You NEED a Sales Process Media (SPM) system. See last week’s post for why.
(In a nutshell, Since no sales professional in the universe has time to get everything done, every sales professional needs a digital assistant to help deliver the right, relevant knowledge to the right customers at exactly the right time. That’s what an SPM system does.)
It’s easy to understand why a digital assistant that delivers knowledge to customers in digital form is essential. Actually building and using such a system is not so easy. (Sorry to sound like Mom, but just because it’s not easy does NOT change the fact that it’s essential!)
Now for some good news!
The basic, “starter-set” platform for a Sales Process Media System is really pretty straightforward, simple and inexpensive. Here are the three basic parts:
- A blog
- An e-mail system with distribution list capability
- A means to create and publish Landing Pages
A means to create and distribute “Mini-Series” courses on specific topics is also considered by some to part of an SPM starter set. Personally, I see that as part of “stage 2” since it requires Content Harvesting. (Sign up for a Content Harvesting Mini-Series right here.)
Back to the issues at hand. You’re responsible for selling. If you have some tech help for setting up the following, great! If not, well… a bite at a time is not that hard! Either way, get to it and acquire a platform consisting of:
- CRM System: To manage who you’re targeting with your SPM System.
- Web Site: Your fundamental “distribution system” for all the knowledge your customers need.
- * E-mail: You already know why e-mail is essential.
- E-mail Campaign Manager: Most e-mail systems have at least distribution list capability, as do most CRM systems. A Mini-Series/Automation function comes with tools like MailChimp.
- RSS Reader: You need to consume TONS of content so you can feed the best, most relevant bits of it to customers. Feedly is a good one.
- * Blog: Think of it as the holder for short bits of highly focused, highly valuable content. Ideally each member of the sales team will have a personal blog. Don’t worry if it takes a while, even a long while, to get there…
- * Landing Pages: Highly focused, single-purpose, standalone web pages, each with a very clear Call-To-Action!
- Document Sharing System: Go read about how document sharing works on Google Drive. If you’ve ever shared and helped update multiple versions of a proposal or spreadsheet or other document with multiple people via e-mail, you-will-love-it!
- Wiki: Ditto the above for large collections of data, information and knowledge. Try Google Sites.
- Screen-Sharing, VOIP Meeting Tool: You can’t always be there face-to-face, so go with the next best thing via something like Skype or GoToMeeting.
- Analytics Engine: Measurement and use of statistics for web site traffic, lead quality, conversion rates and a host of other SEO-ish stuff is essential
…and a few more tools for the toolbox:
- Social Media
Sounds like a lot of work and it is. But do you or any member of your sales team have enough hours in the day to get it all done? How can you survive without a digital assistant to deliver the right digital knowledge to the right customer at the right time all the time? Get to it!