I have been asked this a number of times what is the difference between Prosultative selling and Sales 2.0?  First we need to define Sales 2.0 – you only have to visit the Sales 2.0 conference site http://www.sales20conf.com/2009/ to see it is all about sales, sales, sales, and I think I mentioned sales.  Prosultative is about blending sales and marketing into one organization.  The end of the never ending and pointless debate about Sales are from Mars and Marketing from Venus.

We are all here to generate revenue.  With Sales 2.0 you will see lots of talk about leads.  Prosultative selling is about qualified prospects.  Marketing helps sales by doing much of the work sales used to do.  The result is smaller, more focused sales teams and marketing teams who are discovering where buyers are, how to qualify them, how to bring those prospects to the sales team that are ready to buy, and how to keep those that will be ready to buy informed until they are ready.  Finally how to identify those people who will never buy and discover if there are other products and services we can sell them.

This is not a case of tomato / tomarto – this is apples and oranges.