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. Inside Sales: The Strategic Central Nervous System Of Sales 2.0
9. Sales Development: Generating, Qualifying, Managing Leads
10. Telesales: Selling By Telephone And Web
11. Benefits Of Inside Sales

PART 3   PROFILES OF FOUR SALES 2.0 LEADERS

12. Oracle Corporation
13. Cisco Webex
14. Genius.com
15. Syneron

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

Book Details

ISBN: 047037375X
ISBN-13: 9780470373750
Format: Hardcover, 238pp
Publisher: Wiley, John & Sons, Incorporated
Pub. Date: December 2008