Methods and systems for training sales representatives and conducting online sales calls

A method of training sales representatives of an organization and selling online a product or service offered by the organization online, the method comprising:

• receiving, at one or more web server computers associated with the organization, information structuring a Web site according to a script for a sales call with customers, the script of the sales call including a first phase drawn to understanding needs of the customers, a second phase drawn to understanding issues and needs of the customers that should be considered and a third phase drawn to showing the customers demonstrations of web-enabled applications offered as products or services of the organization that are specific to the customers and demonstrations of web-enabled applications offered as products or services of the organization that are generic to the customers but specific to at least one of an industry, product, line of business and customer profile, the demonstrations specific to the customers and the demonstrations generic to the customers generated from at least one of one or more web-enabled applications including web-enabled human resources application, web-enabled accounting application and web-enabled customer relationship management application offered as products or services of the organization selected by at least one of the sales representatives and the customers, the one or more web-enabled applications including the web-enabled human resources application, the web-enabled accounting application and the web-enabled customer relationship management application offered as products or services of the organization hosted by one or more application server computers associated with the organization that communicate with the one or more web server computers;
• receiving, at the one or more web server computers, information from a client computer associated with a sales representative of the organization indicative of a training by the sales representative on the Web site, the Web site including a first section drawn to the first phase of the script, a second section drawn to the second phase of the script, a third section drawn to the third phase of the script, the third section being configured to include one or more training demonstrations of the web-enabled applications offered as products or services of the organization that are specific to target customers, the one or more training demonstrations specific to the target customers generated from at least one of the one or more web-enabled applications including the web-enabled human resources application, the web-enabled accounting application and the web-enabled customer relationship management application hosted by the one or more application server computers and drawn to solutions provided in part by the one or more web-enabled applications including the web-enabled human resources application, the web-enabled accounting application and the web-enabled customer relationship management application that address the target customers' issues and needs, and a fourth section also drawn to the third phase and that is configured to include one or more demonstrations of the web-enabled applications offered as products or services of the organization that are generic to the target customers but specific to at least one of an industry, product, line of business and customer profiles of the target customers, the one or more demonstrations generic to the target customers but specific to at least one of an industry, product, line of business and customer profiles of the target customers generated from at least one of the one or more web-enabled applications including the web-enabled human resources application, the web-enabled accounting application and the web-enabled customer relationship management application hosted by the one or more application server computers
• providing, with the one or more web server computers, co-browsing of the Web site with the trained sales representative and a customer subsequent to initiating a sales call to the customer, the Web site responsively including scripted talking points visible only to the sales representative, the talking points changing depending upon which of the first to fourth sections of the Web site is currently displayed to the sales representative and the customer, each of the first through fourth sections being accessible in any order by either the sales representative and the customer during the sales call;
• generating, with the one or more web server computers, one or more demonstrations of the web-enabled applications offered as products or services of the organization that are generic to the customer but specific to at least one of an industry, product, line of business and customer profile of the customer from a web-enabled applications including the web-enabled human resources application, the web-enabled accounting application and the web-enabled customer relationship management application selected by at least one of the customer and the sales representative through the Web co-browsing tool from the one or more web-enabled applications including the web-enabled human resources application, the web-enabled accounting application and the web-enabled customer relationship management application hosted by the one or more application server computers;
• posting to the Web site, with the one or more web server computers, the one or more demonstrations generic to the customer but specific to at least one of an industry, product, line of business and customer profile of the customer generated from the selected web-enabled applications including the web-enabled human resources application, the web-enabled accounting application and the web-enabled customer relationship management application to the fourth section of the Web site;
• receiving, at the one or more web server computers, at least one of values, text, and graphics provided via a control panel associated with the third section of the Web site and copied by the sales representative or the customer during the sales call from an existing web site of the customer into a plurality of input fields provide by the control panel, the control panel simultaneously accessible, viewable and controllable by both the sales representative and the customer;
