Just read an incredible post on salesteamtools.com about how to use a camera phone as a sales tool! 

When I first saw the title I was skeptical but the post contains 5 great ideas that never occurred to me.  The comment section contains additional ideas that are worth a read as well. 

This got me thinking about other technologies we all have at hand but may take for granted. Here are 2 more tips of my own:

• Tip 1: Did you ever leave a sales call and then get back to your office to write a proposal but you know you forgot one specific point the prospect had really responded to?  We all have so much stuff in our head that remembering every detail of the many conversations we have every day can be a challenge.  Well, here is a solution: Most phones feature a "record a message" function.  When you get in your car, and before you check voice mail and email, record yourself a message about the key points you need to outline in the proposal. 

• Tip 2: We all carry ipods as part of our gear.  There are dozens of great sites out there you can download books on selling or even short podcasts on sales and marketing that are truly brilliant.  Build yourself a list of these sites and instead of grooving away to Zeppelin (yes I still love Zeppelin) listen to an expert and expand your mind!  We might not have time to attend a sales seminar but we all sure do spend plenty of time in our cars!

Ya gotta love technology! Feel free to share any additional ideas you have about how to use the tools we have at our disposal!

One of the services I provide for The Bridge Group is to coach Inside Sales reps on effective prospecting and closing techniques.  This is the type of work I have been doing for technology companies for over 15 years and I thought I had seen it all...but apparently not!

I am starting to see a trend emerge that scares the heck out of me.  That trend is for Inside Reps to use email as opposed to the phone.  It makes me crazy knowing that reps have replaced having a conversation with a prospect to using email to communicate!  

I understand email is a viable tool, and if used properly, can be an advantage.  I do in fact recommend email be used as part of the process.  However, I've found it's overused, and in many cases has replaced human interaction.

We must consider the following:

• How do you initiate and drive the sales process via email?
    
• How do you effectively communicate your value proposition, conduct an in-depth qualification and handle objections via email?
   
• How do you establish a relationship and develop rapport?   

Now don't get me wrong, prospects do respond to email, in some cases, more often than voice mail.  Email is a great tool for:

• Helping to identify the correct contact
• Obtain a referral
• Schedule a follow-up conversation
• Confirm the details of a conversation
• Etc.. 

But it should be part of the process not the whole process!  Email should NEVER equate to more than 20% of a rep's activity metric.

Lastly, don't get me going on all of the grammatical and spelling errors I see.  Never mind the pure amount of information included... white papers, articles, demos, etc.  It's almost like we are assigning the prospect homework!   

What happened to providing appropriate information at various stages of the sales process?  Nope, let's throw it all out there and see what sticks!

I can hear Inside Reps saying "I get better response rates via email."  Yes, you do, but I bet they are mostly rejections and/or leads that are not fully qualified yet are progressed to the next stage.  No wonder sales reps complain about the quality of leads they receive!

Now, I have to go make some phone calls.  Thanks for listening.

I must be getting a bit long in the tooth because all this talk about how to promote your business via social media has me in a panic!  Now, don't get me wrong, I love technology and I am one of the first to embrace whatever will help me expand my network and build my business. But really...do I have to build a profile on Facebook?

I just put my picture on LinkedIn and it took years for me get up the courage to do that.  Now every time I go to my profile I see myself staring back at me.  When the heck did I have to start wearing glasses?

So, I decided to start to educate myself.  I read a great blog posting this week written by Jill Konrath author of "Selling to Big Companies".  In it she talks about what she has learned about effectively using LinkedIn to your advantage and how to present yourself most effectively on the site.  She also quotes other authors and experts - all very interesting!

Take a peek at http://sellingtobigcompanies.blogs.com/selling/2008/02/can-linkedin-in.html

I can only assume there are many of you out there on the same mission. So I ask of you....what social media sites do you use to promote you and your business?

I look forward to your feedback!

I find it interesting to watch companies in high growth mode.  They get all jazzed up, beat the bushes for good candidates ("we only want A players man"), put the candidate through an extensive interview process, get them on board and then.....ignore them and let them fend for themselves!

As sales managers, are we too busy to invest in creating a training process for new hires that will help them be successful?  If we are, it is no wonder that only 60% of our sales organization makes their number.  They are learning on the job!

Here are 5 things you can do to ensure a new hire's success:

1. Provide them with a Sales Playbook that contains: your ideal customer profile, your elevator pitch, qualification questions, frequently asked questions, objection handling responses....you know, the basics.
   
   
2. Have them sit and double jack in with your inside sales team that handles the front end of the sales process.  Learning how to effectively qualify an opportunity should come before learning how to close one.
   
   
3. Let them listen to you cold call.  OMG, that actually means you will have to cold call.  You remember how right?  If you are one of the lucky few that has a full pipeline delivered by marketing then count your blessings but if you are not, then you need to teach your reps how to go get the prospects they want and need!
   
   
4. Have them call all the customers in their territory.  Not to say "Hi I'm your new rep do you want to buy anything?" but to say "Hi I'm your new rep.  Can we spend some time together so I can get a better understanding of your business and what you need to accomplish?"  This will allow them to immerse themselves in what business issues drive customers to look at your solution.
   
   
5. Provide them with documentation on how to effectively use your CRM system.  This will allow them to be more productive and also provide you with a method to monitor their activity and progress.

These are just a few thoughts off the top of my head.  What do you have to add?