Posts Tagged ‘Sales Technology’

20 Reasons to Share Your Sales Process with Your ComputerReason No. 2 – Because It’s the Best List Manager on the Planet!

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You can’t get lists out of your life – we depend on them. Before writing this I did a bit of research on the history of lists. Belle Beth Cooper in her wonderful article on lists says, “We pack all the madness and ambiguity of life into a structured form of writing. In short, making lists is a great way to increase our overall happiness and feel less overwhelmed.”

Beth’s was the first piece I turned up in my research and it drew me in so deeply I didn’t bother to go any further. She has some very excellent tips for those of us that are always searching for ways to pack more productive time into our lives. But, back to the post—I’m interested in the list as it applies to salespeople.

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20 Reasons to Share Your Sales Process with Your ComputerReason No 1 – Because It’s Cool

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Well right off the bat, computers are cool. Every salesperson has one in some form or another. The choice is not limited to laptops or desktops—might as well include smartphones, tablets, phablets, ultrabooks, chromebooks and, of course, pads and pods. And now there’s wearable computing—soon salespeople will be looking through Google Glass, and reading their schedule on their iWatch, Gear 2, and so on (and on).

Technology has proven valuable for salespeople, assisting in a zillion different ways to do things better, faster, and overall, just making things easier. The effect is, or should be, more sales. But all of this is not that new— can it be cool? Cool easily becomes a passing fad.

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Your CRM Solution – Great Dashboard and Poor Results

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Imagine someone is buying a car simply based on the quality of the dashboard instrumentation. The speedometer is more accurate than an average car, there is a wonderful navigation system that provides the driver with details of their journey, and a number of additional instruments displaying the engine condition. All of this is nicely presented with an attractive design and interface. Now this person takes out the new car for their first ride and it turns out that the car performs poorly. The acceleration is too low to keep up with the traffic. The fuel economy, combined with a small fuel tank, forces the driver to make frequent stops costing valuable time. The exclusive focus on the dashboard led to the purchase of a car with low performance superbly displayed on a fancy dashboard.

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Arm Yourself With A New Sales Strategy and Sales Tool: Change

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Change. It happens all the time, and sales cycles are no exception. Maybe even more often than in other professions, change happens. You’ve got a mix of personalities and factors. You’ve got a winner-takes-all process with dollars and careers on the line. There is competition, sometimes severe competition. There are others out there whose goal is to screw you over. They make plans, set their tactics to do so in secret and will spring them on you unannounced.

And that’s just on the selling side. On the buying side, you have many of the same factors. Budgets disappear, organizations re-organize, schedules expand or contract, urgency disappears or increases, new solutions to old problems are found, and so on.

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The Evolution of Computational Selling – What You Need To Know About Sales Automation

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Regular HUB readers will know that at SalesWays we are constantly looking to improve sales performance using technology – that’s been a mission of mine since my early career in sales and my first personal computer. This is referred to as “sales force automation” and I’ve never really liked the term. It sounds too military for me—I see images of rows of salespeople lined up in battle formation. SFA spun out from “contact management” which involved PCs maintaining databases of names, addresses and other customer data. Attempts to store details of sales opportunities morphed it into SFA. As the information expanded in scope and involved workflow between other departments in the company, the terminology Customer Relationship Management (CRM) took over and quickly became the norm. Now most people are confused between SFA and CRM—trust me, my company sells both products and we find it hard to quickly convince people of the difference.

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The Army of New Sales CRM Vendors, and Why They’ve Got It Wrong

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We have recently released a new version of ASPEC that has added Accounts, Contacts and Interactions to our Sales Tracking and Opportunity Management functions.  Some call this CRM, others call it Sales Force Automation. I tend to view ASPEC 4 as true Sales Automation.  As usual, however, there is no standard definition out there on what Sales Force Automation actually is – some say it includes inventory management while others define it literally as the automation of sales tasks.

I mention the distinction because there is a resurgence in what seems to be called “Sales CRM.”  Startups and Investors have recognized there is a large market opportunity in CRM, specifically for the sales organization. There are a number of relatively new players in this Sales CRM market, and their focus is almost entirely on sales process and opportunity management.  They all agree one thing – the established current CRM vendors just aren’t cutting it with helping sales people and sales teams win more business, be more disciplined, and be more productive.

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Samsung S4 Final Review for Business Users – Is the iPhone Better?

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Samsung S4 Final Review

I’ve now had the Samsung S4 for approaching three months, and have had enough time to really get a feel for it. I’m a former iPhone user, and was originally quite excited to trade into the world of Android. I committed myself – I made the Samsung S4 my primary business phone. From a business perspective, personally I’d rather be using the iPhone. Let’s look at why.

Important for Business: #1 = E-Mail, Calendar, and SMS

For many sales people out there, E-Mail is the most important app on their phone. It’s the #1 reason that BlackBerry fan at the airport religiously defends himself. “E-Mail just works!”

Well, in short, the S4 could be confusing for the average business user. Samsung ships with it’s own E-Mail and Calendar app, which is different than other Android devices, and different from the Google Play edition of the S4. Plus, if you use Google Apps, you can also get native Google Calendar and Gmail apps. Which is a separate set of Google Apps running on a Samsung device powered by Google. Yeah, confusing.

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Does Marketing Kill Innovation?

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Some folks think that the influence of big data on marketing decisions is going to kill off creativity. The thinking is that executives will determine the fate of projects by analysis of data alone and not allow time for the creative juices to really flow and awareness and adoption to develop.

I’m more concerned by powerhouse marketing killing off ideas emanating from small companies—those who don’t have funds to match big guys in getting their story out. This has happened a lot in the technology world, and there are countless examples of really smart ideas and products getting axed through fear of competition from a colossus peddling a less capable offering and using sledgehammer-type marketing campaigns and funding.

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Sales Tech Talk: MS Surface Gets the Treatment

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As you may know, here at SalesWays, we’re putting the focus on salespeople when it comes to looking at tech tools, and after our last Sales Tech Talk review on the Samsung Note 8.0 we’re excited to get our hands on the next tech gadget.

Next up for review is the Microsoft Surface RT. Though it’s not the first time we’ve written about this tablet, (our tech-aholic Keith Thompson reviewed it earlier this year), our team will take turns reviewing this mobile device and will report back to you on its effectiveness for sales professional, along with our overall impressions of the device.

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When Is a Phone Not a Phone?

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Galaxy NX

When it’s a camera? When it’s a computer?

Samsung, the Korean electronics giant, seems to be going through an identity crisis in search for the answer to this question. Recently they released two new products that are causing people to reflect on the question, “who did they have in mind when they designed this?”

The first product is a decent looking camera that from the front shows its family heritage, the NX system that competes in the mirrorless, interchangeable lens, camera market along side the likes of Panasonic, Olympus, and now Canon and Nikon. The other new product is an updated version of the Galaxy camera that I first wrote about here. So what’s going on?

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