Which came first: Sales 2.0 or Customer 2.0?
It sounds like one of those chicken or the egg questions…and given all the buzz about Sales 2.0 technologies and methodologies, you might be tempted to answer “Sales 2.0”. But I think Sales 2.0 is really the sales organizations response to the “evolve or die” mandate they face, given the smarter and more informed buyer they have to sell to: Customer 2.0. I do believe the customer has evolved faster than the sales guy…and I believe this is – at least in part – due to how B2B trends typically follow B2C. Prospects who are looking to make B2B purchase decisions are also consumers, and have been making B2C decisions for a long time. Access to online reviews, comparison shopping engines, Facebook or Twitter “conversations” on products and services they are evaluating has turned them into much wiser B2C buyers…So, why not transfer that same process, powered by “social intelligence”, to the B2B buying cycle? Read the rest of this entry »
Filed under: demand generation, marketing analytics, sales intelligence | Tags: B2B Marketing, customer 2.0, sales 2.0, sales intelligence, social intelligence