Sales automation can mean many things to different people. At one end of the spectrum, it
may mean replacing the manual typewriter with a computer and word processing program. At
the other end, it may mean a complete executive information system tying all parts of the
organization into the sales process, with all the right information at everyone’s
fingertips. This column will discuss various aspects of sales force automation and show
you ways to improve your sales efforts. We will start by discussing the basics of using
your computer as a fax machine.
The fax has become a major means of communication. Technology makes it very easy, and it’s cheaper and much quicker than sending a letter. It takes about one minute (and $.20, depending on your long distance carrier) to send a one-page fax, compared to a $.32 stamp, plus the cost of stationery. The fax will also get where it’s going today and will generally be read immediately.
To fax directly from your computer, you need a fax/modem (many are available for about $100, but if you want to do a lot of graphics, look to the more expensive ones at $250-300) and a good fax program such as Delrina WinFax or your contact management program.
Once the fax software is set up, you can customize your cover page, merging in graphics such as company logos, signatures, or whatever you wish. Fax programs also make it possible to send additional pages such as scanned-in product data sheets.
To send the fax, it’s as simple as putting in the fax number and telling it to send. Many Windows-based word processors support faxing as they do printing; you select the "fax printer" and the document goes out. The software allows you to maintain a phone book of names and numbers. This enables "broadcast faxing," sending the same fax to many people. To tell your top 100 customers about a new product or service, highlight them in the list, tell the software to send, and you are communicating to all of them just that easily. You can also delay transmission until after 11p.m. to capitalize on cheaper phone rates.
Most contact managers, sales tracking programs, or personal information managers already have faxing built in. Watch for later articles on the other benefits these types of programs can bring to your sales efforts.
Back to main page.Fill out our on-line form if you have questions or comments.
Copyright © 2005 Enterprise Automation Group. All rights reserved. AccuMagic is a pending
trademark of the Enterprise Automation Group. All other products are trademarks or
registered trademarks of their respective companies.
Last modified
April 04, 2005