Sales Tools for 2010

Scott Burkey

Agenda:

Meet CharlieGeneral Sales Process PhasesTools for RepsEnterprise ToolsContact Info

meet Charlie

Charlie works here………..

and here………..

Charlie’s Project team are here ………..

so Charlie has to find way’s of working in a global team, in different time zone's and with people he has never met……..

this is Charlie’s boss……..

Charlie subscribes to his blog

via an RSS feed

He feels like he knows him real well, and always knows what he’s thinking and where the company is heading.

he’s never met his boss in person

his boss subscribes to it via an RSS feed

his team subscribe to it via an RSS feed

130 people he doesn’t know subscribe to it via an RSS feed

they all feel like they know him and his project real well

Charlie also has a project blog

to create their own user documentation

he encourages the users to use the company wiki…..

that’s less work for Charlie…..

….and empowerment for the

users

collaborative documentation…

Charlie has a LinkedIn profile……

….so does his boss

….and all of his team

….in fact, that’s how he got the job. Using a Social Network to find contacts and opportunities.

….if people don’t know what you can do…..why would they ask you to do it?

Charlie say’s……..

advertise yourself!

you see….

..social networking is not just for kids!

from his tags, his blog, his wiki entries and his LinkedIn profile………

people often contact Charlie from different departments and even countries……..

…just to say Hi….or to say, hey, I work on a similar project, how can we collaborate…?

it’s about collaboration

today Charlie uses these tools …..

all through his

browser….

…and by the way …..

“Charlie” is Charlie Clifton – President of a major polymer manufacturing company in Atlanta that buys thousands of dollars a month in filtration media from your competition.

Charlie is your prospect and he doesn’t buy the way his boss did 15 years ago.

Process OutlineResearch

Qualify

Close

Service

Prospect

Individual Tools

Google docsOutlookSMS

Ning.com

Let’s go online…..

Enterprise Tools* The List* Hoovers* Salesforce.com* Hitwise

Let’s go online….

In Summary:

1. Buyers are more internet-savvy today.

2. Be productive with your time. It is all you have.

3. Proper Needs Assessment and Qualification is vital. 4. Online Tools work if you use them consistently. 5. Most of the tools you need are free.

Questions…

Scott Burkey

email: Scott.Burkey@Townhall.com

cell: 571.265.2093

http://scottburkey.blogspot.com

linkedin.com/in/scottburkey

twitter.com/sburkey

plaxo.com/sburkey

http://linkatlanta.ning.com/profile/ScottBurkey

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