Using Technology to Sell: Tactics to Ratchet Up Results

"Using Technology to Sell is filled withpractical, effective techniques to sell more by leveraging the plethora of tools and information in todays world. By applying these principles, you'll open more doors, increase your productivity, speed up decisions, and close more deals."
--Jill Konrath, author of SNAP Selling andSelling to Big Companies

Using Technology to Sell: Tactics to Ratchet Up Resultsshows salespeople and sales managersthe most effective ways to leverage a variety of technologies to increase sales and gain more customers. Topics includemaking the most ofcloud-based customer relationship management software, putting social media to the best use,presenting on three continents simultaneously through advanced video conferencing, using advanced techniques to gain an information edge over competitors, and much more.

As this book shows, while the sales process will remain pretty much the same from now until the end of time, technology used properly can increase sales power at every step of the cycle. Technology, in the right hands, is a strategic weapon and a competitive differentiation tool that can dramatically improve close rates, deal size, efficiency, total sales, and much more.Using Technology to Sell will show you how to:

• Expand your market through the use of technology.
• Employ software-as-a-service (SaaS) applications to keep track of customers, stay organized, present, and sell more systematically.
• Use social media to increase sales.
• Maintain the personal element in a world wired with technology.
• Use the best sales methodology and integrate each step with technology.
• Overcome any aversion to using technology to sell.
• Avoid the trap of overuse or dependency on technology.

• How to gain new customers and increase order size through the use of technology
• How to employ cloud applications like SalesForce.com or BatchBook.com to keep track of customers, stay organized, and sell more systematically
• How to use social media to increase sales
• How to maintain the personal element in a world wired with technology
• The best sales methodology and how to integrate each step with technology
• How to avoid the trap of overuse or dependency on technology

There are many salespeople in the U.S. According to Selling Power magazine, roughly one in every 14 Americans works in a large sales force. The U.S. government puts the total number of salespeople at around 16 million. This does not include entrepreneurs, who dont usually classify themselves as salespeople but who need to have a strong sales capability. Nor does it include the number of p...