Carpenters use hammers and tape measures. Hairstylists use scissors and combs. Sales people need tools, too. These often include:

• Proposal templates
• ROI modeling
• Call planning templates
• Buyer process maps
• Forecasting and call reports
• Knowledge database portals
• Demo support personnel

“The presentations, demonstrations, and ROI analysis illustrations that you created for us are the best our organization has ever seen.”

Akzo Nobel Coatings Inc.
Bert van Duinkerken, Manager

Beyond these are many options for technology sales tools that include:

• CRM (Customer Relationship Management) like Salesforce.com, Siebel, SalesLogix, etc.
• Office productivity tools like Excel, Word and PowerPoint from Microsoft
• Mobile tools like Blackberries and notebook computers synchronized with Microsoft Exchange Server.

Sales Operations ensures that each Sales team member has the right technology sales tools, including CRM tools, and knows how the use them productively.

“…our sales executives integrated the buying stages we identified into our Act! database… We decided our first priority was to institute a drip marketing program, and that has been going well. It helps us maintain frequent contact and a top of mind awareness with our universe of customers and prospects, with little energy spent on the part of our sales executives. Now our sales people can handle more relationships and yet stay closer to customers and prospects than ever before.”

Apex Analytics
Michael Lustig, Chief Executive Officer

In 1986 I programmed my first Customer Relationship Management system myself during Christmas break using a DOS-based program called Q&A, because my employer didn’t know how. It quickly paid off, enabling me to win personal sales awards and, later, awards for the top-producing branch office (after my promotion to branch sales manager in 1988).

Technology sales tools (like this website) can provide significant competitive advantage by raising sales productivity.

I not only value the application of technology tools to improve sales productivity, but I’ve sold technology throughout most of my sales career. Pick up a copy of my resume below, and you’ll see some of the technology companies I’ve worked with and for. Then, give me a call at 770-271-7719 in Atlanta, Georgia (or click the Priority Email link on the top of the right sidebar), and let’s talk about making your sales organization more productive.

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