Web 2.0 Changes Sales Processes

Web 2.0 is changing both the sales process and the buying processes. Customers use web-based search engines such as Google to find information about products and services and are, therefore, becoming much more educated consumers. Customers who have used e-commerce sites such as Amazon.com expect one-stop shopping and faster delivery. Customers using these sites can choose to reveal information about themselves or remain anonymous, whereas sellers must reveal more product information than ever before in order to remain competitive.

Company marketing and selling processes are also changing in Sales 2.0 in ways intended to match new customer buying behaviors and expectations. Annual technology trade shows, for example, are giving way to collaborative spaces where virtual trade shows are “always on.” Partners can promote their products in virtual booths and collaborate with other partners. This section focuses on how Web 2.0 is changing key aspects of the selling process.