May 11, 2010 Preso

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May 11, 2010 Preso

  1. 1. Six Transforming Sales Trends for 2010 <br />Welcome!<br />Presented by Josiane Feigon<br />Author and CEO of TeleSmartCommunications<br />
  2. 2. Realities today<br />Lead Nurturing<br />It’s Not Just about Using the Phone<br />Tool Fuel<br />Power Buyers<br />Qualification<br />1<br />Overview<br />
  3. 3. 1. Realities Today<br />TeleSmart Communications <br />All Rights Reserved 2010<br />2<br />
  4. 4. Sales Paralysis?<br /><ul><li>Lead Nurturing
  5. 5. Call Activity
  6. 6. Tool Fuel
  7. 7. Power Buyers
  8. 8. Qualification
  9. 9. Funnel Management</li></ul>TeleSmart Communications <br />All Rights Reserved 2010<br />3<br />
  10. 10. Audience has stopped listening<br />There are now 16% more decision-makers involved in the sales process, but fewer who actually hold budget dollars. <br />According to a recent finding by CSO Insights, 22% of deals are lost because of “no decision.”<br />TeleSmart Communications <br />All Rights Reserved 2010<br />4<br />
  11. 11. 2. Lead Nurturing<br />TeleSmart Communications <br />All Rights Reserved 2010<br />5<br />
  12. 12. Building Healthy Funnels<br /><ul><li>Messaging
  13. 13. High activity rates
  14. 14. Power Buyers
  15. 15. Robust Qualification
  16. 16. Sales & Social Prospecting Tools
  17. 17. Low closing rate
  18. 18. High closing rate</li></ul>6<br />
  19. 19. Tradeshows<br />Website Visitor Action<br />White Paper Downloads<br />Web Demos<br />Quick Quotes<br />No Money<br />No Need<br />No Authority<br />Customers<br />Lead Nurturing Gone Wrong<br />7<br />According to IDC report, 80% of marketing expenditures on lead generation is wasted because the leads are ignored by salespeople.<br />7<br />
  20. 20. 3. It’s not just about using the phone<br />TeleSmart Communications <br />All Rights Reserved 2010<br />8<br />
  21. 21. TeleSmart Communications <br />All Rights Reserved 2010<br />Dynamic Duo<br />Voice Mail + Email = High Response:<br />9<br />
  22. 22. The Multiple Touch Rule<br />What’s your strategic multi-touch strategy throughout the sales cycle?<br />10<br />
  23. 23. The Multiple Touch Rule<br />What’s your strategic multi-touch strategy throughout the sales cycle?<br />Beginning of sales cycle: voice mail, email, invitation to web conferencing/webinar, white paper<br />11<br />
  24. 24. The Multiple Touch Rule<br />What’s your strategic multi-touch strategy throughout the sales cycle?<br />Middle of sales cycle: youtube video, case study, competitive benchmark, invitation to linkedin, tradeshow/customer reference<br />12<br />
  25. 25. The Multiple Touch Rule<br />What’s your strategic multi-touch strategy throughout the sales cycle?<br />End of sales cycle: ROI calculator, personalized video (GoldMail) Twitter research<br />13<br />
  26. 26. The Multiple Touch Rule<br />What’s your strategic multi-touch strategy throughout the sales cycle?<br />Beginning of sales cycle: voice mail, email, invitation to web conferencing/webinar, white paper<br />Middle of sales cycle: youtube video, case study, competitive benchmark, invitation to linkedin, tradeshow/customer reference<br />End of sales cycle: ROI calculator, personalized video (GoldMail) Twitter research<br />14<br />
  27. 27. Sales 2.0 Trends<br />Messaging is Changing<br />Living in the cloud….<br />Focus on the prospects with the highest possibility to purchase<br />Become part of the conversation to stay engaged and relevant<br />Discover trigger events to identify the right time into the opportunity<br />Leverage business and social relationships to connect with the right decision-makers<br />Engage prospects with information that’s relevant to current initiatives or urgent business challenges<br />
  28. 28. 4. Tool Fuel<br />TeleSmart Communications <br />All Rights Reserved 2010<br />16<br />
  29. 29. Sales Productivity Tools<br />Selling <br />Admin.<br />Planning<br />17<br />
  30. 30. Social Prospecting Tools<br />18<br />
  31. 31. eBook Debuts Today!<br />19<br />www.smartinsidesales20.com<br />
  32. 32. 5. Power Buyers<br />TeleSmart Communications <br />All Rights Reserved 2010<br />20<br />
  33. 33. Kenneth Wolfe<br />CEO<br />Tamara Fields<br />Exec. Asst.<br />Mark Berenson<br />CFO<br />Jeff Alden<br />CTO<br />John James<br />CMO<br />Bob Cash<br />COO<br />Susan Snow<br />Purchasing Mgr.<br />Jill Aldrich<br />Exec. Asst.<br />George Davis<br />VP of Technology<br />Tom Spaulding<br />Dir. of E Business<br />Maggie Smith<br />External Mgmt <br />Consultant<br />Lisa Bentz<br />Project Manager<br />Mitch Code<br />R & D<br />Mike Moody<br />IT Analyst<br />Steve Hendrie<br />Planning Manager<br />Louis Crow<br />Engineer<br />Hierarchy of Power?<br />21<br />mm<br />
  34. 34. Salespeople are finding they are selling to the wrong people otherwise known as the No-Po’s- people who have NoPower, No Potentialand No Purchaseorder will ever come from it. <br />Uh-Oh, it’s the No-Po<br />TeleSmart Communications <br />All Rights Reserved 2010<br />22<br />
  35. 35. Finding the Power Buyer<br />TeleSmart Communications <br />All Rights Reserved 2010<br />23<br />
  36. 36. eBook about Social Power<br />TeleSmart Communications <br />All Rights Reserved 2010<br />24<br />
  37. 37. 6. Qualification<br />TeleSmart Communications <br />All Rights Reserved 2010<br />25<br />
  38. 38. Holding Customers in a Headlock<br />33 minutes<br />48 minutes<br />54 minutes<br />TeleSmart Communications <br />All Rights Reserved 2010<br />26<br />Are you using your demos for qualification purposes? <br />
  39. 39. Sales Ready Leads Criteria<br />Boiling Hot<br />100o C<br />Budget<br />90o C<br />Timeframe<br />80o C<br />70o C<br />Competition<br />60o C<br />50o C<br />Decision Making Criteria<br />40o C<br />Decision Making Process<br />30o C<br />Business Needs<br />20o C<br />Current Environment<br />Next Steps<br />10o C<br /> 0o C<br />Freezing Cold<br />27<br />
  40. 40. The Inside Sales Sourcebook<br />“I have read 100+ sales books in 20 years and yours was the most practical and useful I have ever read. I am buying a copy for all my reps! Bravo”<br />TeleSmart Communications <br />All Rights Reserved 2010<br />28<br />
  41. 41. Thank You<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 />TeleSmart Communications <br />All Rights Reserved 2010<br />29<br />

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