Ws Tyler - Selling With Online Tools
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Ws Tyler - Selling With Online Tools

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This is a presentation that I gave to the sales team for WS Tyler in Greensboro, NC on December 8, 2009. Great bunch of guys and gals.

This is a presentation that I gave to the sales team for WS Tyler in Greensboro, NC on December 8, 2009. Great bunch of guys and gals.

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  • Goal of using online tools is productivity.   Be Productive! This is the theme for the day. We’ll talk about productivity and needs assessment in the qualification process along with how to reach today’s prospects through online tools.
  • Here is what we’re going to do today
  • Not pfizer
  • Not DFS
  • This is the way industry and working life seems to be going. With all the off shoring, the world becoming flatter and distributed talent pools, we are increasingly being asked to work in global roles. University and College leavers will probably find themselves working across at least two countries and time zones within the first few years of their careers.
  • Mr Dapper
  • Corporate blogging certainly has it’s place, and in many cases can replace stiff corporate communications. Leadership who take to blogging can convey who they are and what they are about to anyone that cares to take note. Seeing the human side of management and understanding their views and perspectives can add real value to staff understanding and strategy knowledge. Equally, project or status reporting can move away from rigid email or word documents and move to blogs.
  • This is just one example of wiki usage. What about starting all documents, or requirements gathering sessions in the wiki? Create a stub, send out the link and have everyone contribute, edit and discuss. Low email overhead, big collaboration factor. All the while you are creating that community factor.
  • LinkedIn is a Social Networking site for professionals. When you get back to the office tomorrow, go to LinkedIn and search for your companies name. You might be surprised to see who and how many people have a profile on there. It surprised me to see that it has a high management and above membership base. It almost feels like a secret club of sorts.
  • This really is a key point. A lot of enterprise2.0 boils down to collaboration, or software which enables you to collaborate and communicate.
  • There’s a big difference there, and I wonder how many of us the same applies to? Look at what you were using even last year compared to this year and you will see how fast both the web2.0 and enterprise2.0 landscape is moving.
  • <write these phases on the whiteboard> Research - Effectively use online tools to properly, thoroughly research your prospects.   Prospecting - Be productive using online tools.   Qualify - Proper needs assessment during this phase will pay off by you not wasting time on unqualified deals.   • We qualify an opportunity to protect our company’s assets and reputation • You can re-qualify at any stage in the pursuit • Qualification is relative •“ There are two winners in a pursuit…”     • Is this the right type of client? • What happened to their last vendor? • Do they have a budget? • Am I talking to the DM? • Will anyone get this business? • What will it take for me to win? • Why a positive mental attitude hurts you in qualifying an opportunity     • Is this the right tactic at the right time? • Is the budget guy the one we’re bringing value to? • Will this get them good results? • Don’t be afraid to spoil a good forecast by properly qualifying   • Win early or lose early • Get money on the table early • Sometimes we need to fold and sometimes it’s valuable to buy another card • Our team’s time is the most valuable thing we have…. Close -   Service -
  • Linkedin: basic overview, groups, events, how to find somebody and connect, how to brand personally Google docs Compete.com Ning.com
  • Salesforce.com overview

Transcript

  • 1. Sales Tools for 2010 Scott Burkey
  • 2. Agenda: Meet Charlie General Sales Process Phases Tools for Reps Enterprise Tools Contact Info
  • 3. meet Charlie
  • 4. Charlie works here………..
  • 5. and here………..
  • 6. Charlie’s Project team are here ………..
  • 7. 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……..
  • 8. this is Charlie’s boss ……..
  • 9. 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
  • 10. 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
  • 11. to create their own user documentation he encourages the users to use the company wiki …..
  • 12. that’s less work for Charlie ….. … .and empowerment for the users collaborative documentation …
  • 13. Charlie has a LinkedIn profile……
  • 14. … .so does his boss
  • 15. … .and all of his team
  • 16. … .in fact, that’s how he got the job . Using a Social Network to find contacts and opportunities .
  • 17. … .if people don’t know what you can do…..why would they ask you to do it? Charlie say’s…….. advertise yourself!
  • 18. you see…. ..social networking is not just for kids !
  • 19. from his tags , his blog , his wiki entries and his LinkedIn profile……… people often contact Charlie from different departments and even countries……..
  • 20. … just to say Hi ….or to say, hey, I work on a similar project, how can we collaborate…? it’s about collaboration
  • 21. today Charlie uses these tools ….. all through his browser ….
  • 22. … 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.
  • 23. Process Outline Research Qualify Close Service Prospect
  • 24. Individual Tools Google docs Outlook SMS Ning.com
  • 25. Let’s go online…..
  • 26. Enterprise Tools * The List * Hoovers * Salesforce.com * Hitwise
  • 27. Let’s go online….
  • 28. 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.
  • 29. Questions…
  • 30. Scott Burkey email: [email_address] cell: 571.265.2093 http://scottburkey.blogspot.com linkedin.com/in/scottburkey twitter.com/sburkey plaxo.com/sburkey http://linkatlanta.ning.com/profile/ScottBurkey This PowerPoint available at slideshare.net