I admit it; I’m a tech geek. No, I don’t do the coding thing, but I can navigate my way around most technology platforms pretty quickly. Tinkering and learning what makes things tick is in my blood. I give credit to my dad for that one. He was the fixer upper type and prided himself on getting his hands dirty.
Lucky for me, I serendipitously fell into a career selling technology solutions, and I absolutely loved it. Today, it is no accident that I work with sales teams to teach them the fine art of social selling. Given that buyers are harder to reach, all sellers today must integrate relationship building activities that lead to sales opportunities through the power of social channels. Fight it all you want, but this is the world we live in today. It is a mashup of online AND offline sales activities that start you on the path to closed deals. However, online activities may get you in the door, and what really counts is what happens when you get there.
So, in the spirit of loving technology and how it can benefit all of us in sales, here are my 3 pics for this week.
I believe the use of video in selling is still a largely untapped market. I know I’m more likely to pay attention to a short, focused video that engages me with something relevant that I care about versus reading another boring email. Notice I said “engages me” not “pitches me”.
I was introduced to Karl Ortmanns by Eric Mitchell. Eric had mentioned Vidyard during the weekly @SocialHangout, which is a lively Google Hangout/Tweet chat that he hosts along with Kevin Thomas Tully and Jack Kosakowski. Karl and I had the chance to talk last week and he walked me through their platform. Impressive. Sending someone a video is one thing, but how do you know if and when they watched it? Vidyard shows you how viewers interact with your videos. This means you can continuously improve your engagement strategy based on measurable results. Salespeople using Salesforce as their CRM, are able to see the video’s each of their contact watches from within the CRM and can track how long the prospect paid attention. With detailed viewer analytics and engagement data, sellers will know when the time is right to suggest a sales meeting. Vidyard offers solutions for marketing, sales and corporate communications.
Another great app that I heard about from Eric, Kevin Thomas and Jack, and this one is not going to make printers happy. This app completely does away with the notion of printing and carrying business cards. And, how many times have you found yourself in a situation where you didn’t have a business card to hand out? It’s happened to me.
Available for iOS and Android and soon for Windows phones, InigoApp changes up the way you think about business cards. With the app, I easily created and customized a cool business card that I can share on the spot with someone I meet through email and text, and I can also share my card with my various social channels if I care to. With all the ways that someone can connect with you made incredibly easy, there is a much higher likelihood that they will. With one click, someone can easily follow me on Twitter, connect with me on LinkedIn, drop me an email or call me. Brilliant!
Email isn’t going away anytime soon, and sending email to prospective buyers is still a strategy used by thousands and thousands of salespeople. The challenge is in knowing if the email is not only getting to the person intended, but you need to know if anyone actually opened it.
Imagine being able to time your follow up based on knowing when your prospect opened your message, the attachment you sent; i.e. proposal, clicked on a link or viewed your presentation. You can also leverage email templates that other sales team members may have created that are being opened more often. Yesware works with Outlook and Gmail and integrates with Salesforce.
If you want to learn more, you can visit the Yesware website, or reach out to Dakota McKenzie and tell him I sent you! By the way, Dakota was paying attention online when Yesware was mentioned in a sales tweet chat I participated in last week. Seeing that I had in interest in learning more about the platform, he connected with me. That’s how it’s done peeps!