Using Technology to Sell: Tactics to Ratchet Up Results: London, Jonathan, Lucas, Martin: 9781430239338: Amazon.com: Books

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Using Technology to Sell: Tactics to Ratchet Up Results 1st ed. Edition

by Jonathan London (Author), Martin Lucas (Author)

3.0 10 ratings

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"Using Technology to Sell is filled with practical, effective techniques to sell more by leveraging the plethora of tools and information in today’s world. By applying these principles, you'll open more doors, increase your productivity, speed up decisions, and close more deals."

--Jill Konrath, author of SNAP Selling and Selling to Big Companies

Using Technology to Sell: Tactics to Ratchet Up Results shows salespeople and sales managers the most effective ways to leverage a variety of technologies to increase sales and gain more customers. Topics include making the most of cloud-based customer relationship management software, putting social media to the best use, presenting on three continents simultaneously through advanced video conferencing, using advanced techniques to gain an information edge over competitors, and much more.

As this book shows, while the sales process will remain pretty much the same from now until the end of time, technology used properly can increase sales power at every step of the cycle. Technology, in the right hands, is a strategic weapon and a competitive differentiation tool that can dramatically improve close rates, deal size, efficiency, total sales, and much more. Using Technology to Sell will show you how to:

Expand your market through the use of technology.
Employ software-as-a-service (SaaS) applications to keep track of customers, stay organized, present, and sell more systematically.
Use social media to increase sales.
Maintain the personal element in a world wired with technology.
Use the best sales methodology and integrate each step with technology.
Overcome any aversion to using technology to sell.
Avoid the trap of overuse or dependency on technology.

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ISBN-10

1430239336
ISBN-13

978-1430239338
Edition

1st ed.
Publisher

Apress
Publication date

August 15, 2012
Language

English
Dimensions

5.98 x 0.78 x 9.02 inches
Print length

350 pages
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Serge J. Van Steenkiste

How to Better Leverage Technology in One's Sales Endeavors

Reviewed in the United States on November 24, 2012

Verified Purchase

Jonathan London and Martin Lucas clearly show how technology can be used to better support the sales process at its different stages. Chapter 2: What Hasn't Changed, Chapter 5: Using Social Media to Sell, and Chapter 6: Using Technology at Each Stage of the Sale, are noteworthy. The book under review is at times repetitive. Chapter 3: Foundation: The Sale Process overlaps to a large extent with Chapter 6: Using Technology at Each Stage of the Sale. Furthermore, too many examples come from the respective businesses of Messrs. London and Lucas. In summary, the book "Using Technology to Sell" gives its readers some nice tips about how to make a better use of technology in the sales process.

One person found this helpful

This book can help improve sales

Reviewed in the United States on October 24, 2012

There is a lot of good information and advice in this book. Too many salespeople don't understand the basics of technology and the book seems to cover them nicely. There is plenty for the intermediate user as well.

On first pass, I found almost too much information in a somewhat dense presentation format. I don't see this book as one someone would read from front to back, although it seems to have been written to be read that way. I might have liked more of a reference book format. Having said that, readers can use the book to gain important insights and knowledge that can help improve sales.

If you're in sales and your scratching your head about how to leverage technology, invest in this book.

One person found this helpful

A treasure trove of time-tested advice and sales wisdom

Reviewed in the United States on September 29, 2012

Written in a direct conversational tone, London and Lucas have crafted a toolbox for sales reps and managers alike.

The authors provide an excellent foundation by discussing that while technology continues to bring us new ways to communicate and analyze, certain human traits are constant and need to be considered and adapted to as part of any successful selling methodology. No new shiny technology can change why and how people make buying decisions.

The reader is then presented with dozens and dozens of examples of buyer behavior patterns, personality charts; tables and templates to use before, during and after sales calls; and perhaps most importantly, sound sales advice (planning, delivery, objection handling and follow-up) gleaned from decades of sales experience.

Different in this particular sales book is that it specifically refers to a plethora of current technology trends and internet resources. The authors admit early on that technology is changing much faster than what print can keep up with. Even so, this book successfully offers hundreds of current examples and resources that good sales people will go to for more information. If you like to see data in lists and tables this book has plenty to offer. It also includes plenty of pictures used when needed to accentuate content. And of value to the up and coming sales rep, there are plenty of sample call scripts, emails and objection/response scenarios to help get you started.

My elevator pitch for this book: "More than 300 pages of time-tested yet current sales mentoring, tactics and tools that can help sales reps and managers be more successful. This is not a single method book, it is a collection, a treasure trove of sound advice that includes the latest technical and social media trends." (As an aside, I've been working in IT for 20+ years and attended London's training years ago. I truly believe you will find this book useful and encourage you to reach out to London's company Improved Performance Group if you want to help your sales teams become more successful.)

One person found this helpful

Effective advice for today's salesperson

Reviewed in the United States on October 5, 2012

Practical, down-to-earth, and very readable advice for sales professionals. Lots of useful information, examples, and exercises. My only concern about this book is its length. It could be more concise: 339 pages is probably 1/3 longer than it needs to be. Yet some readers could find the extra material of benefit. I'd recommend this book to anyone who might benefit from using technology to sell, as well as anyone who could use a refresher in basic selling skills.

Karl D. Chambers

Solid tools for a changing sales environment

Reviewed in the United States on October 17, 2012

I have known and worked with Jon London for over ten years. If there's anything he loves more than selling, it is training sales professionals to greatly improve their selling efforts and profitability. Jonathan is intense about sharing his sales skills because he knows what works. I have never seen any obstacle daunt him. If he can't get around or over it, he will go through it and make an even more profitable sale on the other side.

His latest book is a power-packed combination of learning how to use the new technological tools (which are always changing) and how to enhance your understanding of unchanging human nature. Along the way, he adds his own tools developed and battle-tested during years of field work. This unique mix is one reason this book will remain current for years to come.

As London says:

"Human behavior is also still pretty much the same, although it does seem that there is often less consideration and respect given to salespeople. Respect has always been a scarce commodity. People still:
* Make decisions based on what they want to achieve and what they want to avoid.
* Need to feel comfortable and trust the people or company they are buying from.
* Want to get a good deal or value.
* Rely on others to help them with their decisions.
* Want you to react to them and answer their questions.
* Make decisions based on referrals, quality, convenience, reliability, support, reputation, ease of doing business, safety and security, price, etc."

With this book in hand you will be able to add imaginative and flexible technological tools to your sales kit, as well as prepare yourself to deal effectively with the human resistance that every sales professional encounters during every sales call. But be warned: In the end, after you earn more money for yourself and your organization, you might have to buy better clothes.

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