May 11, 2010 Preso

Six Transforming Sales Trends for 2010

Welcome!

Presented by Josiane FeigonAuthor and CEO of TeleSmart Communications

1. Realities today

2. Lead Nurturing

3. It’s Not Just about Using the Phone

4. Tool Fuel

5. Power Buyers

6. Qualification

2

Overview

1. Realities Today

TeleSmart Communications All Rights Reserved 2010

3

Sales Paralysis?

• Lead Nurturing

• Call Activity

• Tool Fuel

• Power Buyers

• Qualification

• Funnel Management


4

Audience has stopped listening

• There are now 16% more decision-makers involved in the sales process, but fewer who actually hold budget dollars.

• According to a recent finding by CSO Insights, 22% of deals are lost because of “no decision.”


5

2. Lead Nurturing


6

Building Healthy Funnels

Messaging

Sales & Social Prospecting Tools

High closing rate

High activity rates

Low closing rate

Power Buyers

Robust Qualification

7

8

Customers

No Need

No Authority

No Money

Web Demos

Website Visitor Action

Tradeshows

White Paper Downloads

Quick Quotes

According to IDC report, 80% of marketing expenditures on lead generation is wasted because the leads are ignored by salespeople.

Lead Nurturing Gone Wrong

8

3. It’s not just about using the

phone


9

TeleSmart Communications All Rights Reserved 2010 10

Dynamic Duo

Voice Mail + Email = High Response:

11

The Multiple Touch Rule

What’s your strategic multi-touch strategy throughout the sales cycle?

End

Middle

Beginning

12



End

Middle

Beginning

Beginning of sales cycle: voice mail, email, invitation to web conferencing/webinar, white paper

http://images.google.com/imgres?imgurl=http://api.ning.com/files/gEoggvk99mt0CdVWUU3C9HHMS5M150NulXcv4iec2VyvlZfTr3l8YNazVOp*yvVjyGQu8yLVtYBbfMq02nXMvbl7JdbUS7VE/pointing_finger_01.jpg&imgrefurl=http://kam2geta.ning.com/&usg=__1U_zPMZQ7W37GuCaHL17TeEiYQI=&h=500&w=432&sz=19&hl=en&start=4&um=1&itbs=1&tbnid=fqRo4qNwkQ4lOM:&tbnh=130&tbnw=112&prev=/images?q=pointing+finger&um=1&hl=en&rls=com.microsoft:en-us:IE-SearchBox&rlz=1I7WZPA_en&tbs=isch:1


13



End

Middle

Beginning

Middle of sales cycle: youtube video, case study, competitive benchmark, invitation to linkedin, tradeshow/customer reference



14



End of sales cycle: ROI calculator, personalized video (GoldMail) Twitter researchEnd

Middle

Beginning



15



End of sales cycle: ROI calculator, personalized video (GoldMail) Twitter researchEnd

Middle

Beginning

Beginning of sales cycle: voice mail, email, invitation to web conferencing/webinar, white paper

Middle of sales cycle: youtube video, case study, competitive benchmark, invitation to linkedin, tradeshow/customer reference







Focus on the prospects with the highest

possibility to purchase

Leverage business and social relationships to connect with the right

decision-makers

Become part of the conversation to stay

engaged and relevant

Engage prospects with information that’s relevant to current initiatives or urgent

business challenges

Sales 2.0 TrendsLiving in the cloud….

Discover trigger events to identify the right time into the opportunity

Messaging is Changing

4. Tool Fuel


17

Sales Productivity Tools

Selling Admin.Planning

18

Social Prospecting Tools

19

eBook Debuts Today!

20

www.smartinsidesales20.com

5. Power Buyers


21

Hierarchy of Power?Kenneth Wolfe

CEO

Mark BerensonCFO

Bob CashCOO

Jeff AldenCTO

John JamesCMO

Tamara FieldsExec. Asst.

Susan SnowPurchasing Mgr.

Maggie SmithExternal Mgmt

Consultant

Jill AldrichExec. Asst.

George DavisVP of Technology

Lisa BentzProject Manager

Steve HendriePlanning Manager

Mike MoodyIT Analyst

Louis CrowEngineer

Tom SpauldingDir. of E Business

Mitch CodeR & D

22

HIGH AUTHORITY

HIGH INFLUENCE

NO-PO

mm

Salespeople are finding they are selling to the wrong people otherwise known as the No-Po’s- people who have No Power, No Potential and No Purchase order will ever come from it.

Uh-Oh, it’s the No-Po


23

Finding the Power Buyer


24

eBook about Social Power


25

6. Qualification


26

Holding Customers in a Headlock

•33 minutes

•48 minutes

•54 minutes


27

Are you using your demos for qualification purposes?

Sales Ready Leads Criteria

100o C

90o C

80o C

70o C

60o C

50o C

40o C

30o C

20o C

10o C

Freezing Cold

Boiling Hot

0o C

Budget

Competition

Timeframe

Decision Making Process

Business Needs

Current Environment

Next Steps

Decision Making Criteria

28

The Inside Sales Sourcebook

“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”


29

Thank You

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


30

Documents

May 11, 2010 Preso