Comments on: Sales 2.0: 5 Things You Shouldn’t Expect

By: Letitia

Letitia — Wed, 08 Jul 2009 15:33:37 +0000

Another wonderful writing in this post, Sharon Drew. I read it twice, and while reading it I was able to hear you again, and follow your structured dynamics with joy.
Miss you.

By: Jeff Blackwell

Jeff Blackwell — Tue, 07 Jul 2009 02:16:11 +0000

Excellent topic and insight Sharon Drew.

–Jeff

By: Sharon Drew Morgen

Sharon Drew Morgen — Mon, 06 Jul 2009 19:54:14 +0000

Selling vs. Facilitating the Buying Decision

Before you'd want to take a program with me or go through the 'cost' of learning my material, you'd want to know it fit with the way you do business, make sure it 'worked' (according to your criteria), you liked it, your boss would like it, it would be learnable, your clients would like it, etc.. Only when it fit your internal criteria, your 'team dynamics', etc. would you even take the next step to learn details.

So first I would lead you through a sequenced decision model i've developed that would lead you through all of the decisions you'd need to make up front. Then you'd know where Buying Facilitation would fit, what you'd need to shift (and if you were willing to change), who you'd need to get buy-in from, and THEN when i gave you a pitch, you'd know how to buy.

Buyers need to do this anyway before making a purchasing decision.Sales hasn't handled that end of the subjective, hidden dynamics that buyers have to deal with. But this is a way to help with that end..
sd

By: Sharon Drew Morgen

Sharon Drew Morgen — Mon, 06 Jul 2009 19:52:06 +0000

I can give you conversion rates for typical sales – not 2.0, cuz Buying Facilitation(R) would have to be used via telephone reps in conjunction with 2.0 and no one is doing that yet.

Working with Wachovia small business bankers, they were making 100 appointment calls, getting 90 no's/10 yeses and closed 2 after 11 months. Using Buying Facilitation, they made 100 calls, got 37 requests for appointments, and closed half of those in 2 months.

With a $50M sale with KPMG, they went from a 3 year sales cycle, to 4 mo.

Because we teach buyers how to manage all of the internal stuff they have to do first we get very different results. it's used before discussing solution, or managing need. overall, we've gotten between 200-800% increased results over our control groups, in companies like IBM, Kaiser, Bose, Intuit, Boston Scientific, Morgan Stanley, Dryfuss-Melon, etc.

have you seen my site? http://www.newsalesparadigm.com

thanks for your question!

By: Fred

Fred — Mon, 06 Jul 2009 18:28:38 +0000

Hi Sharon-Drew,

Since you advocate Buying Facilitation as a better alternative to the old skul sales model can you let us know how much conversion rates have been recorded with the BF model since you started?

By: Sean Wilder

Sean Wilder — Mon, 06 Jul 2009 17:39:32 +0000

My fear is that Sales 2.0 will be so over-hyped that it will be ultimately be discounted for not living up to expectations. Maybe Sales 2.0 only turns out to be a smarter and more professional way to think about prospecting. If the movement converts thousands of salespeople from "smilers and dialers" into strategic and targeted marketers, then it will have contributed more to the profession than most other ideas over the past 100 years. Why can't we just be happy with the promise of that potential outcome (for now)?

By: Josiane Feigon

Josiane Feigon — Mon, 06 Jul 2009 16:49:08 +0000

Hi Sharon,

I've always admired your work and appreciate your courage in questioning the sales 2.0 hype. you are spot on with your observations- thanks