Excuses To Visit Great Places!


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As I write this I’m sitting at a Starbucks in Kings Beach at Lake Tahoe, California. In an hour we have a sales meeting with a prospective client up here and I can only say I hope it goes well. It would be great to have an excuse to visit this jewel-like area a few times each year. Although a CA and Bay Area native, it’s been years since I last visited Lake Tahoe and it’s spectacular!

Enough. The purpose of this blog is to talk about Sales 2.0 (S2.0). What I’m doing right now is a part of it. Using technology and the Internet to stay connected, reach out to others (internal to my sales team or external), and generally promote a dialogue. Whether that dialogue is about a sales opportunity, strategizing a major account plan, responding to an internal request, or simply communicating with others to advance an idea, the notion is that it is not rigid, static or completely unilateral.

I mention this for two reasons. First, CSO Insights has just completed a two-part white paper on the topic of S2.0. If you’re interested, visit our site (www.csoinsights.com click on: insights, then: white papers), register if you have not already done so, and download the paper for free.

Second, my partner Jim Dickie and I will be speaking at the upcoming Sales 2.0 Conference in San Francisco the end of October (www.sales20conf.com). Other keynotes include Geoffrey Moore (“Crossing the Chasm” and others) and Dave Berman, President Worldwide Sales & Services of Webex. This is the first conference on the subject I’m aware of. I’ll be writing an article for CustomerThink in October, about this idea I believe is going to gain real momentum.

And finally, like me visiting here at the lake, if you need a further excuse to sign up for the Sales 2.0 conference, think Halloween in San Francisco. If you’re from out of town you’ll be amazed if you stay over an extra day.

Barry Trailer
Barry has been involved in complex B2B sales for over 30 years and is intrigued with how it's changed/changing and what this means to Sales as a Profession (SaaP). Salesware, the analytics company he co-founded, was acquired by Goldmine Software in 2000 and his next company, CSO Insights with Jim Dickie, was acquired by Miller Heiman Group in 2015. He has twice been published by, and been a keynote for, Harvard Business Review, and is author of Sales Mastery, a novel.


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