Summit slides for tools talk, may 12

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
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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
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1
8
5
2
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3
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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
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The 215Principal
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Tools Overload
Selling
Admin.
Planning

Tools at Each Stage of Sales Cycle
High activity rates
Low closing rate
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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.’’

—Garth Moulton, Co-Founder, Jigsaw

Must-have Tools
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The Basics
Selling
Admin.
Planning
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Beginning of Sales Cycle
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TimeDriver

Hoovers
Selling
Admin.
Planning
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Middle of Sales Cycle
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GoldMail

WrapMail

GoToMeeting
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Demonstrate anything on your screen in real time to online audiences

End of Sales Cycle
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EchoSign

Download our ebook
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www.smartinsidesales20.com

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
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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

Summit slides for tools talk, may 12

by Josiane Feigon on May 13, 2010

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Summit slides for tools talk, may 12 — Presentation Transcript