Browse communities
Browse communities
Presenting a webinar?

Smart Selling on the Phone and Online- Chapter #4

Josiane Feigon, Author of Smart Selling on the Phone and Online
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 Today’s prospects have lost patience with vendor questions—they are tired of the same questions and annoyed with outdated sales tactics.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
Sep 25 2009
13 mins
Smart Selling on the Phone and Online- Chapter #4
  • Channel
  • Channel profile
  • Sales Enablement's Role in Building a Seamless Customer Experience Apr 16 2015 7:00 pm UTC 45 mins
    Daniel Chalef, founder & CTO, KnowledgeTree
    Customer experience (CX) includes all of the interactions that occur from before a prospect even considers buying to well after the purchase is finalized. Companies that focus on CX throughout the sales funnel see higher growth, but execution can be a challenge. A solution? Sales enablement, which leverages the power of content to engage, educate, persuade, and challenge potential buyers.

    Listen in as sales enablement leaders discuss the importance of proactively guiding the customer experience and using content in the selling process.
  • 2015 Sales Execution Trends Research Results Apr 16 2015 6:00 pm UTC 60 mins
    Christopher Faust, CMO, Qvidian
    Qvidian recently surveyed sales and marketing executives from companies around the globe to better understand their outlook for 2015.

    Join Qvidian’s CMO Christopher Faust for a live webinar as he reviews the results of the annual Sales Execution Survey including key objectives for sales organizations in 2015, the challenges and obstacles they expect to face, as well as the investment areas needed to improve sales execution.
  • 5 Proven Hacks To Increase Your Sales Team’s Lead Conversion and Success Apr 16 2015 6:00 pm UTC 60 mins
    Matt Heinz, President, Heinz Marketing; Kerry Cunningham, Research Director, SiriusDecisions
    Sales and Marketing Alignment is a goal for nearly every company, but few have successfully done it. Technology, processes and personalities can impede efforts to bring sales and marketing together.

    Marketers have to use their wits and the tools at their disposal to make "stealth" alignment happen, bringing the benefits of greater alignment without forcing sales out of its comfort zone.

    Join us for this webinar where you'll learn:
    • How data can eliminate sales and marketing's "blind spots"
    • The value of a shared sales and marketing lexicon
    • The numbers that prove how better alignment means better sales commissions
  • Developing Your Team's Social Selling Skills Apr 16 2015 4:00 pm UTC 45 mins
    Kurt Shaver, The Sales Foundry
    Reaching new prospects is harder than ever. People rarely answer their phones and email inboxes are so crowded that only the most critical messages get a response. The result is that it is difficult for salespeople to get started with new prospects.

    That is why sales organizations are embracing social selling and use applications like LinkedIn. However, most salespeople have never received any formal training on LinkedIn. Consequently, they don’t know how to use it properly to produce a steady stream of appointments.

    This webinar describes how to increase a sales team’s social selling skills. Join to learn:

    •How to Determine Social Selling Goals
    •5 Options for Delivering Social Selling Training
    •The Role of Sales Management in Social Selling Success
  • Enhancing Sales Conversations with Mobile Content Apr 16 2015 4:00 pm UTC 60 mins
    Louis Jonckheere, CEO, Showpad, Stephen Diorio, Partner, Profitable Channels, Mary Mercado, DMM, CooperVision
    How do you empower your mobile sales strategy with content? Our panel discusses ways to have better sales conversations by enabling your salespeople with dynamic content in the field.

    Learn how to tell more engaging stories centered around richer content types, more than just pdf's or office documents, but actually walking prospects through a dynamic story with HTML5, video, and content that's catered to your prospect's unique needs no matter the location.

    We'll discuss how to:
    * Build simple forms into your pitch
    * Share CooperVision's field sales process that led to 2x growth
    * How to create a dynamic content marketing to support sales growth
  • Scaling and Optimizing Sales Development For High Growth Companies Apr 16 2015 3:00 pm UTC 55 mins
    Max Altschuler, Sales Hacker; Ash Alhashim, Optimizely; Daniel Barber, ToutApp
    Sales Development teams are becoming a core component of rapidly growing companies. Almost all of the top B2B SaaS companies are known for their top of the funnel sales execution.

