Using Technology to Sell: Tactics to Ratchet Up Results

ISBN-13: 9781430239338 / Angielski / Miękka / 2012 / 340 str.

Jonathan London

Opis

"Using Technology to Sell is filled withpractical, effective techniques to sell more by leveraging the plethora of tools and information in today s world. By applying these principles, you'll open more doors, increase your productivity, speed up decisions, and close more deals." --Jill Konrath, author of SNAP Selling andSelling to Big Companies Using Technology to Sell: Tactics to Ratchet Up Resultsshows salespeople and sales managersthe most effective ways to leverage a variety of technologies to increase sales and gain more customers. Topics includemaking the most ofcloud-based customer relationship management software, putting social media to the best use, presenting on three continents simultaneously through advanced video conferencing, using advanced techniques to gain an information edge over competitors, and much more. As this book shows, while the sales process will remain pretty much the same from now until the end of time, technology used properly can increase sales power at every step of the cycle. Technology, in the right hands, is a strategic weapon and a competitive differentiation tool that can dramatically improve close rates, deal size, efficiency, total sales, and much more.Using Technology to Sell will show you how to:

• Expand your market through the use of technology.
• Employ software-as-a-service (SaaS) applications to keep track of customers, stay organized, present, and sell more systematically.
• Use social media to increase sales.
• Maintain the personal element in a world wired with technology.
• Use the best sales methodology and integrate each step with technology.
• Overcome any aversion to using technology to sell.
• Avoid the trap of overuse or dependency on technology.

"

Spis treści

1. Technology Is Changing Selling
2. What Hasn’t Changed: The Sales Process Past, Present, and Future
3. Foundation: The Sales Process from Beginning to End
4. Technologies Used in Selling
5. Using Social Media to Sell  
6. Utilizing Technology and Sales Skills at Each Stage of the Sales Process
7. Managing the Sales Process with Technology 
8. The New Landscape: The Merger of Sales, Marketing, and Customer Service
9. Selling to "X": Varying the Approach Depending on the Audience
10. Tips, Warnings, and Suggestions

O autorze

Jonathan London is president and founder of the Improved Performance Group, a training and development consulting firm specializing in helping sales organizations improve results. London is an accomplished salesperson, having been a top earner at technology companies like Olivetti, ROLM, Wyse/Amdek, and others. IPG s clients include Tandberg, VeriSign, Polycom, Dell Computers, Lawson Software, Advertising.com, SPSS, Ricoh Corporation, Watson Wyatt Worldwide, Enunciate, AT&T and many others. He has been a guest speaker for such companies as MCI, iDirect, Tandberg, IBI, and Classmates.com.