System and method of making sales calls

• US 20060047708A1
• Filed: 08/30/2005
• Published: 03/02/2006
• Est. Priority Date: 08/30/2004
• Status: Active Grant

• Current Assignee: Robert H. Howard
• Original Assignee: Robert H. Howard
• Inventors: Howard, Robert H.
• Granted Patent: US 8,185,429 B2
• Time in Patent Office: Days
• US Class Current: 1/1
• CPC Class Codes: G06F 40/18 of spreadsheets form-filling G06F40/174
• CPC Class Codes: G06Q 10/06 Resources, workflows, human or project management; Enterprise or organisation planning; Enterprise or organisation modelling
• CPC Class Codes: G06Q 10/06316 Sequencing of tasks or work
• CPC Class Codes: G06Q 10/0633 Workflow analysis
• CPC Class Codes: G06Q 99/00 Subject matter not provided for in other groups of this subclass

Abstract

A database navigation system simplifies the navigation and use of sales target information in a database. The salesperson, i.e., the user, begins navigating and using the database by logging into the secured system using a computer. Once logged in, the system displays a Leads Worksheet that lists the sales targets, or “suspect”, from the database assigned to that user and the name of a prospecting process, i.e., a prospecting cycle, that the user will follow with that target. The prospecting cycle comprises of several management-defined steps. Once the user creates a To-Do list of the targets to pursue that workday, the user goes to an Action Page. Here, the user completes the actions in the step of the prospecting cycle for each selected sales target using the tools provided. The system creates a log, i.e., a history, of the user'"'"'s actions including phone calls, e-mails, video transmissions, and the like as related to the target. The history of user interaction with target data creates metrics used by the salesperson and management to evaluate performance and generate performance reports. All the above is achieved by navigating two screens with a computer mouse and with no input of information (save the optional comment) into the database by the salesperson. Thereby, this essentially automates the “cold call” sales prospecting process.

Claims

1. A method of using a database navigation system for producing closure to selected targets in a database by recording a successful contact with the target, recycling the target within the database, or removing the target from the database, all by utilizing two main screens and a mouse, the method comprising the step of:

accessing a worksheet;

selecting targets from the worksheet;

accessing an action page displaying at least one selected target; and

achieving closure to the selected targets.

2. The method of claim 1 wherein the action page contains pre-defined steps for use in achieving closure to the selected target.

3. The method of claim 2 wherein the steps are part of a sales cycle assigned to the target.

4. The method of claim 2 wherein the accessing page includes pre-defined reactions to each step.

5. The method of claim 4 wherein the step is a first call, a second call, or a third call.

6. The method of claim 4 wherein the reaction to the step is left a voice mail, left no voice mail, had a conversation with the target, made an appointment with the target, returned a call and left a voice mail, returned a call and had a conversation with the target, or returned a call and made an appointment with the target.

7. The method of claim 1 wherein the action page includes a voice mail script that is read when leaving a voice mail for the target.

8. The method of claim 1 wherein the action page includes a conversation script that is read when leaving conversing with the target.

9. The method of claim 2 wherein the action page includes a pre-defined e-mail that is transmitted after a pre-defined step is executed.

10. The method of claim 9 wherein the e-mail contains an attachment.

11. The method of claim 10 wherein the attachment is a video clip.

12. The method of claim 9 wherein the transmittal of the e-mail can be delayed.

13. The method of claim 2 wherein once the pre-defined step is executed, the next selected target is displayed on the action screen.

14. A database navigation system for producing closure to selected targets in a database by recording a successful contact with the target, recycling the target within the database, or removing the target from the database, all by utilizing two main screens and a mouse, the database navigation system comprising:

a worksheet;

means for selecting targets from the worksheet;

an action page displaying at least one selected target; and

means for achieving closure to the selected targets.

15. The system of claim 14 wherein the action page contains pre-defined steps for use in achieving closure to the selected target.

16. The system of claim 15 wherein the steps are part of a sales cycle assigned to the target.

17. The system of claim 15 wherein the accessing page includes pre-defined reactions to each step.

18. The system of claim 15 wherein the step is a first call, a second call, or a third call.

19. The system of claim 15 wherein the reaction to the step is left a voice mail, left no voice mail, had a conversation with the target, made an appointment with the target, returned a call and left a voice mail, returned a call and had a conversation with the target, or returned a call and made an appointment with the target.

20. The system of claim 15 wherein once the pre-defined step is executed, the next selected target is displayed on the action screen.