Webcast: How to improve sales tool adoption
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Webcast: How to improve sales tool adoption

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In 2011 you worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today's more empowered, skeptical and frugal buyer....

In 2011 you worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today's more empowered, skeptical and frugal buyer.

However, not unlike the majority of other marketing content and sales enablement deliverables, adoption might be lower than anticipated.

So how do you get the much needed sales tool usage to occur in 2012?

Join us for this practice filled webcast to learn the reasons why your sales tool adoption might be lagging, and the 10 specific actions you can take now to drive adoption and engagement success.

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Webcast: How to improve sales tool adoption Webcast: How to improve sales tool adoption Presentation Transcript

  • TOM PISELLO, Chairman & Founder Powering B2B sales to economic buyersBlog: http://www.fightfrugalnomics.comTwitter: @tpisellohttp://www.alinean.com 10 Ways to Immediately Improve Sales Tool Adoption
  • Is There a Way to Improve Sales Tool Adoption? © 2011 Alinean, Inc. 2
  • The More Things Change, the More they Remain the Same © 2011 Alinean, Inc. 3
  • #1 - All Sales Sees is All There IsIntroductory TrainingBriefs in Sales Newsletters/EmailsSales Portals and PlaybooksRoad-show Trainings Description & Purpose? When to Best Use? Who to Use With? How to Best Use? Where to Find It? © 2011 Alinean, Inc. 4
  • #2 - A Change is Gonna Come © 2011 Alinean, Inc. 5
  • #3 - Where are We Going? Versus © 2011 Alinean, Inc. 6
  • #4 - Lean on Me Interactive Coaching Remote Support Deal Desk © 2011 Alinean, Inc. 7
  • #5 - Show Me the Money $ incentive for using Engage higher (where 85% of decisions made) 20% less sales cycle 30% increase in deal size 60% increase in win rates IDC © 2011 Alinean, Inc. 8
  • #6 - Birds of a Feather What? Why? Vision for Use? Support? Incentives & Value? Success Stories? © 2011 Alinean, Inc. 9
  • #7 - Try It, You’ll Like It! I don’t like it! © 2011 Alinean, Inc. 10
  • #8 – Address the Naysayers Can’t be done This is all wrong It would be perfect if it only had … © 2011 Alinean, Inc. 11
  • #9 - Integration into Their World CRM Sales Playbook Sales Portal Lead Nurturing Single Sign-on Access © 2011 Alinean, Inc. 12
  • #10 - Mission Accomplished Sales Turnover Attention Deficit Need Continuous Reinforcement © 2011 Alinean, Inc. 13
  • Next Steps http://www.fightfrugalnomics.com Ask the ROI Guy Resource Centerhttp://www.alinean.com/faq/ Value Selling Tools http://www.alinean.com/value_selling © 2011 Alinean, Inc. 14
  • Q&A Tom Pisello, Chairman & Founder The ROI Guy © 2011 Alinean, Inc. 15