In his post Dana Vanden Heul has started a 'working document' about Sales 2.0.
For me this lists a bit to much on 'technology', but if you are a sales person (or sales manager) you have your 'reason' why you might want (or/and need) a supporting technology and for what.
Dana starts off with some general themes:
"- Sales reps have more control over the tools that they use; the CIO no longer makes one-size-fits-all technology decisions for the sales force
- Sales reps are taking customer communications into their own hands and to an entirely new level. Starting their own blogs, engaging in social networking and generally putting a friendlier face, theirs, on the corporate message.
- Web-app based mission critical tools such as instant messaging, salesforce.com, virtual assistants and online project management tools.
- Free or nearly free services as reliable, relied upon, enterprise tools. Free conference calls, blogging software and other free enablers, which once carried some stigma or were thought unreliable are enabling a new class of sales executive 2.0.
- Always on sales people. Broadband penetration among the ranks of sales professionals is much higher than even five years ago when we all 'dialed in' at the end of the day to check email. This opens up new possibilities for connectivity and real-time interaction
- Voice and eMail on par with one another. Blackberries and Treos now accompany many salespeople out into their rounds in the field. Customers have come to expect the same response time from whatever communique they send your way.
- End-user power. It's no longer just he buyer that's got influence. When innovation and ideas come from all over the enterprise, you never know when you next sale-influencer will come from."
and he lists technology (a.o.) he thinks affecting sales the most
- Voice communications (VOIP, cell, Skype)
- Sales rep availability (always-on)
- Conference calling (free)
- Sales force automation (web based)
- Customer communication (blogging, eMail)
- Customer community (wiki, jotspot)
- Project management
- email (mobile)
- IM (in office, sidekick, etc)
- Pre-call planning / customer research
- Collaboration (internal blogs, wikis, IM)
- Collateral (real time, PDF, POD (print on demand)
- Document authoring (web document authoring)
via Dave on B2Blog
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