How Do Roles Change in Sales 2.0?

The Sales 2.0 landscape has certainly altered some of the traditional roles of sales and marketing.

As Mark Roberge, VP of sales for HubSpot, explains in this short video, the sales process itself has been expedited. With customers having access to a plethora of information on specific companies and industry practices, by the time they make contact, much of the foundational steps of the sales process have been laid. Roberge also recognizes a major change in the marketing-sales relationship: salespeople must be much more informed on what marketing is doing.

In their correspondence, salespeople must know how the company’s marketing team interacted with the prospect and what points stuck — and then they have to adjust accordingly. No longer is it a one-size-fits-all process, he explains.

For more on the evolution of roles in Sales 2.0, watch the full video from OpenView Labs.