Ws Tyler - Selling With Online Tools
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Sales Tools for 2010
Scott Burkey
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Agenda:
Meet CharlieGeneral Sales Process PhasesTools for RepsEnterprise ToolsContact Info
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meet Charlie
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Charlie works here………..
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and here………..
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Charlie’s Project team are here ………..
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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……..
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this is Charlie’s boss……..
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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
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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
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to create their own user documentation
he encourages the users to use the company wiki…..
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that’s less work for Charlie…..
….and empowerment for the
users
collaborative documentation…
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Charlie has a LinkedIn profile……
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….so does his boss
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….and all of his team
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….in fact, that’s how he got the job. Using a Social Network to find contacts and opportunities.
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….if people don’t know what you can do…..why would they ask you to do it?
Charlie say’s……..
advertise yourself!
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you see….
..social networking is not just for kids!
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from his tags, his blog, his wiki entries and his LinkedIn profile………
people often contact Charlie from different departments and even countries……..
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…just to say Hi….or to say, hey, I work on a similar project, how can we collaborate…?
it’s about collaboration
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today Charlie uses these tools …..
all through his
browser….
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…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.
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Process OutlineResearch
Qualify
Close
Service
Prospect
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Individual Tools
Google docsOutlookSMS
Ning.com
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Let’s go online…..
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Enterprise Tools* The List* Hoovers* Salesforce.com* Hitwise
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Let’s go online….
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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.
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Questions…
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Scott Burkey
email: [email protected]
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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