I just read an article (see it here) that claims sales people shouldn’t be blogging, that it isn’t a productive use of their time. But at the same time, the author claims that these same sales people should be active participants in social media – which I agree with.  I have a hard time squaring [...]

Most Sales 2.0 hyperbole starts off saying ‘enterprise sales is dead’ or talks about ‘rapid sales cycles’ or ‘executive buy-in’ – I mean, who are these guys kidding? The selling technique stuff they talk about is nothing new, but rather is just a repackaging of solution sales, strategic selling or smart account management (start with a small project and grow – I mean really, is this groundbreaking?). What is new is how the internet changes how you can connect with clients.