System and method of making sales calls
First Claim
1. A method of using a database navigation system on a server computer for producing closure to selected sales targets in a sales database by recording a successful contact with the target, recycling the target within database, or removing the target from the database, all by utilizing two main screens and a mouse, the method comprising the steps of:
- providing a database navigation system including a database on a server computer having at least one computer processor and at least one remote computer with software operational thereon providing access to the a database through a network, the remote computer including an input/output device and display screens interactive therewith;
the database navigation system using the at least one computer processor to generate a navigable worksheet from the database;
the database navigation system providing access to the worksheet for at least one salesperson user;
the navigable worksheet including at least one active target customer for a sale assigned to the salesperson user;
the navigation system displaying the at least one active target customer;
the database navigation system allowing the user to select sales targets from the worksheet;
the system automatically creating a to-do list based on the targets selected by the user and an action page displaying the first active target on the user'"'"'s to-do list;
on the action page, the system displaying a recommended step in a prospecting cycle for the target;
the database navigation system providing the user the ability to stop the progression of the pursuit process at the current step;
the database navigation system generating steps for achieving closure of a sale to a customer following the pursuit of the selected targets, the steps being generated by the at least one computer processor based upon actions for conducting sales;
the system receiving user inputs regarding selected and/or completed steps;
the system recording any user comments and reactions to any phone calls;
the system running automated actions, and updating the target'"'"'s information in the system'"'"'s database;
the system automatically generating the next steps in the target'"'"'s prospecting cycle;
the system determining if the to-do list is completed;
if the to-do list is completed, the system displaying each active or current target assigned to the user;
if the to-do list is not completed, the system activating the next target in the to-do list and the action page displaying the newly-activated target.
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Accused Products
Abstract
A database navigation system for navigation and use of sales target information in a database, wherein a salesperson navigates the database by logging into the secured system. Once logged in, the system displays a Leads Worksheet that lists the sales targets from the database assigned to that user and the name of a prospecting cycle that the user will follow with that target. The prospecting cycle includes several management-defined steps, which actions the user completes using the tools provided. The history of user interaction with target data creates metrics used by the salesperson and management to evaluate performance and generate performance reports. The database navigation system is essentially an automated “cold call” sales prospecting process.
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Citations
24 Claims
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1. A method of using a database navigation system on a server computer for producing closure to selected sales targets in a sales database by recording a successful contact with the target, recycling the target within database, or removing the target from the database, all by utilizing two main screens and a mouse, the method comprising the steps of:
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providing a database navigation system including a database on a server computer having at least one computer processor and at least one remote computer with software operational thereon providing access to the a database through a network, the remote computer including an input/output device and display screens interactive therewith; the database navigation system using the at least one computer processor to generate a navigable worksheet from the database; the database navigation system providing access to the worksheet for at least one salesperson user; the navigable worksheet including at least one active target customer for a sale assigned to the salesperson user; the navigation system displaying the at least one active target customer; the database navigation system allowing the user to select sales targets from the worksheet; the system automatically creating a to-do list based on the targets selected by the user and an action page displaying the first active target on the user'"'"'s to-do list; on the action page, the system displaying a recommended step in a prospecting cycle for the target; the database navigation system providing the user the ability to stop the progression of the pursuit process at the current step; the database navigation system generating steps for achieving closure of a sale to a customer following the pursuit of the selected targets, the steps being generated by the at least one computer processor based upon actions for conducting sales; the system receiving user inputs regarding selected and/or completed steps; the system recording any user comments and reactions to any phone calls; the system running automated actions, and updating the target'"'"'s information in the system'"'"'s database; the system automatically generating the next steps in the target'"'"'s prospecting cycle; the system determining if the to-do list is completed;
if the to-do list is completed, the system displaying each active or current target assigned to the user;
if the to-do list is not completed, the system activating the next target in the to-do list and the action page displaying the newly-activated target. - View Dependent Claims (2, 3, 4, 5, 6, 7, 8, 9, 10, 11, 12, 13, 21, 22)
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14. A database navigation system for producing closure to selected sales 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:
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a database navigation system including a database executed on a server computer having at least one computer processor and at least one remote computer with software operational thereon providing access to the a database through a network, the remote computer including an input/output device and display screens interactive therewith; a worksheet generated by the at least one computer processor from the database, and the system providing target selection options that are selectable by a salesperson user accessing the database from the at least one remote computer; the database navigation system automatically generating using the at least one computer processor an action page displaying at least one selected target for a sale assigned to the salesperson user; and the database navigation system automatically generating using the at least one computer processor a correct pursuit step for achieving closure to the selected targets by the user; the system receiving user inputs regarding the at least one pursuit step; the system running automated actions, and updating the target'"'"'s information in the system'"'"'s database; the system automatically generating and displaying the next pursuit steps in the target'"'"'s prospecting cycle, and the system providing the user the ability to stop the progression of the pursuit process at the current step. - View Dependent Claims (15, 16, 17, 18, 19, 20, 23, 24)
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Specification