September 28, 2006

News & Opinion: Johnny's tools

By: Dylan Schleicher @ 8:48 PM – Filed under: Big Ideas & New Perspectives

Finally the smartest thing Johnny said to me was he wanted to develop a set of sales tools that would capture information, assess value and present solutions --and then package them to use in a successful, repeatable sales process. I guess there is hope for him. He really needs to enlist marketing to help him. I reminded Johnny how important it is to use sales tools for what they were designed to do. Sales tools will help drive a sales process write that down Johnny!
Speaking of sales tools I am a huge fan of - I love these guys, they provide us with what my friend Jill Konrath calls triggering events. In case you dont know what that means, it is basically an event that occurs in a company that can spawn interest in your products and services. For example, an IPO, or infusion of VC are pretty good triggering events. So check them out, it is a great web site. Speaking of great web sites, you may want to check out the resource guide on The resource guide breaks down sales tools by books, CRM tools, ROI tools, Proposal tools, Research tools and a whole bunch more.

About Dylan Schleicher

Dylan Schleicher has been a part of the 800-CEO-READ claque since 2003. Even though he's stayed on at the company, he has not stayed put. After beginning in shipping & receiving, he joined customer service and accounting before moving into his current, highly elliptical orbit of duties overseeing the ChangeThis and In the Books websites, the company's annual review of books and in-house design. He lives with his wife and two children in the Washington Heights neighborhood on Milwaukee's West Side.