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Sales 2.0 Is All We’ve Ever Known

Our Director of Sales Josh Delisle and I attended the Sales 2.0 Conference in Boston, put on by the popular sales blog, Selling Power. It was a great day of speakers, panels and networking discussions about the way in which technology has changed the lives of individual sales reps and the organizations in which they work.

Even more so, it covered the customer side and what they’ve come to expect of all of us trying to acquire and retain their business. Whether the use case was around the business-to-business or business-to-consumer markets, it was absolutely the common theme. How do we make things easier for all involved in a business transaction?

Like most events we attend these days, we’re some of the youngest in the crowd which no doubt makes us pretty naive and overly optimistic. We definitely have experienced more positives than negatives to this point in our start-up technology careers and more upside growth than downside or stagnant revenue positions. We knock on wood continuously and work as hard as we possibly can everyday to do all we can to keep it this way. We do our best to control the ebbs and flows that occur, forecast and predict market changes and plan for hurdles inevitably waiting around the corner.

It’s all about the customer and how technology can help us all do right by them.

Dyn - Sales 2.0 OracleWhen you grow up in an always on and always connected world with Internet and mobile phones the norm, it can be hard to listen to advice that seems so obvious. As I write that, I think, “Wow, that sounds ridiculously arrogant,” so please know that is not at all my point.

By no stretch of the imagination do we have all the answers here. We’re learning on the fly, but it’s amazing to hear about the things we absolutely do take for granted because we don’t know anything different.

The reality is when you never lived or worked in the Sales 1.0 world (or business pre-mobile or pre-Internet), it’s hard to understand exactly what it was like before these things were at our disposal.

We grew up with the Internet: email, AOL Instant Messenger, blogs, Yahoo message boards, Facebook, LinkedIn, Twitter. We grew up with mobile, starting with Zack Morris cell phones, texting/SMS, MMS, BBM/Mobile chat, mobile apps and now smartphones that pull it all together on one device. Talk about some serious evolution to the business and sales landscape. What would the road be like without these tools?

The common theme shared in Sales 1.0 and Sales 2.0 definitely revolves around the “customer first” approach. It has ALWAYS been about how to best service a customer or user, but with feedback loops so fast, crisp and tough to manage, there is no room for error or disconnect.

“Imagine your customer can be your best billboard,” said Chuck Penfield, VP of CRM on Demand at Oracle (seen left). They now can be good or bad and we need to try and own that dialogue. I think the key is simply to not be afraid of the technology and adapt as often as needed to ensure clients ‘feel the love’.

We’re excited to explore Sales 2.0 technology from exhibiting companies like Xactly, Varicent, Zoominfo, Glance and Inside View (and yes, we’ll also be chasing your managed DNS and email delivery business).

But let us send thanks to Hubspot, Salesforce, GatherPlace, Jigsaw, Docusign, Atlassian Confluence, Google AdWords, LinkedIn and other social media sites (Facebook, Twitter, Quora, Foursquare, YouTube, Flickr)… all Sales 2.0 technology we’ve adopted and benefit from each day at Dyn. Because of all of you and your innovation, you’ve made it far easier for us to reach the ambitious goals we’re looking to achieve… oh yeah, and own that customer relationship.


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Kyle York
Whois: Kyle York

Kyle York is GM & VP, Business & Product Strategy, and has been a long-time executive, having joined in 2008. Over the years, he has held go-to-market leadership roles in worldwide sales, marketing, and services. In his current role, Kyle focuses on overall corporate strategy, including: positioning and evangelism, new market entry, strategic alliances and partnerships, M&A, and business development. Outside of Oracle Dyn, Kyle is an angel investor, entrepreneur, and advisor in several startups.