Table of Contents
Acknowledgments.
Preface.
Foreword by Geoffrey Moore.
PART 1 SELLING IN THE TWENTY-FIRST CENTURY.
1 What is Sales 2.0?
2 Why is Sales 2.0 Imperative for Your Business?
3 Sales 1.0 to Sales 2.0: Changing Mindset.
4 Sales 2.0 Results and Rewards.
5 Seven Misperceptions about Sales 2.0.
6 Eight Sales 2.0 Imperatives.
7 R U Sales 2.0? A Checklist.
PART 2 YOUR ENTRY INTO SALES 2.0.
8 What is Inside Sales?
9 Sales Development: Generating, Qualifying, and Managing Leads.
10 Telesales: Selling by Telephone and Web.
11 The Benefits of Inside Sales.
PART 3 PROFILES OF FOUR SALES 2.0 LEADERS.
12 Oracle Corporation: The Original Sales 2.0 Company.
13 WebEx Communications: Software-as-a-Service Leader and Sales 2.0 Showcase.
14 Genius.com: An Emerging Sales 2.0 Pioneer.
15 Syneron: Visionary Sales Leadership in an Unexpected Industry.
PART 4 GETTING STARTED WITH SALES 2.0.
16 Your Sales 2.0 Plan: Making a Transition.
17 Sales 2.0 Strategy: Realigning Your Sales Organization.
18 Sales 2.0 People: Assessing Staffing, Training, and Compensation.
19 Sales 2.0 Process: Defining and Measuring Your Customer-Centric Sales Steps.
20 Sales 2.0 Technology: Selecting the Right Enabling Tools.
Afterword.
Sales 2.0 Resources.
Index.
