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Summit slides for tools talk, may 12

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  • Gerhard- introduces and welcomes panelists, reads their bios
  • Overview - "Who Knows Who?"PeopleMaps Safe Contact Sharing identifies when someone in your organization is directly connected to a sales prospect or can make an introduction to someone who can connect you to that sales prospect: New Tool Harnesses the Collective Rolodex of Organizations to Streamline Sales Teams' Networking EffortsPeopleMapsis the Google Maps for people and companies – you get “maps” (profiles) of people and companies as well as “directions” (connection paths) to them. It leverages our individual and group contacts in Microsoft Outlook/other web email & our relationships in social network sites like LinkedIn and Facebook. It is an intelligent, easy to understand visual map that helps prioritize and exponentially leverage what many of us have built over years.
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  • Watch ListsConnection SummariesList BuildingSmart Agents work on your behalf to minimize research and ensure that you will never miss a sales opportunity. Smart Agents are completely configurable, allowing you to be alerted only about the events that are meaningful to you.You can choose from our library of Standard Agents (currently comprised of 18 common key business events such as ‘Leadership Changes’, ‘New Offerings’, and ‘Acquisitions’). You can also create unlimited numbers of Customized Agents to find business events, management discussions, and media coverage specific to their sales efforts. Creating your own Agents lets you identify key events and insights as unique as you and your business.Structured and unstructured data
  • We want to thank our sponsor for today’s event. Citrix GoToMeeting -the easiest, fastest, and most cost-effective online meeting solution for sales teams looking to reduce sales costs without cutting prospect contact, reach and qualify prospects more often and close more new business online. (click)
  • Transcript

    • 1. 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
    • 2. 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.
    • 3. Inside Sales is no longer just about the phone and email
      4
      1
      8
      5
      2
      9
      3
      7
    • 4. 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.
      • 5. 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.
      • 6. 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
    • 7. The 215Principal
      5
    • 8. Tools Overload
      Selling
      Admin.
      Planning
    • 9. Tools at Each Stage of Sales Cycle
      • High activity rates
      • 10. Low closing rate
      7
    • 11. 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
    • 12. 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
    • 13. Must-have Tools
      10
    • 14. The Basics
      Selling
      Admin.
      Planning
      11
    • 15. Beginning of Sales Cycle
      12
    • 16. TimeDriver
    • 17. Hoovers
      Selling
      Admin.
      Planning
      14
    • 18.
    • 19. Middle of Sales Cycle
      16
    • 20. GoldMail
    • 21. WrapMail
    • 22. GoToMeeting
      ©2010 Citrix Online, a division of Citrix Systems, Inc. All rights reserved.
      • Get unlimited online meetings for one low monthly fee
      • 23. Save with free VoIP and phone conferencing
      • 24. Launch one-click online meetings in seconds
      • 25. Demonstrate anything on your screen in real time to online audiences
    • Gist
    • 26. End of Sales Cycle
      21
    • 27. SAVO
    • 28. EchoSign
    • 29. Download our ebook
      24
      www.smartinsidesales20.com
    • 30. 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

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