Sales 2.0 Conference: CSO Insights gets 10 minutes

Some great data for benchmarking and anlysis.

Talked about getting beyond the lead and into the meat of the sales.

Top priorities for Sales Leaders:

1. Enhance and increase Lead Generation 71% of these have frozen or reduced budgets and 84% have higher revenue goals

Instead, how do you generate opportunities.

39% of the companies interviewed said that over 50% of their leads become prospects. This is down 15% from 10 years ago.

Buying processes have changed but sales processes have not. Thanks to the internet the buying cycle, he used Buying 2.0!!!, thank you, starts before the sales cycle. The problem is we are not collecting data from this new form of customer engagement.

How do we get the relevant data from the early stages of the buying cycle to the sales people?

1. Optimize prospect intelligence
2. Find all of the people involved in the buying process (economic decision committe, I like it)
3. Messaging must be enhanced and coupled with sales training

Leaders in sales training are now delivering messaging training and vice versa.

Beyond this we need to integrate the lead process with the technology. Made a great joke:

Works with a client that has the W.O.R.N CRM system. That is Write Once, Read Never. We need to start leveraging this data and analyzing it.

Final focus was good and we should not worry aobut more leads but ocnverting what we get.

Sales 2.0 Conference: newScale talks about Sales and Marketing collaboration »« Sales 2.0 Conference: An interview with Tom Canning, CEO of Connectize