    Don't miss this webinar in which we dive deep into the world of scaling and optimizing sales development teams to explore the processes the pros use.
  • From B2C to B2B with DocuSign Apr 7 2015 4:00 pm UTC 15 mins
    Christine Crandell wth Keith Krach, Chairman and CEO, DocuSign
    Join Christine as she sits down with DocuSign Chairman and CEO, Keith Krach to discuss the road he took that led to running the electronic signature juggernaut, whose only competition is paper.
  • Six Ways to Maximize the Power of Your Data Recorded: Mar 25 2015 58 mins
    Jonathan Wu President, NAVinture
    Organizations of all types and sizes are awash in Big Data but lack the right tools to take advantage. Discover how to get the most from your own stores of information with a solution that provides everything from fast analytics and ease of use to ubiquitous to database and cloud services through smart dashboards and automatic updates.
  • 5 Frustrations Holding Your Sales Team Back and How to Fix Them Recorded: Mar 19 2015 46 mins
    Mark Tasseel, VP, Sales Enablement EMEA, CallidusCloud; Jennifer Kling, Product Marketing Manager, CallidsCloud
    Your team needs information, coaching, collaboration and collateral in all sorts of places – in conference rooms, hotels and taxis – and on a timeline that works with their deals. The right marketing or finance information, product training or guidance could make the difference between winning and being a runner-up. The frustration builds each time a team member can’t access what they need, when they need it and when it will be most vital to closing a deal.

    In this webinar, we’ll talk about 5 frequent frustrations that your sales team has when they are not optimally enabled to perform their best, and how to alleviate them.

    1) Not having the right material at the right time
    2) Unable to get info on-the-go
    3) Too many vendors, not enough integration
    4) Being blind to crucial data and activity from other departments
    5) Unable to get training, guidance and collaboration when they are needed
  • On-boarding New Sales Reps: The First 90 Days Recorded: Mar 12 2015 26 mins
    Brian Groth, Sales Enablement Manager, Xactly
    Join Brian to learn about what to do with your new sales reps in the first week to get them motivated, learning and off and running. As well as, how to keep the momentum going in the first few months on the job, with 30-60-90 day bench marks.
  • How to Keep Your SDRs Happy & Performing Longer Recorded: Mar 12 2015 58 mins
    Sean Kester, Head of Sales Development, SalesLoft; Derek Grant, VP Sales, FullStory; Ali Gooch, Senior Sales Manager, Pardot
    The hottest topic heard from Sales Development leaders is after you build your SDR team, how do you keep them happy and productive?

    We will tackle onboarding, training, career path, and incentives. Come hear from Sales leaders Derek Grant from Full Story, Ali Gooch from Salesforce, and Sean Kester from SalesLoft as they give their insight and secrets to growing their SDR teams.
  • Forecast the Future: Delivering Predictable Results for High Growth Sales Groups Recorded: Mar 12 2015 41 mins
    Matt Stanton, VP Sales, ConnectLeader
    Like in meteorology, sales forecasting is never 100% accurate. However, with the right approach, it's predictable.

    Join Matt as he discusses best practices in sales and revenue forecasting and the hurdles high growth sales organization executives face when predicting results.
  • The Customer-Core Foundation Method: Enabling a Better Sales Force Recorded: Mar 12 2015 39 mins
    Tamara Schenk, Research Director, MHI Research Institute
    The term "Sales Enablement" is used for almost everything that has to do with content, training, coaching, technology and collaboration to improve sales performance and to drive revenue growth. Nevertheless, sales enablement is rarely a strategic and holistic discipline that translates business strategy into integrated sales execution plans. More often sales enablement is a tactical approach to fixing a quarter rather than a strategic approach to transform a sales organization to a customer core, customer result-based and value-creating approach.

    To get to a more strategic sales force enablement approach, a customer core foundation based on the entire customer's journey is essential. Three additional pillars, that are all based on the customer core idea, have to be integrated with current concepts to evolve sales enablement to sales force enablement.

    Why you should attend - your main takeaways:

    • Why a customer core approach is key to success, and how to design it.
    • Why frontline sales manager are a key target group.
    • Why not only sales and marketing are relevant - how to take advantage of a strong foundation in sales operations.
    • Why content and training services should be integrated - along the customer's journey.
  • 4 Breakthroughs to Increase Win Rates in 2015 Recorded: Mar 11 2015 55 mins
    Edward Allison, Compelligence; Michael Cannon, Silver Bullet Group; Kevin Temple, Enterprise Selling Group; w/ Craig Nelson
    Want to lose fewer deals to the status quo and to the competition? In this interactive panel discussion, four senior sales leaders show you a holistic framework to:

    •Understand the top 6 decisions in the buyers’ process
    •Align your content and conversations to more effectively influence these decisions
    •Assess deals and build sales skills to reduce the risk of losing these decisions
    •Use intelligent systems to increase sales effectiveness and shorten sales cycles

    This is how you make BIG sales productivity gains in 2015.

