summit slides for tools talk, may 12

Smart Selling Tools for 2010: Rev up Revenue with Tool Fuel

Welcome!

Josiane Feigon, Author of Smart Selling on the Phone and OnlineNancy Nardin, Founder of Smart Selling Tools

Exclusively for: AA-ISP Leadership Summit, May 12, 2010

Speakers

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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.

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Inside Sales is no longer just about the phone and email

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.

• 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.

• 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

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The 215

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Tools Overload

Selling Admin.Planning

Tools at Each Stage of Sales Cycle

High activity rates

Low closing rate

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1. Prospect Identification2. Pre-call Research3. Communications Tools4. Lead Nurturing and Follow-up5. Schedule and Calendaring6. Presentation7. Collaboration8. Quoting9. Closing/Signature

10.Social Media

What’s Your Tool IQ?

1. Time Management2. Introducing3. Navigating4. Questioning5. Listening6. Linking7. Presenting8. Handling Objections9. Closing

10. Partnering

Tools + Skills = Efficiency

‘‘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

Tools?Tools?Tools?Tools?Tools?Tools?Tools?Tools?Tools?Tools?

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Must-have Tools

The Basics

Selling Admin.Planning

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Beginning of

Sales Cycle

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TimeDriver

Hoovers

Selling Admin.Planning

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Middle of

Sales Cycle

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GoldMail

WrapMail

GoToMeeting

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Gist

End of

Sales Cycle

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SAVO

EchoSign

Download our ebook

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www.smartinsidesales20.com

Contact Us

Josiane FeigonFounder- 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

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Nancy NardinFounder- 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