Description Sales professionals know that technology has never offered more powerful tools. However, email, phone calls, appointments… often overpower even the most tech savvy sales person. Fortunately, for most of us the answer is in our hand – our smart phone, in the cloud, or on our desk – our computers. Websites, apps, and software are available and promise to solve all of our efficiency problems. But which ones are right for you? This workshop contains a combination of theory and how to exercises that will teach attendees both the why and how-to of selling with technology in 2014. Attendees will be provided demo’s and discuss how these tools can be applied to improve your bottom line. Topics Cover in this session include • Understanding how customers source your products and services today • How search engine marketing and social media can work together to generate leads • Using the cloud to better manage your sales team and service your customers and prospects • Technology tips to increase sales

1. presents
Technology For Inside and Outside
Sales - Workshop
presented by
Brian Bluff
President & Co-Founder,
Site-Seeker, Inc.

3. We Are All Wired Wireless
• Everything is accessible
online
• The world seems so much
smaller
• No more lines between work
and personal life
– Workers work
– Slackers slack

4. The Internet Used To Be Anonymous

5. Mobile Is Huge
Canada - 19MM Smartphone
subscribers, that’s 63% of all
subscribers - up 21%Y/Y
Source: http://www.slideshare.net/kleinerperkins/kpcb-internet-trends-2013

6. How Are We Using Our Phones?
Source: http://www.slideshare.net/kleinerperkins/kpcb-internet-trends-2013

7. B2B Mobile Visitors…
bounce at a
8% higher
rate
Visit 0.85 less
pages
Spend 29
seconds less
Clearly the experience is not as good…

8. The Technology Has Changed - Again
China - 12/2012, the
number of people
accessing the Web
on mobile phones
passed those
accessing the web
via pcs
Source: http://www.slideshare.net/kleinerperkins/kpcb-internet-trends-2013

9. The Technology Has Changed - Again

10. The Technology Has Changed - Again
Source: http://www.slideshare.net/kleinerperkins/kpcb-internet-trends-2013

11. Technology Is A Game Changer
Source: http://www.slideshare.net/kleinerperkins/kpcb-internet-trends-2013

12. It Used To Be easier

13. All This Technology Is Like…
• Has technology made your life simpler?
• 2 extra hours per day

14. 2 Extra Hours A Day - What Canadians Would Do
• Spend time with family
o 47% women / 46% men
• Take a nap
o 31% women / 33% men
• Read a book
o 54% women / 27% men
• Watch movies
o 26% women / 30% men
• Get intimate
o 27% women / 41% men
Source: http://www.huffingtonpost.ca/2012/07/23/more-time-in-aday_n_1695303.html#slide=more240257

15. Canadians Are Happy
In 2011 92.3% of Canadians were satisfied with their lives
Source: http://www4.hrsdc.gc.ca/cv2@-eng.jsp?&iid=19&sid=8&chartid=2

16. Top Ten Time Management Tips
1. Plan your week
2. Plan your day
3. Plan for emergencies
4. Say no
5. Remember your ABCDE’s
6. Finish what you start
7. When at work, work
8. Take a break!
9. Limit distractions
10. Make tomorrow’s list today
Eat the frog first!

17. Top Ten Time Management Tips
“Eat a live frog first thing in the
morning and nothing worse will
happen to you the rest of the day.”
- Mark Twain

18. Evaluate Your Current Use Of Time
iPhone and iPad
• Free and paid version
• Easy to add and organize activities
• Multiple timers
• Pie charts
• Custom reports
• Color coding
Paid
• Unlimited activities
• Backup
• Export
Eternity

19. My Time
Job Description
• 50% Oversee Sales
(20 hrs)
• 20% Oversee Marketing
(8 hrs)
• 10% Reporting
(4 hrs)
• 5% Strategic Planning
• (2 hrs)
• 15% Learning, Speaking,
Creating Expert Content
(6 hrs)

20. How Should You (Your Reports) Spend Time?
Create your buckets
• Sales, Marketing, …
• Prospecting, Services Existing Accts, New Client Selling,
Proposal Creation, Meeting/Admin, Learning, etc…

