Smart Selling on the Phone and Online- Chapter #4

Silo-ization is an enterprise-wide epidemic silently destroying many companies from within. This webinar offers key tactics on how to eliminate it and how Systems-Thinking will transform your silos into big revenue-generators! You’ll learn how industry giants such as Steve Jobs, Lou Gerstner, and Jack Welch were successful silo-giant-killers.

QUESTIONING: BUILDING TRUST, ONE QUESTION AT A TIME

Questioning takes courage, instinct and tremendous risk. Strong questioning skills can immediately capture control of the call and lead a sale to close. Today’s prospects have lost patience with vendor questions—they are tired of the same questions and annoyed with outdated sales tactics. Too often, unskilled or poorly trained reps either don’t ask enough questions, waste time asking meaningless questions of the wrong people, or put prospects in a headlock with a barrage of questions that sounds like an interrogation.
In this module, we’ll explore the art of questioning in depth, teaching you to use your questions to gain important information painlessly, probe deeper to uncover hidden needs, and to guide the prospect through the call with a strong plan.


You’ll learn tools and tactics to help you:
• Understand the order, strategy, style, formulation, and criteria of effective questioning
• Differentiate between telling and selling
• Organize your questions using established qualification criteria
• Learn analytical questioning skills and focus on formulating questions that get the answers you need

No, this isn’t a new online dating site for inside sales professionals! It’s your opportunity to have a candid conversation with an inside sales organizations’ management team as they share their secrets for matchmaking success.

Just when you thought you had the right hunter in place, you realize that they’ve lost their confidence and want to cruise to a renewals job. What are the secrets to matching talent and motivating them to do their job?

As the inside sales landscape continues to grow in complexity, diversity, and visibility, the amount of talent to choose from is abundant. How can you find the perfect match for your open rec and how can you transfer skills?

Join our panel discussion and listen as we discuss the importance of aligning sales skills, working styles, personalities, and territories to the right rep.

NAVIGATING: AVOIDING THE NO-PO’S AND FINDING THE POWER BUYERS

Ask any inside sales rep if their contact at a company has buying power, and they’ll usually say yes. Then ask them why their forecasted deal has been stagnant for the past few months and you’ll hear every creative and convincing excuse beyond their control. Chances are, they’ve aligned themselves with a No-Po—a friendly, charming, helpful person who doesn’t have the power to close a deal.
It’s hard to leave a No-Po—they’re so nice! And figuring out who has the real power in a company can be confusing. To make it worse, most companies have plenty of gatekeepers whose job it is to keep salespeople like you from finding out. In this module, you’ll learn that asking a few smart questions can help you separate the No-Po’s from the power buyers before you get stuck. You’ll also learn how to go beyond the obvious power structure and build an org chart that shows the invisible lines of real power in any company.

You’ll learn tools and tactics to help you:
• Build an org chart that works
• Understand the underlying political structures that influence the decision-making process in any organization
• Discern whether particular gatekeepers can help or hurt the sales process
• Determine who makes the buying decisions

“If I could just spend 30 seconds with a Power Buyer . . . ” Wait a minute. Are you sure you know how to recognize one? When searching for decision-makers, we often spin around the committee, passing over the power players and wasting our time talking to No-Po’s (the people with No Power). This session focuses on identifying the power buyer: who they are, what they say, where you can find them, and how to tell when you’ve caught a live one. Join our dynamic panel of inside sales warriors and power buyers for extremely relevant and helpful insight into finding the power buyers in a field on No-Po’s.

In today’s sales landscape, phone, email, and digital media are becoming more and more important. At the same time, illiteracy rates are rising and studies show that writing and comprehension levels are dropping. Could salespeople be growing stale? Customers are bored and frustrated and asking for smarter salespeople. It’s time to pick up speed, load up on some brain food, and include personal development in your sales forecast. Join us for a lively discussion on the importance of smart selling to help you survive the Sales 2.0 landscape. Join our expert team of panelists - Clayton Shold with Salesopedia, and Bill Sayers with the Sayers Group - and stay tuned.

Inside sales is sitting on the forefront of some of the biggest changes in sales history. It's time we understand what impacts inside sales organizations. Our Inside Sales 2.0 Trend Talk channel will load you up with the latest and greatest in inside sales. Josiane Feigon, President of TeleSmart and author of Smart Selling on the Phone and Online will host lively, interactive, and provocative panel discussions with some of the industry's best thought leaders. This is perfect for: Inside sales teams, Sales Managers, VP's of Sales, Training Directors, Entrepreneurs, CEO's and anyone who is creating new opportunities by phone and online.

A new level of frugality has hit many sales organizations, and inside sales is always under close scrutiny. While some may react with quick downsizing efforts, others are in growth mode and taking advantage of the new talent that’s out there. Join our lively discussion with two Inside Sales Directors as they share their strategies for growing or shrinking their inside sales organizations and find how these strategies impact their long-term success.

In a volatile economy, you can expect more of everything: more excuses, higher quotas, more competitors — and more objections. These objections will come via e-mail, phone, text, or silence, and they will not be sugarcoated — few people have time to spare your feelings. Should you cave or continue when you hear the “frozen budget” answer? Join us in this lively discussion as we explore how salespeople are selling through some of the customers’ toughest objections, and listen to true inside sales warriors who are managing to stay ahead of the curve.