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When Google Maps launched its Beta version amid its I/O developer conference in May, Google puzzled its users by leaving out some of the most important features such as multipoint routing.  On the one hand, the new Google Maps for the desktop offers a new interface with vector-based map, higher quality images and personalization. For example, based on your usage and preference, Maps only highlights the streets, landmarks and local hot spots you need to know about.  On the other hand, Maps fans are frustrated that they cannot plan their multi point destinations trip, the strongest selling point Google…

15 Questions that Win New Customers “#4: What can you tell me about your priorities? #13 How will the funding for the project be justified? When you’re having a conversation (or series of  conversations) with a potential customer, work these questions into the dialogue. Once you’ve gotten answers, you’ll know exactly what you must do to turn the prospect into a customer.” How to Make a Meaningful Conversation? “Pause a moment to consider what you heard and have echoed back. Respond with a statement, story, or question that adds to the conversation and moves it closer to its point and…

Last time, we talked about how to choose the right sales mapping app and solve the “Traveling Salesman Problem”. Today, let’s talk about how to leverage your mapping software and enable your outside sales force to excel at what they do best - selling! Integrate it into the weekly sales team call.  Many sales teams use software like CRM and SFA systems to help organize and streamline their efforts, and mapping software can be another valuable tool.  Most of a field sales force’s activity happens while they are moving around, and the time they spend driving around is not productive time…

Most outside salespeople wake up in the morning with only a rough idea of how to make best use of their day. They have several customers they would like to visit, and perhaps some others along the way they do not know about, but may not have a good schedule planned out. This shortcoming ending up in either backtracking or simply running out of time. The fundamental lack of sales route planning leads to missed customer visits and lost opportunities. This problem has long been studied by mathematicians who know it as the “traveling salesman” problem. The problem calls…