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Make Winning a HabitObviously, these are the contact and activity managers, and there are many vendors in this area. This has been one of the most productive areas for information technology in assisting salespeople. Not only has new technology given salespeople a tool for searching and finding contacts earlier and then generating e-mails and correspondence more quickly, but it also gets the information, which is a company asset, out of the salespersonБЂ™s head and into the corporate system. A well-known fact among salespeople, however, is that almost every salesperson has two databases: one that is shared with the company and one that they keep in Outlook or ACT or some other database of contacts that doesnБЂ™t really belong to the company. This is only natural, but it still means that every time a salesperson has to enter a contact, it may have to be entered in two places. Network Management Tools Some of the more innovative technology tools in the area of contact management for selling at the individual level (as of the date of this book) are those offered by such companies as Spoke, LinkedIn, and Plaxo that allow you to electronically validate your contact information, keep up with changes, and find out where people in your network have moved. Spoke and LinkedIn have an interesting approach in that they acknowledge that the key to political navigation is sponsorship ...» |
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