Becoming a Sales 2.0 Business: Measurement and Predictability

12:39 | Michael Johnson | Sep 27th, 2007 3:26pm |

This is the third of three podcasts focusing on the practical side of Sales 2.0. In this interview, Jeff Weinberger, who leads marketing for sales solutions at WebEx, talks with Stu Schmidt, vice president of Solutions at WebEx, about measuring the Sales 2.0 business. Stu has 25 years of experience in the tech industry, including 10 years developing sales methodologies for companies of all sizes, and he developed the innovative sales process at WebEx.

With so much talk about Sales 2.0, it’s easy to think about it in terms of technology. This series of podcasts discusses why Sales 2.0 is not about the technology, but rather how the technology empowers your sales force to achieve unprecedented results.

The focus of this third podcast is measurement. In a Sales 2.0 business, measurement is as important - maybe more important - than ever. In this installment, you’ll learn why measuring results can lead you astray, how to measure what really counts, and why focusing on change rather than static numbers makes your whole sales process and outcome more predictable.