AA-ISP Keynote, Sept 2011
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The document discusses tools and strategies for inside sales teams. It provides examples of evasive maneuvers buyers may use and recommends smart sniper tactics to address them. Some key tools highlighted include CRM, social media, sales intelligence sources, content like white papers, and communicating through multiple channels to improve response rates. The goal is engaging buyers through various touchpoints as they progress through their purchasing process.
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AA-ISP Keynote, Sept 2011
- 1. Game On! Sales Mavericks Define the New Rules Josiane Feigon, Author & CEO TeleSmart
- 2. Inside Sales Sniper Pilots TeleSmart Communications All Rights Reserved 2011
- 4. CRM tool
- 5. Email tool
- 7. Dialers
- 8. Messaging
- 9. VM Scripts, EM Templates
- 10. Presentation
- 12. Twitter
- 13. Facebook
- 14. Blogs
- 15. Slideshare
- 20. Trigger & Alerts
- 21. ROI CalculatorsTeleSmart Communications All Rights Reserved 2011
- 23. CRM tool
- 24. Email tool
- 25. Calendaring tool
- 26. Dialers
- 27. Messaging
- 28. VM Scripts, EM Templates
- 30. Closing and Quoting toolTeleSmart Communications All Rights Reserved 2011
- 31. Evasive Maneuver # 1 “Your auto dialer must be on steroids. You keep redialing my number even after I’ve asked you to remove me from your call list.” TeleSmart Communications All Rights Reserved 2011
- 32. Smart Sniper Tactic # 1 Hey Watch Out for the Slacker Blitzer! TeleSmart Communications All Rights Reserved 2011
- 33. Evasive Maneuver # 2 “I’m stuffed- just feed me bite-sized pieces of information.” TeleSmart Communications All Rights Reserved 2011
- 34. Smart Sniper Tactic # 2 Feed Them Bite-Sized Portions! TeleSmart Communications All Rights Reserved 2011
- 35. Evasive Maneuver # 3 “I know more about your product, service, company, and process than you do. Let me do my own educating, and I’ll call you when I’m ready to buy.” TeleSmart Communications All Rights Reserved 2011
- 36. Smart Sniper Tactic # 3 Nurture and Engage! Testimonials - Success stories YouTube video White papers Industry research Webinars Newsletters and Ezines Podcast Ebooks Case studies Blogs Competitive benchmark Slideshare 9 out of 10 buyers say that when they are ready to buy, they will come looking for you TeleSmart Communications All Rights Reserved 2011
- 37. Evasive Maneuver # 4 “I eat lunch in my office most days just catching up on email- don’t interrupt me with your voice mail message.” TeleSmart Communications All Rights Reserved 2011
- 39. They provide a written, verbal and social footprint of your message
- 40. They are non-visual mediums and rely on the big 4’s - word choice, tone, organization and pace - to get your message across.TeleSmart Communications All Rights Reserved 2011
- 41. Non-evasive Maneuver #5 “Wait, we are still interested, keep us on your radar!” TeleSmart Communications All Rights Reserved 2011
- 42. Smart Sniper Tactic #5 Remember they are Motivated by… TeleSmart Communications All Rights Reserved 2011
- 47. Trigger & Alerts
- 48. ROI CalculatorsTeleSmart Communications All Rights Reserved 2011
- 49. Evasive Maneuver # 6 “Sales intelligence means doing some homework about me before you call.” TeleSmart Communications All Rights Reserved 2011
- 50. Smart Sniper Tactic # 6 Data Grows Up! TeleSmart Communications All Rights Reserved 2011
- 51. Evasive Maneuver # 7 “Don’t push me. I have my own rhythm. My purchase decisions will be made based on key trigger events, not your needs.” TeleSmart Communications All Rights Reserved 2011
- 52. Smart Sniper Tactic # 7 Know Their Purchasing Trigger Events! TeleSmart Communications All Rights Reserved 2011
- 53. Evasive Maneuver # 8 “I’m not taking any risks- not unless you show me some ROI and I read case studies, listen to customer testimonials, and download a free eval first.” TeleSmart Communications All Rights Reserved 2011
- 54. Smart Sniper Tactic # 8 They look for an immediate ROI TeleSmart Communications All Rights Reserved 2011
- 56. Twitter
- 57. Facebook
- 58. Blogs
- 59. Slideshare
- 60. YouTubeTeleSmart Communications All Rights Reserved 2011
- 61. Evasive Maneuver # 9 “You’d better pay attention to your social graph, my friend- we check it when we hire people and so should you. It’s the new job security.” TeleSmart Communications All Rights Reserved 2011
- 62. Smart Sniper Tactic # 9 Your Social Graph = New Job Security 78%of consumers trust peer recommendations 14% trust advertisements TeleSmart Communications All Rights Reserved 2011
- 63. Evasive Maneuver # 10 “Hey, I told you I might cancel our appointment. I keep a busy crazy schedule, and frankly, you’re pushing too hard.” TeleSmart Communications All Rights Reserved 2011
- 64. Smart Sniper Tactic # 10 Social Surfing Beats Setting Appointments 8 out of 10 IT decision makers say word of mouth is the most important source when making buying decisions TeleSmart Communications All Rights Reserved 2011
