How to Get More Sales in Less Time by Jill Konrath

More, more, more! Faster, faster, faster! Have you ever wondered how you could get more sales when you're already working as hard as you possibly can?

Perhaps you've even tried a "time management system." They lure you in with the promise of squeezing more work and faster income generation into an already overcrowded schedule. The next thing you know, you're spending all your time prioritizing and organizing tasks.

In our hypercompetitive business environment, that's simply not enough. Why? Because you're not doing what really matters.

To really increase sales productivity today, the savviest sellers are leveraging new Sales 2.0 technologies to:

• Identify prospective accounts with immediate needs.


• Execute highly targeted account entry campaigns to get their foot in the door.


• Establish immediate credibility with decision makers.


• Close deals before competitors even know an opportunity exists.

If you're not using these new Sales 2.0 technologies, you're wasting tons of time. You're dialing for dollars hoping to find a hot prospect. You're spending hours scouring the internet for relevant prospect information or finding decision maker's names. Your messaging is hit-and-miss instead of aligned with your prospect's needs, issues, concerns and interest.

Unlike in the past, you don't need to be a genius to take advantage of the value these new technologies provide. I'm a technophobe, but was able to get up-and-running with minimal effort. That's how simple things have become.

Nor do you need to be a big company with deep pockets and an IT staff. Some of these new Sales 2.0 technologies are free, some have varying levels of services, while others cost a minimum monthly fee. But since the payback can be huge, the investment is well worth it.

Check out these technologies to find opportunities, develop relationships and outsell your competitors:

• Jigsaw: Use this huge online directory of companies and business professional to quickly identify who to contact in your targeted accounts. It's especially good for finding mid-level managers. Plus, you can create your own customized lists for free.
  
  

• LinkedIn: Use this online network to do more in-depth research on prospects. Learn about their job responsibilities, background and possible ways to develop rapport. Search your network for find possible insider connections that can help you land a meeting or close a deal.
  
  

• InsideView: This business search and intelligence application immediately notifies you of pre-selected trigger events in your targeted accounts or territory. Use it to identify companies going through mergers, receiving venture funding, expanding to new markets, under new leadership or more. As I point out in Selling to Big Companies, this is the best way to shorten your sales cycle.
  
  

• Genius: Use this service to track emails sent to your prospects. Whenever the recipient opens an email or clicks a link you sent, you receive an instant alert that the prospect is online and demonstrating interest by visiting your website. You'll even get a page-by-page replay of every web page the prospect visits, so you can focus your conversation on highly relevant topics.

• Landslide: This on-beyond CRM system has sales tools built into it that help sellers advance the process, not just track activities. Includes email prospecting tools, InsideView, Jigsaw and much more – all on your desktop. One big time saving feature? A human being that updates your accounts for you. Just call in and dictate your follow-up.

• GoToMeeting: Leverage GoToMeeting to set up initial meetings with prospects, demonstrate your system's capabilities or engage decision makers in discussions about important sales topics. Advance your sales process to the next step without having to jump on a plane!

You'll make a quantum leap in sales productivity when you start using these new Sales 2.0 technologies. It's how you can make more sales in less time! As my mother used to say, "Don't be penny wise and pound foolish. Invest in yourself today!

About The Author:

Jill Konrath, author of Selling to Big Companies, is a frequent speaker at annual sales meetings and professional conferences. Check out her new Great Sales Give website to get free sales training resources, plus have an opportunity to win valuable sales goodies. www.GreatSalesGive.com.

Jill Konrath also helps sellers crack into corporate accounts, shorten sales cycles and win big contracts. She is a frequent speaker at annual sales meetings and association events.



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