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Buying 2.0: Accelerating Sales By Making It Easier To Buy
Accelerate Your Sales by
Making it Easier to Buy
Buying 2.0: Accelerate Your Sales by Making it Easier to Buy
>Executive Summary – Ron Snyder
Web 2.0 provides enabling technology that improves website visitor experience and enables collaboration. Sales 2.0 uses that
technology to improve sales and marketing effectiveness. Buying 2.0 focuses the power of these new technologies and practices to
improve your buyer’s experience (anyone involved in the purchase decision; not just purchasing agents); making it easier for them to
buy, thus accelerating your sales and marketing results.
In keeping with one of the key tenants of Web 2.0, collaboration, the authors chose to create a suite of articles that addresses the major
beneﬁts of Buying 2.0. Here is a brief overview of the six articles contained herein.
Buying 2.0: Accelerate Your Sales by Making it Easier to Buy – Ron Snyder
This article deﬁnes Buying 2.0 and explains how to respond to the empowered buyer by optimizing human and online buying/sales
interaction to accelerate the buying process. It provides a fresh view of the process from awareness generation to generating a happy
customer. It gives insight into how to generate credible, satisfying interactions with buyers that encourage purchasing, positive
reputation and feedback into product plans and business practices. To be truly successful, you must not only leverage the new tools,
you must adapt your sales and marketing processes as well.
Marketing To Your Customer’s Brain: What You Need To Know About How Your Customers Make
Buying Decisions To Proﬁt in a 2.0 World – Denise Corcoran
The article shows how to drive sales and marketing results using new insights into how your customers think. Gain greater understanding
into the psychology of the buyer’s decision making process and language that resonates most effectively with the buyer. The article
cites speciﬁc examples, such as, using neuromarketing to interact most effectively with your buyers, tuning your value proposition and
positioning your pricing effectively for your target audience.
Sales 2.0: Why it is Imperative to Change the Way We Sell – Anneke Seley
An overview of Sales 2.0 and its driving forces is provided. Studies show that best-performing companies are using Sales 2.0 practices
to improve sales and marketing effectiveness and bring down the costs associated. The article explains how you can beneﬁt from these
Marketing in a “Buying 2.0” World: Transforming from an Art into a Science – Kathy Gogan
To respond to today’s more empowered buyer, companies need to take a more quantitative approach to all aspects of marketing. In
order to make the most of the tools, you must adapt your marketing process. This includes leveraging the Internet to gain previously
unavailable insight into your target buyer and hone your value proposition. The good news is that these tools make it easier to do the job
of marketing and make it possible to do much more for less. This article helps you insight into the areas to investigate to align with the
way your target customer wants to buy and the way you manage your marketing resources.
Managing Lead Gen Campaigns in a 2.0 World – Mike DeCastro
Old school meets the 2.0 world; it’s the fundamentals; not the technology that guarantee marketing success. You still must know your
audience and what they will respond to. The 40-40-20 Rule is discussed; all marketing success is 40% offer, 40% media and only
20% creative. The article shows how to use the Triple Play to drive business with direct mail, email and telesales; versus waiting for a
response. Real life examples and results are presented.
Winning in a Web 2.0 World: Metrics-Driven Success – Jerry Hart
This article demystiﬁes social media. It shows how to use it to stay in touch with your market, drive sales and get feedback. Here are a
few of the key questions it answers. How are customers moving to social media? What are the business applications of social media
technologies? Where to invest? How to measure its success? It provides real life examples.
For more information; we have provided author contact information at the bottom of each article. You can also
contact Ron Snyder at 650-508-0622 or firstname.lastname@example.org. Visit www.breakthrough-inc.com.
Buying 2.0 I
Accelerate Your Sales by
Making it Easier to Buy