavior. Blogs make it harder to be inconsistent if the reader is attentive. The first Eternal Law of Sales Success is "People Buy From People They Like and Trust." copyrighted 1986, 1998, WZA Inc. A Company, every business consists of people, always has, always will. My book, blogs, Tweets, DVDs all support this. People have not changed. only the tools we use to communicate have changed. Anneke Seley has it right, i.e. correct. It is and was in 1957 when I started my professional sales career, a People to People (PTP)process. It is relationship driven, which means it is trust driven. We now build trust using the social networks and blogs. We still buy from the person that can maintain a consistent course of behavior. Blogs make it harder to be inconsistent if the reader is attentive. The first Eternal Law of Sales Success is “People Buy From People They Like and Trust.” copyrighted 1986, 1998, WZA Inc.

A Company, every business consists of people, always has, always will. My book, blogs, Tweets, DVDs all support this. People have not changed. only the tools we use to communicate have changed.

]]> By: Christian Maurer http://schulmanthorogood.com/blog/2010/04/15/which-came-first-sales-2-0-or-customer-2-0/comment-page-1/#comment-20 Christian Maurer Mon, 19 Apr 2010 07:43:11 +0000 http://schulmanthorogood.com/blog/?p=34#comment-20 For me the sequence is clear, Customer morphed to 2.0 before sales did so. Rushing to Sales 2.0 tools as a response to this shift in customer behavior will though lead to disappointing results. The very reasons while companies rushes to CRM tools did not see the expected results remain true for Sales 2.0 tools. We first must understand how a seller can add value to how the new customer 2.0 wants to buy. This understanding leads to adapting processes. Only then should we start looking at tools that will support these new processes. Then we can reap the benefits from Sales 2.0 tools. Sales 2.0 has brought and still brings us a plethora of choice of excellent point solutions which allow for the composition of a blended solution best adapted to our processes. But first one needs to understand what processes need to be supported. For me the sequence is clear, Customer morphed to 2.0 before sales did so.

Rushing to Sales 2.0 tools as a response to this shift in customer behavior will though lead to disappointing results. The very reasons while companies rushes to CRM tools did not see the expected results remain true for Sales 2.0 tools.

We first must understand how a seller can add value to how the new customer 2.0 wants to buy. This understanding leads to adapting processes. Only then should we start looking at tools that will support these new processes. Then we can reap the benefits from Sales 2.0 tools. Sales 2.0 has brought and still brings us a plethora of choice of excellent point solutions which allow for the composition of a blended solution best adapted to our processes. But first one needs to understand what processes need to be supported.

]]> By: Pelin Wood Thorogood http://schulmanthorogood.com/blog/2010/04/15/which-came-first-sales-2-0-or-customer-2-0/comment-page-1/#comment-19 Pelin Wood Thorogood Sat, 17 Apr 2010 14:15:59 +0000 http://schulmanthorogood.com/blog/?p=34#comment-19 Jill - you are so right, sales 2.0 tools are really the saving grace for winning business for today's sales people...they just need to learn how to use them right! Cannot wait to read your book when it comes out :) Jill – you are so right, sales 2.0 tools are really the saving grace for winning business for today’s sales people…they just need to learn how to use them right! Cannot wait to read your book when it comes out :)

]]> By: Tweets that mention Schulman+Thorogood » Blog Archive » Which came first: Sales 2.0 or Customer 2.0? -- Topsy.com http://schulmanthorogood.com/blog/2010/04/15/which-came-first-sales-2-0-or-customer-2-0/comment-page-1/#comment-18 Tweets that mention Schulman+Thorogood » Blog Archive » Which came first: Sales 2.0 or Customer 2.0? -- Topsy.com Sat, 17 Apr 2010 09:48:59 +0000 http://schulmanthorogood.com/blog/?p=34#comment-18 [...] This post was mentioned on Twitter by Salesmanagement2.0. Salesmanagement2.0 said: Schulman+Thorogood » Blog Archive » Which came first: Sales 2.0 or ...: It sounds like one of those chicken or the... http://bit.ly/cCfi0G [...] [...] This post was mentioned on Twitter by Salesmanagement2.0. Salesmanagement2.0 said: Schulman+Thorogood » Blog Archive » Which came first: Sales 2.0 or …: It sounds like one of those chicken or the… http://bit.ly/cCfi0G [...]

]]> By: Jill Konrath http://schulmanthorogood.com/blog/2010/04/15/which-came-first-sales-2-0-or-customer-2-0/comment-page-1/#comment-17 Jill Konrath Sat, 17 Apr 2010 01:44:28 +0000 http://schulmanthorogood.com/blog/?p=34#comment-17 There is no doubt in my mind that Customer 2.0 came first and it's totally transformed a salesperson's role. Where once they were the purveyors of all info related to their offering, they're no longer needed for this purpose. It's all online. Seekers can find detailed coverage of business problems, product evaluations, decision criterial, optimal solutions, etc. What's a salesperson needed for these days? Building relationships? Ha ha! Today's overwhelmed prospects don't even have time to see their best friends, spouses and kids as much as they'd like to. They don't need one more relationship! My upcoming book, SNAP Selling, is focused on what it takes to sell to these crazy-busy buyers. In my opinion, Sales 2.0 tools and technology are a seller's saving grace for winning business today. Once a seller learns how to leverage the incredible insight and information available to them, they can become an invaluable resource to Customer 2.0. There is no doubt in my mind that Customer 2.0 came first and it’s totally transformed a salesperson’s role.

Where once they were the purveyors of all info related to their offering, they’re no longer needed for this purpose. It’s all online. Seekers can find detailed coverage of business problems, product evaluations, decision criterial, optimal solutions, etc.

What’s a salesperson needed for these days? Building relationships? Ha ha! Today’s overwhelmed prospects don’t even have time to see their best friends, spouses and kids as much as they’d like to. They don’t need one more relationship!

My upcoming book, SNAP Selling, is focused on what it takes to sell to these crazy-busy buyers. In my opinion, Sales 2.0 tools and technology are a seller’s saving grace for winning business today.

Once a seller learns how to leverage the incredible insight and information available to them, they can become an invaluable resource to Customer 2.0.

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