I was watching a documentary on World War 1 the other day and it was discussing the advances in technology and the impact those advances had on the war itself. One of those advances was the machine gun - it was introduced early in the war and even with this new opponent soldiers were still ordered to perform the same maneuvers as prior to its use. The results - millions of young men died almost needlessly.
Another invention was the tank - it was designed to overcome the problems the machine gun was causing, and it would have, however the generals and leaders of the day didn't like this new concept and didn't understand it fully so it sat in a warehouse somewhere unused until the very end of the war.
Lesson - Business is a war. Are your people still using outdated methods, ineffective methods or are they finding ways to utilize technology to their benefit. As the leader of a company are you taking advantage of new systems and tools that might help your people perform? are your competitors gunning your people down on the field without so much as a chance of success?
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3 comments:
What a great analogy! How many salespeople have ONLY way to prospect? Only cold calls to a list? Only work trade show leads? Only work referrals from existing customers (when they get them)? How many salespeople don't have any on-line presence? Don't use LinkedIn, Plaxo, Facebook, Twitter, or anu of the guzillion other business/social online tools? How many have never read, commented on, or posted to a blog? How many have never read the business pages of the newspaper or the local business magazine? How many have never gone to a networking event? How many have never walked in cold? or called cold? Makes you think if salespeople, managers and business owners are getting what they deserve.
Sales used to get leads from trade shows, but their success is declining fast (http://bit.ly/2v5S6q): thus less leads.
As the search engines have turned the Internet into a 24/7 worldwide trade show, your potential customers are on your website.
You need to know who visits your website.
The problem is that only 2 to 3% will ever register online or contact you. Thus 97% of all your website visitors remain unknown. (Lost!)
Using a website visitor identification service will solve this, as it reveals the company name of the visitors and their interest.
This allows you to:
- Qualify the visiting companies as leads
- Cold call on "warm" companies
Try for free: http://bit.ly/rHGt
i just got back from a business trip where i implemented a new client on our CRM and dialer package. they are a call center of 90 users. previously they were doing everything with paper and manually dialing. Technology is going to change their world.
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