Chaim Yudkowsky, CPA, CITP, CGMA - Byte of Success Presentation I created back in 2000 for a Sales Tech audience

1. Death of a Salesman
Version 2000
Chaim YudkowskyChaim Yudkowsky
Byte of Success, Inc.Byte of Success, Inc.
September 27, 2000September 27, 2000

2. Our agenda
Learning about you
Learning about me
Death of a salesman
Rebirth of a salesman

3. The rules
Interact - I do not like to lecture
Share your experience and
thoughts as we discuss them
Inspirational quotes

4. “For a successful technology,
reality must take precedence
over public relations, for
Nature cannot be fooled.”
Richard Feynman

5. A little about you…
Who are you?
Business owner / manager
Sales manager
Sales professional w/ overnight travel
Sales professional w/o overnight travel
Customer service

6. A little about you…
Where are you from?
East
West
South
Midwest
International

7. A little about you…
What technologies are you using?
Cell phone
Laptop
Palm or other PDA
Email / Internet
Salesforce automation software

8. A little about you…
What technologies are you
considering?
Videoconferencing
Placeware or other like product
Live web-based customer service
Other wireless technologies

9. A little about you…
How do you introduce technology to
your salesforce?
Make an expert available by phone
Hand it out and instruct how to use
Invest in training
No new technology

10. A little about you…
What technology training does your
salesforce receive?
> 20 hours
10 – 20 hours
1 – 10 hours
0 hours

11. A little about you…
Has your salesforce seen your website?
Yes
No

12. “Success is the ability to go
from one failure to another
with no loss of enthusiasm.”
Winston Churchill

13. A little about me…
CIO of a $100 million company
Byte of Success and web strategy and
development
Nationally syndicated column and
speaker
MyJewishWorld.com including
MyJewishWedding.com and
SimchaSweets.com

14. “Real success is finding
you lifework in the work
that you love.”
David McCullough

15. Question of perspective
Is technology the death knoll
to the sales professional as
we know him/her?

16. Are “the sales guys” dead?
The Internet
The informed consumer / customer
Commoditization of product
Why use a sales force?

17. Is your salesforce threatened
by any e-commerce solution?

18. Primary reason for
salesforce?
To sell to existing customers
To remind customers to buy
To find new customers
All of the above
I’m not sure

19. “Success is counted sweetest
by those who ne'er succeed.”
Emily Dickinson

20. The New Sales Guys
Technology coexistence
Defining better what you are selling
Understanding better what you are
adding
Leverage the technology to do it better
Use technology to do the grunt work

21. Possibility – Value Added
Experience
Advice
Assurance / comfort / security
Handholding

22. Technology manifestations
On the web
Off the web
Rethinking old technology tools

23. Examples I
Prospecting
Collaboration
In writing
Video
Phone
Selling
Educating

24. Examples II
Organizing
Management
Proposal writing
Learning
Availability

25. “A minute's success pays the
failure of years.”
Robert Browning

26. “I don't know the key to
success, but the key to failure
is trying to please everybody.”
Bill Cosby

27. Sites
Econtacts.com
Placeware.com
Evite.com
Sales.com
Salesforce.com
eGroups.com
Intranets.com
Goldmine.com
Webcallback.com
SantCorp.com
Interact.com
ForSalespeople.com
Visto.com

28. Questions

29. The End