The Sales 2.0 Evolution...From Swiss Cheese to Cheese Whiz

As a seller of a SaaS product here at Glance, we've been part of a real evolution in Sales technique. And as the Marketing and Sales functions are tightly integrated here (in fact, I sit right next to one of our sales gurus, Mike Walsh), I've been able to observe this sales evolution closely.

Our screen-sharing product is lean, nimble, subscription-based, and in the cloud. Our customers are smart, busy sales pros and entrepreneurs. Our selling style therefore, had to evolve. Remember the days of golf, dinners, and multi-month sales cycles? Those may still be appropriate in some sectors, but in the fast-moving, cloud-based, customer 2.0 world we live in, there's a better way.

Herewith, then, our summary of "old-school selling" vs. "new-school selling" (or as we like to call it "swiss cheese" vs. "cheez whiz")...

Tell us what you think. What has been your own experience in this brave new world of sales 2.0?

-- Carla Gates, Director, Marketing (or "Smarketing", as we're thinking of renaming it!)