Sales Efficiency - Has Google Provided Us With the Golden Egg?

Posted by Dave Kurlan on Wed, Sep 10, 2014 @ 10:09 AM

It's 6 AM and we need to plan our day.  Oh boy.

There are 87 emails that came in since 6PM yesterday, 2 internal meetings, 3 external meetings, 5 phone meetings and 14 items on the to-do list that must be completed today, including proposals, follow ups, job offers and CRM updates.  Whew!

Does that sound like you and your typical day?

With all of the demands on our time, it's more important than ever that we become more efficient.  Some of that can be accomplished through the use of tools, but as with all automation, if you don't have a good manual process, the automated process probably won't help.

If you or your salespeople sell in a territory and you use an Android phone, or an IOS phone with Google Search, then Google tracks your every move.  Just go to https://www.google.com/settings/dashboard and click on location history and you'll see what I mean.  Creepy, right?  But their "Big Brother is watching you every single minute of the day and tracking every single place you go as well as when you go there" thing can be put to good use.  Click on the days in the calendar to see exactly where you traveled and when you traveled on that day.   
google dashboard
 Does it look efficient to you?  Could it be more efficient?

Another important tool for efficiency isn't really a tool, as much as it's an important feature on your tools and that's syncing.  You must be able to find exactly what you need, when you need it.  That goes for files, tasks, events, notes, websites and pages you frequently work with.  So here is my list of suggested applications, tools and services that meet my syncing and always available criteria:

  • Chrome Browser -With Google's free browser, your bookmarks, browsing history and favorite sites are synced across all of your devices so regardless of whether it's from your desktop, tablet, phone, or laptop, you have access to exactly the same information.  Two things make this work very efficiently.  The first is when you make liberal use of organized bookmarks like this:
    bookmarksThat eliminates typing in the URL's of any sites you visit; the second is a plug-in for Chrome called LastPass, which stores and enters your passwords and then automatically logs you in to each site you visit.  Boy, do these two things save a ton of time!
  • Wunderlist - a free to-do-list application does lists and tasks the way they were meant to be.  Your lists can have sub-lists that can be shared, you can add notes, customize the interface, and it syncs in real-time across every device.  It won't matter where you are, when you are there, or which device you are using, you will know and be able to edit exactly what it is you need to do.  
  • Calendar - If you use Google Calendar, then your calendar can sync across all of your devices too by using the IPad and IPhone application, Calendars, by Readdle.  And the Mac can access the Google Calendar via your browser or with the CalendarPro application from the Mac Store.  As with Wunderlist, you'll always know.
  • DropBox - My favorite file storage application for all the reasons we've been discussing here.  Quick, easy, and secure, with the ability to share specific files with others.
  • Postwire - Awesome platform for easily sharing specific content with customers, prospects and others.
  • Membrain - My all-time favorite Pipeline Management/CRM application.  Live in it.
  • Wistia and YouTube - You need video!  And the video must be served from a high-end video server like Wistia, or  for the masses, a search engine like YouTube. 
  • ToutApp - For excellent email template sharing, mail groups, and email marketing along with live email tracking.
  • Zoom Conferencing - For very easy, fast, video conferencing for up to 4 participants, Zoom Conferencing is very tough to beat and you can record some very good, quick video using the service while you're at it.

The world we live in calls for a more organized, efficient approach to selling and I hope that the tools I shared with you today will help you to optimize your approach to selling and sales.

Topics: Dave Kurlan, postwire, membrain, sales tools, toutapp, wunderlist, google calendar, dropbox, zoom conferencing

Email for the Sales Force - How it Should be Used

Posted by Dave Kurlan on Mon, Mar 11, 2013 @ 08:03 AM


emailIf you're anything like me, you get 300 emails a day and there simply isn't time to respond to it all during office hours.  That is one of the reasons why working hours often begin in the wee hours of the morning and don't end until the late night television shows are over.  

Email does not replace phone conversations, but it is a terrific tool for reaching many people with the same message.  Email is not engagement, but it is great for confirmations, sharing agendas, confirming details, sending qualified quotes and proposals at a specified time, asking a quick follow-up question, and providing a link to a testimonial, product feature, sample, form, resource or reference.

These days it has become very difficult to reach people by phone.  One upside of email is that  that it provides a non-threatening alternative to reaching your contact.  When you have the ability to send an email from Outlook and see whether it gets opened and read, it helps to explain why your calls aren't being returned.  If they open and read it but don't respond, or they don't even open it, their message to you is the same as the one they sent when they didn't return your voice mail message either.  Message:  

  • You are unimportant.  
  • You aren't adding value.  
  • You aren't helping me.  
  • You are wasting my time.  
  • I don't want to do business with you.

You are being passively rejected but at least you know where you stand!

On the downside, for sales teams and salespeople, especially those who are less socially inclined, it has become all too easy to hide behind email and avoid the phone.

Why are we talking about email?

describe the image
I have been using 
ToutApp for about a month and love it so much that I have shared it with my teams at both Objective Management Group and Kurlan & Associates.  ToutApp has been an unbelievable productivity tool, helping me manage email templates, multiple recipient groups and email tracking with ease.  For instance, I know from its dashboard that I recently used 5 different templates to email 91 people and can see, in real time, who has opened, viewed and clicked a link in those emails.  


Tout Live FeedI was able to share my templates across my team for consistency, respond to individual incoming emails in Outlook by simply clicking the appropriate template, and track whether my responses from Outlook were being opened and read.  Add the fact that ToutApp is a plug-in for both Outlook and Gmail and it becomes a must-have for the proactive sales team.  

It's never to late to get your salespeople using email in the most intelligent, efficient and effective way. 

Email me and let me know what you think!

Topics: Dave Kurlan, selling via email, email as a sales tool, toutapp

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Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

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