Webcast: How to improve sales tool adoption
•
0 likes•257 views
The document discusses 10 ways to improve sales tool adoption. It suggests providing introductory training, briefs in sales communications, sales portals, roadshow trainings, and interactive coaching to educate salespeople. It also recommends offering incentives for using the tools by highlighting how they can reduce sales cycles, increase deal sizes and win rates. The document advises aligning the tools with salespeople's workflows by integrating them into CRMs and sales playbooks. It notes that continuous reinforcement is needed due to sales turnover and short attention spans.
Recommended
Recommended
More Related Content
Similar to Webcast: How to improve sales tool adoption
Similar to Webcast: How to improve sales tool adoption (20)
More from Alinean, Inc.
More from Alinean, Inc. (20)
Recently uploaded
Recently uploaded (20)
Webcast: How to improve sales tool adoption
- 1. TOM PISELLO, Chairman & Founder Powering B2B sales to economic buyers Blog: http://www.fightfrugalnomics.com Twitter: @tpisello http://www.alinean.com 10 Ways to Immediately Improve Sales Tool Adoption
- 2. Is There a Way to Improve Sales Tool Adoption? © 2011 Alinean, Inc. 2
- 3. The More Things Change, the More they Remain the Same © 2011 Alinean, Inc. 3
- 4. #1 - All Sales Sees is All There Is Introductory Training Briefs in Sales Newsletters/Emails Sales Portals and Playbooks Road-show Trainings Description & Purpose? When to Best Use? Who to Use With? How to Best Use? Where to Find It? © 2011 Alinean, Inc. 4
- 5. #2 - A Change is Gonna Come © 2011 Alinean, Inc. 5
- 6. #3 - Where are We Going? Versus © 2011 Alinean, Inc. 6
- 7. #4 - Lean on Me Interactive Coaching Remote Support Deal Desk © 2011 Alinean, Inc. 7
- 8. #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
- 9. #6 - Birds of a Feather What? Why? Vision for Use? Support? Incentives & Value? Success Stories? © 2011 Alinean, Inc. 9
- 10. #7 - Try It, You’ll Like It! I don’t like it! © 2011 Alinean, Inc. 10
- 11. #8 – Address the Naysayers Can’t be done This is all wrong It would be perfect if it only had … © 2011 Alinean, Inc. 11
- 12. #9 - Integration into Their World CRM Sales Playbook Sales Portal Lead Nurturing Single Sign-on Access © 2011 Alinean, Inc. 12
- 13. #10 - Mission Accomplished Sales Turnover Attention Deficit Need Continuous Reinforcement © 2011 Alinean, Inc. 13
- 14. Next Steps http://www.fightfrugalnomics.com Ask the ROI Guy Resource Center http://www.alinean.com/faq/ Value Selling Tools http://www.alinean.com/value_selling © 2011 Alinean, Inc. 14
- 15. Q&A Tom Pisello, Chairman & Founder The ROI Guy © 2011 Alinean, Inc. 15