It is no secret that sellers work in a fast paced, constantly evolving landscape shaped by the emergence of the digital age and electronic technology. Computers, cell phones, search engines, and social media are today’s essential tools of selling, replacing cars, pay phones, and the phone book - but this is just the beginning. Read on to learn about the power tools for success in today’s “New Age” of selling.
1. LinkedIn
LinkedIn is the new “go to” tool for prospecting, with over 74% of all business related social media traffic coming through it. Cold calling from a list still works for some companies but LinkedIn is where many savvy sellers have shifted the bulk of their prospecting focus because IT WORKS!
2. Smartphone with Sales Enablement Apps
This one might seem obvious but I just had a meeting with someone in sales that proudly displayed his old school flip phone! Staying in touch and responding with speed is critical in today’s business environment, and without instant access to the business functions a smartphone can provide, you will quickly get left behind. In addition to having a smartphone, you should install and utilize the following apps:
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LinkedIn Connected - To keep up on promotions, anniversaries, etc.
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Sales Goal Tracker Pro - For daily updates on progress towards yearly targets
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Evernote - To keep track of everything you can imagine
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Some sort of mobile scanning app like TinyScan
3. CRM with Integrated Sales Pipeline and Reporting
Leaky or clogged sales pipelines and poor customer information are two complaints I hear frequently from sales managers. Make sure your sales team is equipped with a Customer Relationship Management (CRM) system that adds value to and streamlines the sales process. The number one reason for failure with CRM installations is a lack of buy in from the sales team. If they feel it is punishment, or purely a micromanagement tool for the benefit of the sales manager versus a valuable tool to help them close more deals, it isn’t the right tool. Make sure whatever system you choose is enabled for easy use with smartphones, or has an easy-to-use mobile app.
4. Sales Research Tools
Being able to effectively research prospects, track their online activities, and acquire new prospects are key tools needed for an effective sales team. Google’s search engine is a great tool but firms should think about investing in tools with enhanced capabilities that enable sales teams to acquire sales intelligence. Some of my favorites are:
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InsideView
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Zoominfo
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Hoovers
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Salesgenie
5. Enabled Tablets
An increasing number of companies are providing their sales teams with iPads or tablets that are set up to provide total Point of Sale (POS) support. These capabilities can range from showcasing company catalogues, product displays, and presentations, to complete POS software that can process a credit card purchase while sitting in the prospects office. If your business relies on a “1 call close” approach to selling, this type of technology is not only cool, it is indispensable!
These are just a few tools of the trade modern sellers are using to be successful. Noticeably absent from this list is mention of a laptop computer. It shows how far we have evolved since the turn of the new Millenium when a laptop equipped sales force was a novelty. It is now just assumed your sellers already have one of those! In order to compete and succeed in today’s “New Age” of selling, you need to embrace technology and all the opportunities afforded to you by them. This list of power tools will get you started, but there are so many sales enablement tools out there that might be a perfect fit for you and your business. What are your favorite sales power tools?