Welcome to Todays Webinar Technology Strategies that Support the 5 Steps in the Sales Process A Webinar in the EcSELL Institute series of "Drivers that.

Welcome to Today’s Webinar

Technology Strategies that Support the 5 Steps in the Sales Process

 A Webinar in the EcSELL Institute series of

"Drivers that Maximize Productivity in Sales Management”

Today’s Presenters

Joseph KnechtJoseph KnechtManaging Director, Managing Director, Vipa SolutionsVipa Solutions

Today’s Presenters

Bill EckstromBill EckstromFounder, PresidentFounder, PresidentEcSELL InstituteEcSELL Institute

The EcSELL Institute is an exclusive community of Sales Managers, all of who are committed to learning and improvement. We offer professional development specificto sales management. Benefits:

- stay current- stay in control- save time and energy- learn effectively- locate information quickly, with ease- feel confident, eliminate guess work

www.ecsellinstitute.com 402-261-6948

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The 6 PillarsThe 6 PillarsIt is how one leads and manages that will ultimately It is how one leads and manages that will ultimately

affect the success within each Pillaraffect the success within each Pillar

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““The productivity of your team is a reflectionThe productivity of your team is a reflectionof the way your Sales Managers lead and manage of the way your Sales Managers lead and manage the 6 Pillars.”the 6 Pillars.”

Bill EckstromBill EckstromFounder, PresidentFounder, PresidentEcSELL InstituteEcSELL Institute

Introductions Who’s on the call – Why Me?

– Joseph E. Knecht - Vipa Solutions– Over 10 years in leveraging interactive technology– Manage national sales team

Webinar Goal Explore ideas to improve your organizations interactive strategy for sales and lead

management:

– Current Environment– Industry Trends

• Prospecting New Clients• Qualifying New Leads• Proposal Process• Closing• Client Relationship Management

– Planning and Execution

Introductions

Why?

Companies have moved from traditional print media and advertising to web services for information and sales growth

– Corporate Website Growth – Internet Search (techcrunchies.com)

• 251,735,500 online in North America• In April 2000, there were around 15.6 million sites. By January 2008, this number had grown to 15

5.5 million. • In the last one month alone, the web grew by 354,000 sites.

– Social Media Growth - Facebook fastest growing segment is those 35 years old and older a true trend for future marketing.

– Segmentation Growth - Pew Internet & American Life Project1, forty-five percent of American seniors are using the internet. Seniors tend to use the internet mostly for email but also access the web for investment information, health research, news, travel reservations, and other research of interest.

– Optimization - Efficient processes and technology to manage opportunities

– Adoption – People are embracing new technologies

"I think there is a world market for maybe five computers."- Thomas Watson, chairman of IBM, 1943

Environment

Trends– Data Access (Industry Data)– Corporate Online Forms– Email sign up– Social Networks– Digital Contests/Promotions– Refer Programs

Technology – Corporate Websites– LinkedIn– JigSaw– NexisLexis– Facebook– College Career Centers

Industry Trends - Prospecting

SamplesSpongeTech – Email Form

Jigsaw

Anderson Partners – Survey

Runza Contests

MyLifeisTough

agencyShift

Google Maps

Trends– Public relations vehicle

– Client success stories

– Company features

– New product or services information

– Award notices

– Sales Kits (Co-branded Materials)

– Channel Support

Technology – WebEx – Go-to-Meeting

– Twitter – RSS

– Digg

– Interactive Technologies

– Facebook

– Channel Extranets

Industry Trends – Pre Sales Process

SamplesNewsletters

Extranet (Channel Support)

Twitter

RSS

ProfNet – Help a Writer

Trends– Integrated Systems (Processes)– Digital Signatures– Proposal Libraries– Automated Contract Systems– TCO Calculators

Technology– CRM– Skype– Iron Mountain– Discovery Phase – Needs Analysis– Demo Process – WebEx

Industry Trends – Proposal/Closing

SamplesProposal Library

Needs Analysis Process

Digital Signatures

Trends– Deeper and Wider– Industry news – Product or service updates – News and information – Support updates– Referral opportunities – Client community feedback/surveying – Webinars– Trainings– Consumption – promotion/couponing

Technology– CRM – Salesforce– Corporate Sites– RSS– Resource Portals– WebEx – Go-to-Meeting– Social Media – Twitter etc..

