Posts Tagged ‘Sales Tools’

Setting Priorities: How Do You Spend Your Selling Day?

Written by on . Posted in Sales Productivity, Time Management No Comments

When I did my research for this article, trying to see what statistics are available about how sales professionals spend their time, I got some very useless information. Things like “24% of the salesperson’s time is spent on generating leads and researching accounts.” How is that useful information? First, is 24% of my time working at this too much? What is the right amount of time? And why do they bundle generating leads and researching accounts? These are very different activities with very different goals and skills.

There was a lot more of these statistics that seem, on a quick read, like valuable information. But when you stop and think about it, what benefit is it to you in your selling or sales management role? I did find some good advice, though.

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How to be Highly Effective in Sales Management

Written by on . Posted in General Sales Topics, Sales Management No Comments

Presentation

This article is dedicated to sales managers. We have discussed a lot about methods and tools that assist salespeople in their work, but how can we help managers? What is the important information they need to work effectively with the team?

Contrary to the conventional wisdom found in many companies, when it comes to sales productivity indicators, less is more. That is, just a few indicators are sufficient to evaluate the team’s performance. To manage sales requires focus, alertness and speed in decision making. There is not much time for extensive analysis.

All of us who work in sales know that, at the end of the day, what matters is whether or not we achieve our sales goals. This is the main indicator of sales performance.

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

Written by on . Posted in Fundamentals, General Sales Topics No Comments

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 Business Apps That Shaped Our Organizations

Written by on . Posted in Sales & Technology, Software No Comments

Salespeople are the most avid users of business apps, and I think the “Holy Trinity” of business apps would be for Word Processing, Spreadsheets, and Presentations. I might just as well say, Microsoft Word, Microsoft Excel, and Microsoft PowerPoint. Microsoft still dominates the market for Windows-based business applications software. It wasn’t always like that though. I’ve written about Microsoft stifling innovation in a previous article, and I was reminded about how widespread this has been when I did some research on cameras in phones.

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

Written by on . Posted in Sales & Technology, SFA No Comments

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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Google’s Pokémon Challenge and What That Means For Businesses and Sales Teams Alike

Written by on . Posted in Miscellaneous Technology, Sales & Technology No Comments

Do you love Pokémon and want to work at Google? Well, if you follow their challange, you could become Google’s Pokémon Master and earn yourself a spot in the final round of hiring at Google, starting September 1st 2014. Simply open your Google Maps app on your Android or iOS Smart Phone to begin exploring the world and catching Pokémon. Sounds awesome right? Well, while I sit here and wish it were true, I too was fooled by Google’s latest April fools prank.

It wasn’t until I frantically searched through the comments on the Google Maps: Pokémon Challenge YouTube video, that reality sunk in. Yes, I had been an avid Pokémon fan growing up, but more impressive to me is the technology behind this concept. Google Maps for mobile is the world’s most popular app for smartphones and part of that success is due to how much information and big data Google has managed to package together.

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

Written by on . Posted in CRM, Sales & Technology No Comments

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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7 Reasons Why I Still Like My HTC One

Written by on . Posted in Mobile Devices, Sales & Technology No Comments

It has been a while since the last time I put out an article. This time around, I am not reviewing or comparing latest devices. Instead, I want to share why I like my HTC One. If people have read my previous posts, one of them was Smartphone Battle: Apple iPhone 5, Blackberry Z10, HTC One, or Samsung Galaxy S4 where I mentioned Samsung Galaxy S4 was the phone for me. However, reviewing the Samsung Galaxy Note 8, I came to realize that the cumbersome interface of TouchWiz, and pages of options aren’t for me. They make the learning curve twice as steep. Therefore, I decided to go with HTC One, and I have not yet regretted my decision. I have been using it for over 5 months now, and the device itself has been released nearly a year ago, but it still stacks up against the newer devices very well. I must say it is still one of the best Android phones made to date.

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The Ultimate Tablet for Tech-Savvy Sales Professionals

Written by on . Posted in Mobile Devices, Sales & Technology 2 Comments

Sales Tech Talk is back again! We’ve reviewed the Microsoft Surface RT as a good value tablet and have reviewed it from a project manager’s perspective. The newest member of our marketing team, Joshua Doner  tells us why he thinks the MS Surface is better than other tablets for salespeople. Let’s hear what this tech-savvy sales professional has to say about the Surface RT and how this mobile device can help to revolutionize the way of selling and increase overall sales productivity.

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Online Selling & Promotion – My Experience So Far

Written by on . Posted in General Sales Topics, Miscellaneous General Sales Topics No Comments

From my October 1 article which I titled E-Selling: Rowing Upstream With One Oar:

I’m going to follow this up with some more articles describing my first-hand experiences trying to tackle this new world of e-selling on a budget that wouldn’t cover the bar tab in my previous sales experience. You could all save me the trouble by getting everyone you know to buy my book.

Well, you failed, because after clawing its way to Number 35 on Amazon’s Best Seller list in its genre, my book has slowly settled back and rests comfortably outside the top 100. Sales are steady, although steady at a pace below what I’d hoped for by this time.

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