• generating, with the one or more web server computers one or more demonstrations of the web-enabled applications offered as products or services of the organization that are specific to the customer from the selected web-enabled applications including the web-enabled human resources application, the web-enabled accounting application and the web-enabled customer relationship management application whose corresponding one or more demonstrations being generic to the customer but specific to at least one of an industry, product, line of business and customer profile of the customer are available in the fourth section of the Web site based on customizing the selected web-enabled applications including the web-enabled human resources application, the web-enabled accounting application and the web-enabled customer relationship management application with a template associated with the selected web-enabled applications including the web-enabled human resources application, the web-enabled accounting application and the web-enabled customer relationship management application to a corporate identity of the customer with the at least one of values, text, and graphics copied from an existing web site of the customer into the plurality of input fields;
• posting, with the one or more web server computers, the application one or more demonstrations specific to the customer generated from the selected web-based applications including the web-enabled human resources application, the web-enabled accounting application and the web-enabled customer relationship management application to the third section of the Web site;
• communicating, from the one or more web server computers to the client computer associated with the sales representative and a client computer associated with the customer, one or more views of the selected web-based applications including the web-enabled human resources application, the web-enabled accounting application and the web-enabled customer relationship management application hosted by the one or more application server computers showing the customer the selected web-enabled applications including the web-enabled human resources application, the web-enabled accounting application and the web-enabled customer relationship management application via the third section of the Web site in the one or more demonstrations of the web-enabled applications offered as products or services of the organization that are specific to the customer and via the fourth section of the Web site in the application one or more demonstrations of the web-enabled applications offered as products or services of the organization that are generic to the customer but specific to at least one of an industry, product, line of business and customer profile of the customer;
• and
• communicating, from the one or more web server computers to the client computer associated with the sales representative, information for carrying out a scripted follow up of the sales call by carrying out at least one of sending a scripted email to the customer, calling the customer on the telephone and generating at least one revised demonstration of the web-enabled applications offered as products or services of the organization and presenting the revised demonstration to the customer.

A non-transitory computer-readable storage medium storing instructions executable by a computer system for training sales representatives of an organization and selling online a product or service offered by the organization the non-transitory computer-readable storage medium comprising:

• instructions for receiving information structuring a Web site hosted by one or more web server computers associated with the organization according to a script for a sales call with customers, the script of the sales call including a first phase drawn to understanding needs of the customers, a second phase drawn to understanding issues and needs of the customers that should be considered and a third phase drawn to showing the customers demonstrations of web-enabled applications offered as products or services of the organization that are specific to the customers and demonstrations of web-enabled applications offered as products or services of the organization that are generic to the customers but specific to at least one of an industry, product, line of business and customer profile, the demonstrations specific to the customers and the demonstrations generic to the customers generated from at least one of one or more web-enabled applications including web-enabled human resources application, web-enabled accounting application and web-enabled customer relationship management application offered as products or services of the organization selected by at least one of the sales representatives and the customers, the one or more web-enabled applications including the web-enabled human resources application, the web-enabled accounting application and the web-enabled customer relationship management application offered as products or services of the organization hosted by one or more application server computers associated with the organization that communicate with the one or more web server computers;
• instructions for receiving information indicative of a training by a sales representative of the organization on the Web site, the Web site including a first section drawn to the first phase of the script, a second section drawn to the second phase of the script, a third section drawn to the third phase of the script, the third section being configured to include one or more training demonstrations of the web-enabled applications offered as products or services of the organization that are specific to target customers, the one or more training demonstrations specific to the target customers generated from at least one of the one or more web-enabled applications including the web-enabled human resources application, the web-enabled accounting application and the web-enabled customer relationship management application hosted by the one or more application server computers and drawn to solutions provided in part by the one or more web-enabled applications including the web-enabled human resources application, the web-enabled accounting application and