Recently we had a couple of interesting experiences in implementing the Enterprise 2.0 model (see our area Solutions> Enterprise 2.0) to the sales areas that made me understand the importance and benefits that these solutions can bring to the Company.
This is a concept that is part of the sales model called Sales 2.0 (OK, I agree, too much of the 2.0 termination), and has implications on results that make it especially interesting, beyond the more common uses in the Intranet.
The first case is that of a large telecommunications company that aims to improve knowledge about a product line in its sales channel. In a first approach, the idea of developing an information portal of the product catalog would have seemed good. However, the use of Web 2.0 techniques will improve staff involvement in the content, with the following benefits:
Once the project is delivered, we will see how much the results are as good as expected.
In the second case, it is a pharmaceutical company that aims to improve information coming from their sales agents, which currently use, with limitations, a CRM system. In this case the results can be even more spectacular if they can actually motivate users to use the tool, which is undoubtedly the main challenge of the project.
Pharmaceutical manufacturers perfectly know that the complex and costly products testing processes, does not guarantee their commercial success in the market. With a good system for gathering information about the actual utility in patients, information wich mainly has medical staff in these initial stages, and therefore can be known by the sales visitors, commercial effectiveness can be greatly improved.
Finally, we will be attentive to the evolution of such solutions and the results they bring. We hope to keep you informed from these pages.