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ProActive Selling, 2nd Edition by William Skip Miller

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CHAPTER 13

Using Technology to Sell

NEW TECHNOLOGIES in the past few years have significantly changed the way you are selling today—and technology-led productivity and sales enablement advances are likely to continue in the future.

Here are some of the trends you should be following:

1. Lead Generation: Lead generation tactics today include some benefit to the prospect, which is the way to get their attention. These benefits include:

a. Newsletters

b. Video e-mails

c. References

d. Attached marketing

e. Website chats

f. Links

There are numerous ways you as an individual sales person can use the Web to generate leads.

2. Video Selling: If you can iChat with your kids, why don’t you iChat with your customers? Salespeople are discovering the advantages ...

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