summit slides for tools talk, may 12
TRANSCRIPT
Smart Selling Tools for 2010: Rev up Revenue with Tool Fuel
Welcome!
Josiane Feigon, Author of Smart Selling on the Phone and OnlineNancy Nardin, Founder of Smart Selling Tools
Exclusively for: AA-ISP Leadership Summit, May 12, 2010
Speakers
2
Nancy Nardin is the founder of Smart Selling Tools where sales professionals learn about tools that help them sell more, faster, easier. Ms. Nardin is a 25 year veteran of high-tech and IT market research sales and is considered the leading expert in selling tools. Her popular ebook “Increase Sales in 2010: Sales Tools and the Path to Productivity Gains” was published in January and is available at www.smartsellingtools.com/rptthankyou .
Josiane Feigon is the founder of TeleSmart Communications and is recognized as one of the world's leading experts on sales. For over 20 years she has provided consulting, coaching, and training solutions for hundreds of Fortune 1000 companies, including Cisco, EMC, Genesys, Oracle, Hewlett-Packard, and VeriSign. Her TeleSmart training system is s “must-have” for growing inside sales organizations and her, Smart Selling on the Phone and Online (AMACOM, 2009) book was chosen by 800-CEO-READ as one of the best sales books of 2009.
2
3
4
5
1 8
7
9
Inside Sales is no longer just about the phone and email
Inside Sales Stats
• Aberdeen Research confirms that most Best in Class inside sales organizations- traditionally the early adopters of technologies- plan to deploy sales effectiveness tools in 2010.
• According to CSO Insights Sales Management 2.0 study on Optimizing Sales Performance 2010- Revising Sales Tools ranks among their top sales effectiveness initiatives for 2010.
• A recent webinar poll asked over 700 participants how many tools were in their tool-kit - 46% use less than 5 tools in their sales efforts.
They NeedTool Fuel
5
The 215
Principal6
Tools Overload
Selling Admin.Planning
Tools at Each Stage of Sales Cycle
High activity rates
Low closing rate
8
1. Prospect Identification2. Pre-call Research3. Communications Tools4. Lead Nurturing and Follow-up5. Schedule and Calendaring6. Presentation7. Collaboration8. Quoting9. Closing/Signature
10.Social Media
What’s Your Tool IQ?
1. Time Management2. Introducing3. Navigating4. Questioning5. Listening6. Linking7. Presenting8. Handling Objections9. Closing
10. Partnering
Tools + Skills = Efficiency
‘‘Josiane’s book is a comprehensive ‘bible’ for anyone who wants to sell in the new (Sales 2.0) world.’’ —Garth Moulton, Co-Founder, Jigsaw
Tools?Tools?Tools?Tools?Tools?Tools?Tools?Tools?Tools?Tools?
11
Must-have Tools
The Basics
Selling Admin.Planning
12
Beginning of
Sales Cycle
13
TimeDriver
Hoovers
Selling Admin.Planning
15
Middle of
Sales Cycle
17
GoldMail
WrapMail
GoToMeeting
©2010 Citrix Online, a division of Citrix Systems, Inc. All rights reserved.
Get unlimited online meetings for one low monthly fee
Save with free VoIP and phone conferencing
Launch one-click online meetings in seconds
Demonstrate anything on your screen in real time to online audiences
Gist
End of
Sales Cycle
22
SAVO
EchoSign
Download our ebook
25
www.smartinsidesales20.com
Contact Us
Josiane FeigonFounder- and CEO, TeleSmart Communications- www.tele-smart.com
Author- Smart Selling on the Phone and Online
Blogger- Cubicle Chronicles- www.tele-smart.com/blog
Linkedin- TeleSmart Selling Group
Twitter- @josianefeigon
Contact- 415-543-6537
26
Nancy NardinFounder- and Editor, Smart Selling Tools www.smartsellingtools.com
Author- 2010 Sales Tools and the Path to Productivity Gains
Blogger- The 215 Principal www.smartsellingtools.wordpress.com
Linkedin- Smart Selling Tools User Group
Twitter- @sellingtools
Contact- 916-596-3035