No Technology = No Sales

Your guide to today’s technology based tools to get the most of your sales activities.

PRESENTED BY

Thomas RossPartner, Exponential Sales

Tibor ShantoPrincipal, Renbor Sales Solutions

Why istechnology

so important?

Technology…

p r o v i d e s p r o c e s s e s ,

s y s t e m s & m e t r i c s

t h e g l u e b e t w e e n m a r k e t i n g a n d

s a l e s

C a n g e n e r a t e l e a d s

S o c i a l M e d i aF o r b u s i n e s s

LinkedIn259

million active business

professionals

Excellent Research Tool Great resource to find the key people at prospect companies, learn their communication style, what they are professionally interested in, how best to contact them, etc.

Great Introduction Tool Use your profile to sell your company not just a description of what you do.

Valuable Networking Tool Don’t just add people you know, add everyone you want to know – those 2nd and 3rd degree contacts are valuable!

Facebook, Twitter, Google +, YouTube, etc…

• Keep everyone updated on what's happening.

• Increase search engine optimization.

• Boost traffic to other social sites and main website.

• Great to push your brand, events, promotions and to become interactive with your customers.

REMEMBER:“Although there are thousands of social media platforms to choose from,

choose only a few that make sense to your company and industry. It’s not

about quantity it’s about QUALITY. “

BLOGGING

B L O G G I N G f o r y o u r b u s i n e s s

Keep In TouchAllow you to keep in touch with all of your customers and targeted industries with informative updates.

BrandShow your expertise and build your brand credibility.

ConnectInvite readers to contact you directly through questions or comments.

Raise Your RankIncrease the traffic flow to your company website. This will also raise your website ranking in search engine lists.

WebinarsG r o u p

Provide informative and quality

information to audience to draw

them to the webinar.

Encourage feedback during presentation but only in private chat

format.

Use polls during the presentation to profile attendees and quality potential

leads.

Always follow up with attendees shortly after the presentation. Provide them a link to a copy of the webinar.

Promote your webinar through social media as

well as through contacts.

E n a b l e a m o r e p e r s o n a l

i n t e r a c t i o n . G r e at wayt o s av e t i m e a n d c o s t s .

Tip: Neve r r e l y on a

w i re less i n te rne t

connect ion o r a

ce l lphone to de l i ve r

p resen ta t ions!

r e c o r d t h e s e s s i o n f o r f u t u r e u s e .

O n e - o n - o n eWebinars

Online Associations

Maximizes your time and cost.

Research the attendance number at events and guest lists of previous

events

Use the membership listing of associations you

join

REMEMBER: “Join associations where your customers are - NOT just those that your

company are similar to.“

Unlike blogs, E-newsletters can be entirely about your company or product/service.

Allow you to build up an active following list for all other marketing activities including email campaigns.

Most often emailed to a subscriber list or you can make them available for download online.

Any available information on the company website for download should require the user to submit contact information.

E-Newsletters.EXCELLENT MARKETING TOOL that greatly increases lead generation.

New Changes to email MarketingHow to Prepare:

Send out emails to all company contacts asking for their permission to receive communication in the future.

This will also act as a good test to see if emails are still valid or if they need to be updated.

Once a fresh list is read, prepare to send out email campaigns in small batches. Follow up shortly after with a phone call and never solely rely on email as your primary form of

communication with a prospect or client.

Truly Mobile Sales tools

Sales Reps need never visit a computer. 100% Mobile.

CRMC u s t o m e r R e l a t i o n s h i p M a n a g e m e n t

A m o b i l e r e c e p t i v e

w e b s i t e i s N o t A

M o b i l e S a l e s T o o l .

There is a huge difference between an application based sales tool and a web browser interface.

More times than not browser based systems are slow, cumbersome and far too difficult to use properly on a mobile device.

T r u ly m o b i l e s a l e s R e p f o c u s e d s a l e s t o o l

An AppIt is an application on your smart phone or tablet that is used to gather all key information needed within seconds.

Fast and Easy to UseIt is very easy to use and will improve the compliance and performance of your sales team significantly.

Sales Rep AdvantageThese truly mobile CRMs include productivity tools that help sales reps make more money.

Integration These are available as a 3rd party application that can integrate with your CRM or may in fact be your CRM.

Easy, Quick & Accessible.

Efficient & much more effective.

Should be available as templates online either directly through the CRM or any other mobile tools.

Quotes and proposals

This becomes a very important part of your sales process and should update the sales pipelines.

Real Time ReportingThe difference between being proactive and reactive.

AccurateHaving accurate, real time sales reporting is likely the most important tool any organization can have.

InformedReal time sales reporting allows you to stay on top of all activities as well as to help your team when and where they need it.

OpportunitiesReal time allows you to catch and improve opportunities as they happen which increases sales and revenues.

ForecastingMany organizations use sales reporting to see what happened (past tense). Real time allows to use the reporting in order to see what will happen (future tense).

Incorporate customer data into sales process.

Up - to - Date Information.

Use data for marketing efforts.

Allow sales team access to everything they need.

Customer Database.

How to usetechnology.

M o s t i m p o r t a n t t o o l

Be SelectiveChoose carefully and use only those that add to your effectiveness rather than pulling time away from key activities.

Time ManagementSales is about time management and nothing improves time management better than the right tools along with the ability to use them.

Who should use

technology?

Everyone

What is the best CRM or

ERP System “One you actually use as an

entire organization.”

How do we train those

“not so tech savvy”?

And deliberately.SLOWLY.Your sales process needs to be completed and in practice before you should buy and or mandate that new CRM.

Without a Sales Process:It will be a long process with high risk on not achieving the expected level of compliance.

With a Sales Process:If you have a sales process in use, adoption will be very straight forward.

Here’s a Question.“Should we hire based on

knowledge of technology?”

That being said - there will be a mix of technologies your recruits will have tried but the question is…

Are they actually using it?

Yes, absolutely!

How do we know?It’s not a question of which is best but rather what best fits your organizations sales process?

Further and again, if you do not yet have a documented and actively used sales process… do this first!

E x a m p l e :If you do not have an outside sales force, a mobile sales tool may be useless unless you intend to add or build.

REMEMBER: “Sales tools of any kind will do nothing is there is no process for them to

follow. What comes out of the box is not your sales process.“

Where do we start?I f y o u h a v e :

• In-house resources to properly quantify what you currently do. (sales and marketing perspective)

• A sales process

Yo u w i l l h av e n o p r o b l e m .Its just a matter of automating everything that works.

If not…

d e v e l o p e d

i d e n t i f i e d

p u t i n t o a c t i o n

You need Sales & Marketing Recon which is an analysis of your organizations entire sales and marketing process.

F r o m t h i s a n a ly s i s t h e m i s s i n g i n g r e d i e n t s c a n b e :

Taking stock of where you are as a sales person and as an organization is where to start.

Exponential Sales & Rebor Sales Solutions both offer a “Recon Program” to get clients started. From this we develop and execute those recommendations that we make

AND work with your team to implement throughout your organization.

Thank you

Questions?