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Welcome!<br />Smart Selling Tools for 2010: <br />Rev up Revenue with Tool Fuel<br />Josiane Feigon, Author of Smart Selli...
Speakers<br />1<br />Nancy Nardin is the founder of Smart Selling Tools where sales professionals learn about tools that h...
Inside Sales is no longer just about the phone and email<br />4<br />1<br />8<br />5<br />2<br />9<br />3<br />7<br />
Inside Sales Stats<br /><ul><li>Aberdeen Research confirms that most Best in Class inside sales organizations- traditional...
According to CSO Insights Sales Management 2.0 study on Optimizing Sales Performance 2010- Revising Sales Tools ranks amon...
A recent webinar poll asked over 700 participants how many tools were in their tool-kit - 46% use less than 5 tools in the...
The 215Principal<br />5<br />
Tools Overload<br />Selling <br />Admin.<br />Planning<br />
Tools at Each Stage of Sales Cycle<br /><ul><li>High activity rates
Low closing rate</li></ul>7<br />
What’s Your Tool IQ?<br />Prospect Identification<br />Pre-call Research<br />Communications Tools<br />Lead Nurturing and...
Tools + Skills = Efficiency<br />Time Management<br />Introducing<br />Navigating<br />Questioning<br />Listening<br />Lin...
Must-have Tools<br />10<br />
The Basics<br />Selling <br />Admin.<br />Planning<br />11<br />
Beginning of Sales Cycle<br />12<br />
TimeDriver<br />
Hoovers<br />Selling <br />Admin.<br />Planning<br />14<br />
Middle of Sales Cycle<br />16<br />
GoldMail<br />
WrapMail<br />
GoToMeeting<br />©2010 Citrix Online, a division of Citrix Systems, Inc. All rights reserved.<br /><ul><li>Get unlimited o...
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</li></li></ul><li>Gist<br />
End of Sales Cycle<br />21<br />
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Summit slides for tools talk, may 12

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  • Transcript of "Summit slides for tools talk, may 12"

    1. 1. Welcome!<br />Smart Selling Tools for 2010: <br />Rev up Revenue with Tool Fuel<br />Josiane Feigon, Author of Smart Selling on the Phone and Online<br />Nancy Nardin, Founder of Smart Selling Tools<br />Exclusively for: AA-ISP Leadership Summit, May 12, 2010 <br />
    2. 2. Speakers<br />1<br />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<br />.<br />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. <br />
    3. 3. Inside Sales is no longer just about the phone and email<br />4<br />1<br />8<br />5<br />2<br />9<br />3<br />7<br />
    4. 4. Inside Sales Stats<br /><ul><li>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. 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. 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. </li></li></ul><li>They NeedTool Fuel<br />4<br />
    7. 7. The 215Principal<br />5<br />
    8. 8. Tools Overload<br />Selling <br />Admin.<br />Planning<br />
    9. 9. Tools at Each Stage of Sales Cycle<br /><ul><li>High activity rates
    10. 10. Low closing rate</li></ul>7<br />
    11. 11. What’s Your Tool IQ?<br />Prospect Identification<br />Pre-call Research<br />Communications Tools<br />Lead Nurturing and Follow-up<br />Schedule and Calendaring<br />Presentation<br />Collaboration<br />Quoting<br />Closing/Signature<br />Social Media<br />
    12. 12. Tools + Skills = Efficiency<br />Time Management<br />Introducing<br />Navigating<br />Questioning<br />Listening<br />Linking<br />Presenting<br />Handling Objections<br />Closing<br />Partnering<br />Tools?<br />Tools?<br />Tools?<br />Tools?<br />Tools?<br />Tools?<br />Tools?<br />Tools?<br />Tools?<br />Tools?<br />‘‘Josiane’s book is a comprehensive ‘bible’ for anyone who wants to sell in the new (Sales 2.0) world.’’<br /> <br />—Garth Moulton, Co-Founder, Jigsaw<br />
    13. 13. Must-have Tools<br />10<br />
    14. 14. The Basics<br />Selling <br />Admin.<br />Planning<br />11<br />
    15. 15. Beginning of Sales Cycle<br />12<br />
    16. 16. TimeDriver<br />
    17. 17. Hoovers<br />Selling <br />Admin.<br />Planning<br />14<br />
    18. 18.
    19. 19. Middle of Sales Cycle<br />16<br />
    20. 20. GoldMail<br />
    21. 21. WrapMail<br />
    22. 22. GoToMeeting<br />©2010 Citrix Online, a division of Citrix Systems, Inc. All rights reserved.<br /><ul><li>Get unlimited online meetings for one low monthly fee
    23. 23. Save with free VoIP and phone conferencing
    24. 24. Launch one-click online meetings in seconds
    25. 25. Demonstrate anything on your screen in real time to online audiences</li></li></ul><li>Gist<br />
    26. 26. End of Sales Cycle<br />21<br />
    27. 27. SAVO<br />
    28. 28. EchoSign<br />
    29. 29. Download our ebook<br />24<br />www.smartinsidesales20.com<br />
    30. 30. Contact Us<br />Josiane Feigon<br />Founder-and CEO, TeleSmart Communications- www.tele-smart.com<br />Author-Smart Selling on the Phone and Online<br />Blogger-Cubicle Chronicles- www.tele-smart.com/blog<br />Linkedin-TeleSmart Selling Group<br />Twitter-@josianefeigon<br />Contact- 415-543-6537<br />25<br />Nancy Nardin<br />Founder- and Editor, Smart Selling Tools www.smartsellingtools.com<br />Author-2010 Sales Tools and the Path to Productivity Gains<br />Blogger- The 215 Principal www.smartsellingtools.wordpress.com<br />Linkedin- Smart Selling Tools User Group<br />Twitter- @sellingtools<br />Contact- 916-596-3035<br />
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