Technology For Inside and Outside Sales - Workshop -CIPH Calgery, Regina Workshop 10172013

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Sales professionals know that technology has never offered more powerful tools. However, email, phone calls, appointments… often overpower even the most tech savvy sales person. Fortunately, for most of us the answer is in our hand – our smart phone, in the cloud, or on our desk – our computers. Websites, apps, and software are available and promise to solve all of our efficiency problems. But which ones are right for you?

This workshop contains a combination of theory and how to exercises that will teach attendees both the why and how-to of selling with technology in 2014. Attendees will be provided demo’s and discuss how these tools can be applied to improve your bottom line.

Topics Cover in this session include
• Understanding how customers source your products and services today
• How search engine marketing and social media can work together to generate leads
• Using the cloud to better manage your sales team and service your customers and prospects
• Technology tips to increase sales

Published in: Business, Technology, Design
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Technology For Inside and Outside Sales - Workshop -CIPH Calgery, Regina Workshop 10172013

  1. 1. presents Technology For Inside and Outside Sales - Workshop presented by Brian Bluff President & Co-Founder, Site-Seeker, Inc.
  2. 2. We Are All Wired Wireless •  Everything is accessible online •  The world seems so much smaller •  No more lines between work and personal life –  Workers work –  Slackers slack
  3. 3. The Internet Used To Be Anonymous
  4. 4. Mobile Is Huge Canada - 19MM Smartphone subscribers, that’s 63% of all subscribers - up 21%Y/Y Source: http://www.slideshare.net/kleinerperkins/kpcb-internet-trends-2013
  5. 5. How Are We Using Our Phones? Source: http://www.slideshare.net/kleinerperkins/kpcb-internet-trends-2013
  6. 6. B2B Mobile Visitors… bounce at a 8% higher rate Visit 0.85 less pages Spend 29 seconds less Clearly the experience is not as good…
  7. 7. The Technology Has Changed - Again China - 12/2012, the number of people accessing the Web on mobile phones passed those accessing the web via pcs Source: http://www.slideshare.net/kleinerperkins/kpcb-internet-trends-2013
  8. 8. The Technology Has Changed - Again
  9. 9. The Technology Has Changed - Again Source: http://www.slideshare.net/kleinerperkins/kpcb-internet-trends-2013
  10. 10. Technology Is A Game Changer Source: http://www.slideshare.net/kleinerperkins/kpcb-internet-trends-2013
  11. 11. It Used To Be easier
  12. 12. All This Technology Is Like… •  Has technology made your life simpler? •  2 extra hours per day
  13. 13. 2 Extra Hours A Day - What Canadians Would Do •  Spend time with family o  47% women / 46% men •  Take a nap o  31% women / 33% men •  Read a book o  54% women / 27% men •  Watch movies o  26% women / 30% men •  Get intimate o  27% women / 41% men Source: http://www.huffingtonpost.ca/2012/07/23/more-time-in-aday_n_1695303.html#slide=more240257
  14. 14. Canadians Are Happy In 2011 92.3% of Canadians were satisfied with their lives Source: http://www4.hrsdc.gc.ca/cv2@-eng.jsp?&iid=19&sid=8&chartid=2
  15. 15. Top Ten Time Management Tips 1.  Plan your week 2.  Plan your day 3.  Plan for emergencies 4.  Say no 5.  Remember your ABCDE’s 6.  Finish what you start 7.  When at work, work 8.  Take a break! 9.  Limit distractions 10. Make tomorrow’s list today Eat the frog first!
  16. 16. Top Ten Time Management Tips “Eat a live frog first thing in the morning and nothing worse will happen to you the rest of the day.” - Mark Twain
  17. 17. Evaluate Your Current Use Of Time iPhone and iPad •  Free and paid version •  Easy to add and organize activities •  Multiple timers •  Pie charts •  Custom reports •  Color coding Paid •  Unlimited activities •  Backup •  Export Eternity
  18. 18. My Time Job Description •  50% Oversee Sales (20 hrs) •  20% Oversee Marketing (8 hrs) •  10% Reporting (4 hrs) •  5% Strategic Planning •  (2 hrs) •  15% Learning, Speaking, Creating Expert Content (6 hrs)
