Summit slides for tools talk, may 12Presentation Transcript
Welcome! Smart Selling Tools for 2010: Rev up Revenue with Tool Fuel Josiane Feigon, Author of Smart Selling on the Phone and Online Nancy Nardin, Founder of Smart Selling Tools Exclusively for: AA-ISP Leadership Summit, May 12, 2010
Speakers 1 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.
Inside Sales is no longer just about the phone and email 4 1 8 5 2 9 3 7
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 4
The 215Principal 5
Tools Overload Selling Admin. Planning
Tools at Each Stage of Sales Cycle
High activity rates
Low closing rate
What’s Your Tool IQ? Prospect Identification Pre-call Research Communications Tools Lead Nurturing and Follow-up Schedule and Calendaring Presentation Collaboration Quoting Closing/Signature Social Media
Tools + Skills = Efficiency Time Management Introducing Navigating Questioning Listening Linking Presenting Handling Objections Closing Partnering Tools? Tools? Tools? Tools? Tools? Tools? Tools? Tools? Tools? Tools? ‘‘Josiane’s book is a comprehensive ‘bible’ for anyone who wants to sell in the new (Sales 2.0) world.’’
Contact Us Josiane Feigon Founder-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 25 Nancy Nardin Founder- 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