the web-enabled customer relationship management application that address the target customers' issues and needs, and a fourth section also drawn to the third phase and that is configured to include one or more target demonstrations of the web-enabled applications offered as products or services of the organization that are that are generic to the target customers but specific to at least one of an industry, product, line of business and customer profiles of the target customers, the one or more demonstrations generic to the target customers but specific to at least one of an industry, product, line of business and customer profiles of the target customers generated from at least one of the one or more web-enabled applications including the web-enabled human resources application, the web-enabled accounting application and the web-enabled customer relationship management application hosted by the one or more application server computers;
• instructions for providing co-browsing of the Web site with the trained sales representative and a customer subsequent to initiating a sales call to the customer, the Web site responsively including scripted talking points visible only to the sales representative, the talking points changing depending upon which of the first to fourth sections of the Web site is currently displayed to the sales representative and the customer, each of the first through fourth sections being accessible in any order by either the sales representative and the customer during the sales call;
• instructions for generating one or more demonstrations of the web-enabled applications offered as products or services of the organization that are generic to the customer but specific to at least one of an industry, product, line of business and customer profile of the customer from a web-enabled applications including the web-enabled human resources application, the web-enabled accounting application and the web-enabled customer relationship management application selected by at least one of the customer and the sales representative through the Web co-browsing tool from the one or more web-enabled applications including the web-enabled human resources application, the web-enabled accounting application and the web-enabled customer relationship management application hosted by the one or more application server computers;
• instructions for posting to the Web site the one or more demonstrations generic to the customer but specific to at least one of an industry, product, line of business and customer profile of the customer generated from the selected web-enabled applications including the web-enabled human resources application, web-enabled accounting application and the web-enabled customer relationship management application to the fourth section of the Web site;
• instructions for receiving at least one of values, text, and graphics provided via a control panel associated with the third section of the Web site and copied by the sales representatives or the customer during the sales call from an existing web site of the customer into a plurality of input fields provide by the control panel, the control panel simultaneously accessible, viewable and controllable by both the sales representative and the customer;
• instructions for generating one or more demonstrations of the web-enabled applications offered as products or services of the organization that are specific to the customer from the selected web-enabled applications including the web-enabled human resources application, the web-enabled accounting application and the web-enabled customer relationship management application whose corresponding one or more demonstrations being generic to the customer but specific to at least one of an industry, product, line of business and customer profile of the customer are available in the fourth section of the Web site based on customizing the selected web-enabled applications including the web-enabled human resources application, the web-enabled accounting application and the web-enabled customer relationship management application with a template associated with the selected web-enabled applications including the web-enabled human resources application, the web-enabled accounting application and the web-enabled customer relationship management application to a corporate identity of the customer with the at least one of values, text, and graphics copied from an existing web site of the customer into the plurality of input fields;
• instructions for posting the one or more demonstrations specific to the customer generated from the selected web-based applications including the web-enabled human resources application, the web-enabled accounting application and the web-enabled customer relationship management application to the third section of the Web site;
• instructions for communicating one or more views of the selected web-enabled applications including the web-enabled human resources application, the web-enabled accounting application and the web-enabled customer relationship management application hosted by the one or more application server computers showing the customer the selected web-enabled applications including the web-enabled human resources application, web-enabled accounting application and the web-enabled customer relationship management application via the third section of the Web site in the one or more demonstrations of the web-enabled applications offered as products or services of the organization that are specific to the customer and via the fourth section of the Web site in the one or more demonstrations of the web-enabled applications offered as products or services of the organization that are generic to the customer but specific to at least one of an industry, product, line of business and customer profile of the customer;
• and
• instructions for communicating to the client computer associated with the sales representative, information for carrying out a scripted follow up of the sales call by carrying out at least one of sending a scripted email to the customer, calling the customer on the telephone and generating at least one revised demonstration of the web-enabled applications offered as products or services of the organization and presenting the revised demonstration to the customer.