Sales 2.0 - New Paradigm or Modern Business?

Trends and Technologies

Internet access has changed noticeably over the past few years in terms of connection speeds, methods and venues. These changes are contributing to an ever-increasing number of people accessing the Internet for information, collaboration and commerce fueling the emergence and evolution of enabling technologies that are effectively shifting the way we connect, engage and interact.

Companies standing at the edge of this relatively new frontier are scrambling to understand and leverage these Internet trends and technologies in order to survive and thrive. As to be expected some companies are adapting quicker than others. For example, through the use of next-generation "collaboration enabling technology" such as videoconferencing (two-way interaction between various people from multiple locations) some companies are improving communication (i.e., audio + video) over primary engagement tools (telephone, email, etc.), reducing travel related expenses (airfare, accommodations, etc.) and increasing productivity (less time in transit, more time engaged in income producing activities).

Modern Business

For years customer-centric companies striving for higher sales volume and velocity (speed of sales), lower costs and more predictable sales forecasting were given, among others, the following recommendations:

• Measurable, standardized (documented, uniform, etc.) and repeatable best practices.
• Sales and marketing alignment (culture, accountability, etc.)
• Improve return on investment (ROI) through key metrics, reporting and testing.
• Integrate productivity-enhancing technologies into business processes, models, etc.

Implementing the recommendations above while adjusting to changing trends and technologies is not a new paradigm (i.e., Sales 2.0) it is what many view as modern business.