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  • The Social Networking Courtship
    By Paul Castain You scan the room cautiously and there, like a diamond in the ruff is someone you feel compelled to approach. Mustering every ounce of courage, you walk bravely across the crowded, noisy room, rehearsing your lines and getting yourself “in the zone” It all seems rather surreal,...
  • Prospecting Post-Mortem: 23 Sales Processes Reviewed
    By Matt Bertuzzi, The Bridge Group Having Sales Reps prospect me is one of the most eye opening parts of my job. Being a quant type of guy (nerd might fit too), I decided to track & categorize the sales processes that Reps have put me through over the last few weeks. Here’s what I saw: ...
  • Current Customers – the Key to New Customers
    by Cindy Fahrner, Phone Works Cindy was a quota-busting sales professional in her own right before joining Phone Works, where she has helped numerous companies pilot, implement and accelerate inside sales teams, achieving such success that many have been subsequently acquired because of their technology...
  • 3 Ways To Keep Someone’s Attention
    By Paul Castain We are living in a world that is now in a constant state of distraction! There are just way too many things that distract us from the kazillion alerts we have set, to our blackberries and even our need to multitask! Here are 3 ideas to help you navigate this challenging landscape....
  • Call Back Entitlement Syndrome
    By Paul Castain Ah the ancient sales ritual of hemming and hawing (aka pissing and moaning) about the prospect who isn’t calling us back. Unfortunately I’ve been there many times and it definitely isn’t fun, but I’m just curious Why do we act so shocked and even offended when we don’t get...
  • Friends, Family, and Fools
    by Nick Carter, author of Unfunded When I started my first sales job, one of the exercises in early training was to create a friends and family list (they left the third category out of the training manual) with which to begin selling.  I spent a few days going through church directories, thinking through...
  • Why Social Media is Important to the Sales Process
    By Koka Sexton, InsideView Companies across the world are agreeing that social media is changing the landscape of how customers interact with brands. Airlines use social media tools like Twitter to stay on top of customer service needs, companies use social media as a marketing tool to stay engaged...
  • Why Would I Connect With You on LinkedIn?
    By Koka Sexton, InsideView Inside sales and field sales professionals should all have a LinkedIn profile. If not, 10 Reasons why you need a LinkedIn profile should have a effect on you. It’s always nice to meet with a group of people to discuss the use of sales 2.0 tools like LinkedIn and hear their...
  • The Invisible Sales Rep
    By Miles Austin, Fill the Funnel Why would any sales rep make the decision to be invisible to customers and prospects?  To intentionally block a company from learning of you and your capabilities?   Are you waiting for your company to provide training for you? Have you adapted the “see no evil,...
  • LinkedIn Steps Up Their Game Across the Board
    By Miles Austin, Fill the Funnel If you are a casual LinkedIn user you might not have noticed, but LinkedIn has been very busy releasing new features and enhancing some of their familiar standards over the last four months.  The quiet, conservative company has launched more features and updates during...
  • Don’t Wait – Initiate
    By Tibor Shanto, Renbor Sales Solutions Last week I was involved in two on line events that looked at selling today and reconfirmed a basic fact of sales that does separate the wheat from the chaff when it comes to professional B2B selling.  At its core, the discussion comes down to being Proactive...
  • Targets vs. Metrics
    By Tibor Shanto, Renbor Sales Solutions It’s not news that sales is very much a communications experience, with language and words being two core building blocks of communication, and by extension your sales success. The words you select matter, and while it may be true in the school yard that...
  • The Top Ten Priorities for Sales Managers
    By Bill Cook, SVP of Sales for CareSouth via Paul Castain's Blog Priority #1: Teaching, Training and Motivating Sales Staff while Riding Along with them in the Field to Ensure Quota Attainment Working with your reps is your top priority and where 60% or more of work time should be spent....
  • Senior Personitis
    By Tibor Shanto, Renbor Sales Solutions With all the advances in science, medicine, science 2.0, medicine 2.0, there is still a condition that plagues sales, causing grief and lost revenues to companies across the planet. The illness is “Senior Personitis”. Depending on your organization, this...
  • First Things First
    By Anne Miller Fortune magazine relates an anecdote in its "World's Most Admired Companies" issue about widely respected Sam Palmisano, IBM’s CEO, that illustrates an important difference between mediocre salespeople and exceptional salespeople. Palmisano was in a sixty-minute moderated discussion...
  • 3 Ways To Be More Compelling
    By Paul Castain Whether a client says it to your face, behind your back or simply thinks it, your offering is subject to . . . How is this better? What’s the difference between this and your competitor’s offering? What’s the difference between this and simply doing nothing? And perhaps even...
  • Product Content is #2 for B2B Buyers
    By Dale Underwood, Echo Quote Do you believe as a marketer that “product content is king” for B2B lead generation? Are you creating blogs, producing webinars, recording podcasts and saturating social media channels with hopes of winning the content race? Well, according to MarketingSherpa and...
  • Lead Nurturing is Coming of Age: But Where to Start?
    By Trish Bertuzzi, The Bridge Group This is a guest post by Henry Bruce, the founder of Rock Annand Group, a client acquisition strategy consulting firm focused on the B2B software industry.  --- Since 3 out of 4 new leads generated end up buying at some point in the next 18-24 months (according...
  • The Power Of The Testimonial As A Sales Tool
    By Jonathan Farrington, The JF Consultancy Customers like to feel reassured that the purchase they are about to make will do everything that the salesperson has told them it will do. Why? Because there is a principle based around social proof that effectively confirms, “If other customers like...
  • Free Trials, Conversions & Dante’s 9th Circle
    By Matt Bertuzzi, The Bridge GroupOver at For Entrepreneurs, David Skok (VC at Matrix Partners) shared a slide deck he presented at the Boston Lean Startup Circle on Building a Sales & Marketing machine. The presentation covered: how to build a Sales & Marketing Machine that is predictable, scalable,...
  • One Totally Game-Changing (and Easy) Strategy to Beat Your Competitors
    By Jill Konrath, Selling to Big Companies You know what your prospects are thinking -- all the time? Every time you interact with them, they're evaluating you and asking themselves: "Is this a person (company) I want to work with on a long-term basis?"  If they feel pressure from you, the answer...
  • Plans and Next Steps
    By Tibor Shanto, Renbor Sales Solutions As you may be aware, last year my article “How to shorten your Sales Cycle” was finalist for article of the year over at Top 10 Sales Articles.  In it I put a great deal of focus on the importance of having a Next Step to ensure you are dealing with real...
  • 7 Suggested Steps for Dealing With Objections
    By Jonathan Farrington, The JF Consultancy In essence, there are two “combat strategies” regarding objections. The first is preempting them–in other words by anticipating and responding to the objection before the prospect has even had a chance to voice it. The second is by dealing with the objection...
  • The conversation before the proposal
    By Jim Logan, B2B Rainmaker For some companies and individuals, the negotiation before the close is long, gut wrenching, and sometime tense.  Lots of people play games at negotiation-time:  one-off requests, take-backs, hidden competition, unknown decision makers, etc. And then there’s the lawyers....
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