Winning New Business For Dummies

Chapter 4

Using Technology to Help

IN THIS CHAPTER

Discovering technology’s role in winning new business

Fitting technology into your company

Checking out tools for prospecting, presenting, and recording

Winning new business has evolved over the years, and that evolution has become more like a revolution in the information and technology age. You need to embrace change and look to take the best possible advantage of the opportunities offered by using technology in your new business role. For business owners, you need to adopt a top-down, driven approach to gain the maximum benefit from this seismic shift.

Technology comes with a word of warning, however: Don’t expect it to do the job of winning new business for you — it won’t. What it will do is massively assist you in being more productive and open up more and better-qualified opportunities. This comes at what some people may see as a cost, though, because when correctly applied, technology will also rapidly highlight problem areas and any weaknesses in your selling and qualification processes.

Creating the correct technology infrastructure ...