The Sales 2.0 Conference Post
Today I'm trying something different. I'm at the Sales 2.0 conference in Boston and will be providing a "running update" of everything that happens here. The conference (sponsored by one of my publishers SellingPower) tends to feature real-life customer stories about how they use technology. I'll be taking notes and sharing my first impressions with you as the conference proceeds.
My overall impression of the conference was that the technology really does represent something entirely new and potentially very powerful. It extends measurement into areas, like lead generation, where there had been too much finger-pointing and not enough truth-telling. As for the conference itself; it was flawlessly run, very high tech, fast-paced, and probably one of the best events I've ever attended.
Here's my blow-by-blow comments, entered as I was attending:
7:30: Breakfast: The conference is at the Boston Fairmont, arguably the poshest hotel in Boston. Most of the conferences I've attended in the past were computer industry events and thus pretty bare bones. The meeting room is all baroque ornamentation, so it's almost like sitting inside an enormous hatbox. At one end of the room is bandstand in the form of a half-shell clam, like Botticelli's Venus.
Based upon what I've seen so far of the attendees, I'd have to say that they were split about half and half between vendor folk and customers of the vendor folk. That's unusual because most business conferences tend to be filled with vendor marketing folk, with nary a customer to be found. I consider this a good sign because the point of coming to this conference (for me) is to hear some real customer stories, not to hear vendors spout marketing jargon.
OPENING REMARKS: Gerhard Gschwandtner, the publisher and founder of Selling Power is setting the stage for the rest of the conference. He revealed some interesting facts about selling during a recession:
- You need 15 to 20 percent more prospects to makes the same revenue as before the recession.
- 22 percent of deals are lost to "no sale" which means that it was never a real opportunity.
- It takes 20 to 30 percent longer to close a sale than before the recession.
- 16 percent politics
- 23 percent chemistry
- 32 percent trust and understanding
- 29 percent solution
SALES LEAD MANAGEMENT 2.0: This session has sales managers fromsome pretty impressive companies explaining how they use Sales 2.0 tools to generate better leads. The most interesting characteristic of each presentation was that the impact was measured and quantified. A fair amount of talk about ROMI (Return on Marketing Investment) -- a much needed concept inside most companies. The vendors that the sales managers recommended were InsideView, SalesGenie, Lead Dogs and Jigsaw. Two of the sales managers slammed Hoovers as being not very good at B2B contact data, which was unusual since Hoovers is a conference sponsor. Most conference shy away from that kind of criticism, but in this case it adds credibility that the viewpoints are honest. Presenters were:
- Travis Fore, senior vice president of sales and service at Network Solutions, the web-hosting firm.
- Daniel Maier, vice president of worldwide inside sales at Mathcad PTC, an engineering software firm
- Albert Springall, a senior marketing manager at Microsoft's Dynamics group
- Glenn W. Haertel, an executive vice president at SynQ Solutions, a marketing strategy firm
- Keith Matthews, the executive vice president and co-chairman of Kelron Logistics, a provider of transportation solutions.
- Barry Trailer, a partner at the sales-oriented research firm CSO Insights
- Thomas J. Gaydos Jr., the director of marketing at Evolve IP, an Internet telephony provider,
- Stephen Drake, the program vice president for mobility and telecom at the market researdch firm IDC
- Barry Trailer, a partner at the sales-oriented research firm CSO Insights
- Kelli Stephenson, the vice president of sales effectiveness at Experian, a credit reporting firm
- Jeffrey S. Kaufman, a partner at PricewaterhouseCoopers
- Mark Myette, the director of the sales center of learning and performance at Pitney Bowes, a provider of office supplies and services
- Ryan Bott, the acting director of inside sales strategies at Cymphonix, an Internet security firm
- Joe Dawe, the senior director of sales operations at Akamai, a provider of servers and web-hosting
- Mike Moorman, the managing principal at ZS Associates, a sales and marketing training firm
- Dave Stein, CEO of the ES Research Group, a firm that studies sales training firms
- James Oldroyd, a professor at SKK Graduate School of Business
- Trish Bertuzzi, the president of The Bridge Group, a group that helps technology companies with inside sales.
- Kady Chiu, the founder of Kadidid Marketing Consulting, a firm that specializes in the practical applications of social networking.
- Nigel Edelshain, the CEO of Sales 2.0 LLC (and reputedly the inventor of the "Sales 2.0" buzzword)
- Anneke Seley, the CEO of PhoneWorks, a service firm that help companies with inside sales.