Industry Trends – Client Management

SamplesTargeted Newsletters

Extranet – Dealer Network

Twitter - Updates

Online Trainings

Refer A Lead

Planning:

– Challenge: What goals are you trying to achieve with your new form of lead generation and technology?

– Research: Understand your customer & technology

– Ideas: Created to meet the challenges/opportunities

– Planning: define the "how" based on your plan, social media plays a role (primary, secondary)

– Execution/Metrics: Measure success of your interactive/social media investment

Strategy 101 - Planning

Web 2.0 – Technologies and Solutions Corporate Sites Blogging Member Profiles Message Boards - BBS Podcasting PURLS (Personal URLS) User Driven Content

– Article Comments– Form-based submissions

Viral marketing contests Voting and point systems Gaming SMS – messaging through websites

"I have travelled the length and breadth of this country and talked with the best people, and I can assure you that data

processing is a fad that won't last out the year."

- The editor in charge of business books for Prentice-Hall, 1957

Integration with Business Processes

Data ------) Information ------) Knowledge

Value Generation Conversion Rate Integrating data collection into sales processes Streamline business processes Reduce response times Increase sales through integrated messaging processes Use data to drive website growth and success Effectively manage statuses and communication on data and processes

Summary

Integrated strategy for lead management Integrated mix of tools and sources Benchmark through time based initiatives Continuous improvement and review Multiple small improvements – lead to results Sales team buy-in through results and examples Adopt different strategies per client type Metrics Rinse and Repeat

Contact Information

Joseph E. Knecht

Vipa Solutions

Email: [email protected]

Website: www.vipasolutions.com

Phone: 402-420-5022 ext. 111

Links:

– Vipa Solutions – www.vipasolutions.com – agencyShift: www.agencyshift.com – JigSaw – www.jigsaw.com– Facebook – www.facebook.com – ProBlogger:

http://www.problogger.net/archives/2009/01/31/web-site-and-social-media-metrics-you-should-monitor/

– FeedBurner:https://www.google.com/accounts/ServiceLogin?service=feedburner&continue=http%3A%2F%2Ffeedburner.google.com%2Ffb%2Fa%2Fmyfeeds

– MyVenturePad: http://myventurepad.com/MVP/ – Metric Tools: Radian6 - Techrigy - Scout Labs – TrueVoice– Gallup: www.gallup.com – Digg: www.digg.com– Twitter: www.twitter.com

Resources

– http://www.spongetechinc.com/investor/email_alerts– http://www.runza.com/runzatic – http://www.jigsaw.com/FreeTextSearch.xhtml?opCode=search&autoSuggested=t

rue&freeText=Bill+Eckstrom&go.x=0&go.y=0

– Maps.google.com (Marketing: Lincoln NE) – https://www.mylifeistough.com/ – http://www.agencyshift.com/ – http://twitter.com/vipasolutions– https://www.gteind.com/sales_rep/account/login?ret=%2Fsales_rep%2Fwelcome– http://www.vipasolutions.com/– http://www.facebook.com/pages/Lincoln-NE/Vipa-Solutions/68385227508

Demo Site Links

Send us your specific question or current challenge,

we will answer it and/or help you find a solution!Bill Eckstrom, Founder & President

EcSELL Institute [email protected]

Joseph Knecht, VIPA [email protected]

OCTOBER WEBINAR:Wednesday, October 21, 200910:00am PST / 12:00noon CST / 1:00pm EST

TOPIC: 4 Sales Tactics You Must Adjust to Successfully Sell to the 3 Different Generations of B2B Buyers

INSTRUCTOR: Dr. David Brookmire, leading researcher inGenerational trends

THANK YOU FOR JOINING US TODAY!

EcSELL Institutewww.ecsellinstitute.com

402-261-6948

[email protected] 

Professional development specific to sales management