- 65. Evasive Maneuver # 11 “If you call my boss to find out why I’m not signing your purchase order, you can immediately remove me from your sales forecast.” TeleSmart Communications All Rights Reserved 2011
- 66. Smart Sniper Tactic # 11 Beware the No-PO Epidemic! TeleSmart Communications All Rights Reserved 2011
- 67. Evasive Maneuver # 12 “You are the 18th vendor who has described themselves as a “value-added solutions provider with a strong product portfolio” really?” TeleSmart Communications All Rights Reserved 2011
- 69. LinkedIn Discussions and Q&A
- 71. Tweet streams
- 72. Scripts for YouTube video
- 74. Testimonials - Success storiesTeleSmart Communications All Rights Reserved 2011
- 75. Voted Book of the Year by AA-ISP TeleSmart Communications All Rights Reserved 2011
- 77. ebook - Smart Selling to the People with the Power to Buy
- 78. ebook - Smart Selling Tools for Inside Sales 2.0
- 80. White Papers- Trend Reports, In/Out Lists, Selecting an Inside Sales Vendor
- 81. YouTube-
- 83. Blog - Cubicle Chronicles
- 84. Linkedin - TeleSmart Selling GroupTeleSmart Communications All Rights Reserved 2011
Editor's Notes
- Welcome Aboard- I’m so glad you are all here today. I am the sniper pilot and we are going to fly together- the life of an inside salesperson
- Today these inside salespeople are sniper pilots, coming in for a landing under very difficult conditions. They have such little time, everything must be synchronized before they land-
- All of you should have your packets open as I need your help on the controls. Today’s inside salesperson cannot get hired because they have a good phone tone, it is much more than that. They need a very high tool IQ- it involves a combination of sales productivity tools, sales intelligence tools and social tools. I need your help at the controls, check off categories you are covered in as this will help our flight.While we are flying, we are going to get hit with some evasive maneuvers- these are the customers telling us what they want. I need your help to confirm the customer issues so when you see an evasive maneuver, I want you all to raise your hand and agreement. As you know, today’s customer is crazy, busy and they are also “mad as hell” they’ve had it with old sales tactics. THAT’S WHY WE HAVE SOME NEW SMART SNIPER TACTICS to share with you today. My goal is to share some of these smart sniper tactics
- It all starts with the Sales Productivity tools as these build the foundation. I will go into explaining a bit of these and how they affect the customer. As you know, connect rates continue to drop and that’s why we have great autodialers in place- but wait…..
- We are being told by the customer they think this auto dialer is on steroids, and it keep redialing their number.
- some of these autodialer companies are here today (connect and sell and inside sales.com) and there are many companies that are blitzing and running call campaigns- but look what has happened- the slacker blitzer is born.
- This customer doesn’t want lots of information
- The smaller and easier you can make your product offering, the more interested they will be- keep it light- short email messages, subject lines, hyperlinks
- Ok- hey that’s fine, they want to do their own educating and even engage much later in the sales cycle
- Well then let’s give them real content- that is relevant, timely and contagious. They rater watch a YouTube video than read a long white paper
- Where do you think they are? They are sitting at their desk or on their smart phone, but they are not picking up the phone- voice mail is dying
- Because it needs a little help from it’s friend- the triple threat is born.I will be talking about this in more detail during my break-out session
- Just when we thought we lost them, they are coming back- what is that all about?
- They are motivated by fear.
- Now let’s jump to sales intelligence tools- a few companies are here today because inside sales are the information sources, the data hounds, they do information capture and documentation in your CRM- how do they get it? How do they act knowledgeable?
- There’s no excuse for not knowing today, they are expected to know.
- Now there is so much out there, but how do we sound intelligent enough to engage. How do you take that data and work with it, integrate it and listen for buying opportunities.
- They don’t like to be pushed, they are on their own cycle
- How can you best align with that? discussion groups, twitter,
- Even if they listen for trigger events, they also need to touch it and calculate it
- Talking ROI is essential
- Now we move into the social world
- Building a strong social graph is essential
- Who likes you
- This is an epidemic
- A new way to get appts to socially stick
- Who are they?
- Linkedin can tell you about this
- Strong messaging
- What are you saying