21. How Should You (Your Reports) Spend Time?
What should you do more of/less of?
What would be the result?

22. How Should You (Your Reports) Spend Time?

23. Email Management
How many emails are
in your inbox?
• 0
• 100
• 1000
• More?

24. Email Management
• Keep it closed
• Check twice a day
• Can you say distraction?

25. Email Management Tips
• In Groups
• Brainstorm top 3 email management tips – make a list

26. Email Management
Four options
• Delete (or archive)
• Delegate
• Defer
• Respond
Two minute rule
Three folders max!
• Action required
• Archived
• Waiting for

27. Email Management
Using rules to color code messages

28. Browsers
Which browser will you use
in the future?
Will you really learn it?

29. Google Chrome Apps

30. Instapaper

31. Browsers: Addons, Extensions, Plugins

32. Best Browser Addons or Extensions
• Find an App/Extension/Plugin to solve a problem

33. Search Engines – Advance Search Operators
Source: http://www.google.com/insidesearch/tipstricks/all.html

34. Search Engines – Advance Search Operators

35. What are your favorite Advance Search Operators?

36. What are your favorite Advance Search Operators?

37. What are your favorite Advance Search Operators?

38. Search Engines – Google Tips and Tricks

39. Online Storage – In the Cloud

40. Online Storage – In the Cloud
Dropbox vs SkyDrive vs
Google Drive vs iCloud

41. Demo Google Docs and DropBox
• Integrated into laptop file structure
• Sharing
• How do you use these services?
• Sales Tracker
• Sales Procedures

42. Password Management

43. Scheduling Meetings

44. Scheduling Meetings

45. Scheduling Meetings

46. Setup a Doodle Appointment
•
•
•
•
Sign in
Create poll
Invite others
Respond

47. Communication
Instant message
• Audio chat
• Video chat
• Screen sharing
One-on-one
Multi-person

48. Demo IM As A Business Tool
• Screen share
• Video Conference

49. Mobile Apps
• Specific to each mobile operating system:
– Apple App Store
– Google Play
– Windows Phone Store
– BlackBerry App World
• Some apps are free, others are not
• Downloaded
• Paid apps - generally a percentage, 20-30%, goes to
the distribution provider (such as iTunes)

50. Mobile Apps

51. Mobile Applications

52. Task Management/Planner

53. It Takes Seven Touches To Close A Deal
• How can you save time
and touch more people
quicker?
• Automate – Technology is
you friend
• Search and social OR
social in search

54. Meeting Tools

55. Start A Joinme Meeting
• Create
• Invite
• Join
• Tour GTM

56. Sales is Like Fishing
You can’t succeed unless you cast your line where the
fish are.
1973
2013

57. Keywords
Find traffic/keywords

58. iMovie
•
•
•
•
Create
Share
Upload to YouTube
Analytics

59. LinkedIn – Very Powerful Sales Tool
Jan 2013
• 200 Million Users
• 200 Countries
• Professional Social Network
LinkedIn is for business, period!

60. LinkedIn
Groups
• Find
• Join
• Start Discussion
Who’s creeping you?
Find People
• Advanced search

61. LinkedIn – Very Powerful Sales Tool
1. Complete your profile – 100%
2. Connect with everyone
3. Customize your websites
4. Tell people what you stand for
5. Recommend others
6. Join and participate in groups
7. Connect with Twitter
8. Ad company profile
9. Use applications
10. Optimize to rank - keywords
11. Bonus – Update often!!!!

62. Facebook

63. Schedule Content Effort

64. Everything Is Shared
Source: http://www.slideshare.net/kleinerperkins/kpcb-internet-trends-2013

65. SlideShare

67. Thank You!
Questions? Thank
you!
• Free 15-point online marketing audit
• Value $1,000
Brian Bluff
President & Co-Founder
Site-Seeker, Inc.
brianbluff@site-seeker.com
@BrianBluff
w: 315.732.9281 x 11
m: 315.525.5416
Code: SSIFAC