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System and method of making sales calls

  • US 8,185,429 B2
  • Filed: 08/30/2005
  • Issued: 05/22/2012
  • Est. Priority Date: 08/30/2004
  • Status: Active Grant
First Claim
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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, wherein the targets comprise clients or customers, 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 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, wherein the worksheet is a page on the display screen;

    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 for the salesperson user based on the targets selected by the user and an action page displaying the first active target on the salesperson user'"'"'s to-do list, wherein the targets comprise clients or customers;

    wherein on the action page, the system displays a recommended step in a prospecting cycle for the target;

    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 the salesperson user inputs regarding selected or completed steps;

    the system recording any salesperson 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, wherein the prospecting cycle comprises several steps that the salesperson performs during a process for making sales to targets;

    the system determining if the to-do list for the salesperson user is completed;

    if the to-do list for the salesperson user is completed, the system displaying each active or current target assigned to the user;

    if the to-do list for the salesperson user is not completed, the system activating the next target in the to-do list for the salesperson user and the action page displaying the newly-activated target.

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