Create Trust
A bunch of the items being covered in this multi-post article might seem like "what does that have to do with technology and using it to fulfill business goals!" -- but, common sense utilization of technology, when you think about it, requires that you look holistically at your processes and business culture as well. This blog will always try to bring together both perspectives. The more successful you are at providing technology that helps people do their jobs, and makes their life easier, the more trust you build! In fact, when thinking about building or creating trust, check out 5 reasons people don't share -- especially since providing effective technology solutions for sales and marketing includes sharing successes and learnings, and having your sales folks and partners register their sales opportunities!
Imagine being able to launch products faster -- getting your sales folks up to speed quickly... Read on with the scenario of what's possible when a company uses technology effectively...
The company discovered they could quickly launch a product site and get their sales people in front of prospects. What they still needed to address was that sales knew the right things to say to each prospect. Sales tools, such as product comparisons and deal registries created to accomplish this, became an important element in rebuilding the sales force’s trust in technology. In addition, it fostered adoption because it made their jobs easier.
By packaging relevant research and marketing information about competitors’ products into searchable, configurable results, sales people could compare features important to their prospect, with competitive products side-by-side. This ability helped sales more effectively and consistently position products relative to the competitors and close more deals.
What online tools does your sales force have available that assists them in being effective everyday? Post your comments and thoughts here!
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