  19. 19. How Should You (Your Reports) Spend Time? Create your buckets •  Sales, Marketing, … •  Prospecting, Services Existing Accts, New Client Selling, Proposal Creation, Meeting/Admin, Learning, etc…
  20. 20. How Should You (Your Reports) Spend Time? What should you do more of/less of? What would be the result?
  21. 21. How Should You (Your Reports) Spend Time?
  22. 22. Email Management How many emails are in your inbox? •  0 •  100 •  1000 •  More?
  23. 23. Email Management •  Keep it closed •  Check twice a day •  Can you say distraction?
  24. 24. Email Management Tips •  In Groups •  Brainstorm top 3 email management tips – make a list
  25. 25. Email Management Four options •  Delete (or archive) •  Delegate •  Defer •  Respond Two minute rule Three folders max! •  Action required •  Archived •  Waiting for
  26. 26. Email Management Using rules to color code messages
  27. 27. Browsers Which browser will you use in the future? Will you really learn it?
  28. 28. Google Chrome Apps
  29. 29. Instapaper
  30. 30. Browsers: Addons, Extensions, Plugins
  31. 31. Best Browser Addons or Extensions •  Find an App/Extension/Plugin to solve a problem
  32. 32. Search Engines – Advance Search Operators Source: http://www.google.com/insidesearch/tipstricks/all.html
  33. 33. Search Engines – Advance Search Operators
  34. 34. What are your favorite Advance Search Operators?
  35. 35. What are your favorite Advance Search Operators?
  36. 36. What are your favorite Advance Search Operators?
  37. 37. Search Engines – Google Tips and Tricks
  38. 38. Online Storage – In the Cloud
  39. 39. Online Storage – In the Cloud Dropbox vs SkyDrive vs Google Drive vs iCloud
  40. 40. Demo Google Docs and DropBox •  Integrated into laptop file structure •  Sharing •  How do you use these services? •  Sales Tracker •  Sales Procedures
  41. 41. Password Management
  42. 42. Scheduling Meetings
  43. 43. Scheduling Meetings
  44. 44. Scheduling Meetings
  45. 45. Setup a Doodle Appointment •  •  •  •  Sign in Create poll Invite others Respond
  46. 46. Communication Instant message •  Audio chat •  Video chat •  Screen sharing One-on-one Multi-person
  47. 47. Demo IM As A Business Tool •  Screen share •  Video Conference
  48. 48. Mobile Apps •  Specific to each mobile operating system: –  Apple App Store –  Google Play –  Windows Phone Store –  BlackBerry App World •  Some apps are free, others are not •  Downloaded •  Paid apps - generally a percentage, 20-30%, goes to the distribution provider (such as iTunes)
  49. 49. Mobile Apps
  50. 50. Mobile Applications
  51. 51. Task Management/Planner
  52. 52. It Takes Seven Touches To Close A Deal •  How can you save time and touch more people quicker? •  Automate – Technology is you friend •  Search and social OR social in search
  53. 53. Meeting Tools
  54. 54. Start A Joinme Meeting •  Create •  Invite •  Join •  Tour GTM
  55. 55. Sales is Like Fishing You can’t succeed unless you cast your line where the fish are. 1973 2013
  56. 56. Keywords Find traffic/keywords
  57. 57. iMovie •  •  •  •  Create Share Upload to YouTube Analytics
  58. 58. LinkedIn – Very Powerful Sales Tool Jan 2013 •  200 Million Users •  200 Countries •  Professional Social Network LinkedIn is for business, period!
  59. 59. LinkedIn Groups •  Find •  Join •  Start Discussion Who’s creeping you? Find People •  Advanced search
  60. 60. LinkedIn – Very Powerful Sales Tool 1.  Complete your profile – 100% 2.  Connect with everyone 3.  Customize your websites 4.  Tell people what you stand for 5.  Recommend others 6.  Join and participate in groups 7.  Connect with Twitter 8.  Ad company profile 9.  Use applications 10.  Optimize to rank - keywords 11.  Bonus – Update often!!!!
  61. 61. Facebook
  62. 62. Schedule Content Effort
  63. 63. Everything Is Shared Source: http://www.slideshare.net/kleinerperkins/kpcb-internet-trends-2013
  64. 64. SlideShare
  65. 65. Thank You! Questions? Thank you! •  Free 15-point online marketing audit •  Value $1,000 Brian Bluff President & Co-Founder Site-Seeker, Inc. brianbluff@site-seeker.com @BrianBluff w: 315.732.9281 x 11 m: 315.525.5416 Code: SSIFAC

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