    Speakers:

    Edward Allison
    Founder, Compelligence, Inc.

    Michael Cannon
    CEO and Founder, Silver Bullet Group, Inc.

    Kevin Temple
    Founder, Enterprise Selling Group

    Moderator:

    Craig Nelson
    Principal, Sales Enablement Group
  • 5 Tips to Building a Sales Enablement System Recorded: Mar 11 2015 58 mins
    Thierry van Herwijnen, Global Head Sales Knowledge Management, Wipro & Host of the Sales Enablement Podcast; and Panel
    How do you move from random acts of sales enablement to a strategic sales enablement system? Listen to Thierry van Herwijnen from the  Sales Enablement Lab podcast, Chris Tratar and David Kriss from the SAVO Group to get valuable insights into a more systematic and strategic approach to sales enablement.  

    In this webcast Thierry, Chris and Dave will discuss key sales enablement trends, the importance of sales enablement and the five key tips to think about when building a strategic sales enablement approach in your organization, including:

    • Organizational Alignment
    • Understanding the Sales Enablement Value Chain
    • Selecting the Right Technology
    • Creating a Sales Enablement Roadmap
    • Measuring Results
  • Tintri's No-Jerk Policy Recorded: Mar 2 2015 6 mins
    Christine Crandell with Ken Klein, CEO, Tintri
    In the premiere episode of Market Movers, Christine Crandell sits down with Silicon Valley powerhouse, Ken Klein, CEO of Tintri.

    Ken has a rich history in the valley of turning small companies big. Most notably, he led Mercury Interactive to become a billion dollar revenue generating powerhouse before HP acquired it for $5 billion.
  • Analytical Zen: Keeping it Simple yet Powerful Recorded: Feb 25 2015 43 mins
    Jeff Mills Director of Analytics at Tableau
    What makes one visualisation more impactful than another? Why do some chart types struggle to tell a story? In this session we explore how the Zen of Analysis is impacted by the types of visualisation we use, and the means in which we can use human perception to better tell our data story. Here, we explore the design principles that any analyst should be aware of when designing their worksheets and dashboards, as well as tie in the concepts of visual best practice to issues of speed and performance.
  • Organizing Success: Tips for Building an Efficient Customer Success Team Recorded: Feb 18 2015 29 mins
    Sam Loveland, VP, Customer for Life at FinancialForce.com
    You've built out your sales and support organization, but now you need to focus on driving adoption and usage of your products so you can secure the renewal. How do you go about doing that? What are some things that you should consider in building out the team?

    Join this webinar featuring guest speaker, Samantha Loveland, VP Customers For Life at FinancialForce.com to learn how to build out your Customer Success journey.
  • Customer Success: Going Beyond the Old CRM Model Recorded: Feb 18 2015 61 mins
    Kate Leggett, Guest Analyst, Forrester Research, and Jeff Cann, Sr. Director of Client Experience, Sysomos
    When three is company, or why Sales and Marketing need to make room for a Customer Success department. Over the past few years, a new software has been developed to power customer success within subscription businesses that goes beyond the traditional CRM model, focusing instead on monitoring and measuring the real-time health of a customer’s experience.

    Join Kate Leggett of Forrester Research and Jeff Cann, Sr. Director of Client Experience at Sysomos (MarketWired) as they discuss why you need this new organizational role and how to build an effective Customer Success function with best practices.
  • 2 Minutes on BrightTALK: Sales Coaching 101 Recorded: Feb 17 2015 3 mins
    Jill Konrath, Author, Selling to Big Companies
    Sales coaching is a lot like the “give a man a fish” analogy. If you’re not coaching, your sales team isn’t learning how to manage, challenge or grow their skills on their own. Everyday is a learning opportunity for your sales reps to improve on their methods.

    Watch Jill explain why as a manager, you should be coaching thinking skills to allow your reps to become self-motived to improve on a daily basis.
Sales best practices for sales managers and teams
Sales management, training, enablement, hiring, incentivizing... Everything you need to know to lead your team and company to success.

Embed in website or blog

Successfully added emails: 0
Remove all
  • Title: Smart Selling on the Phone and Online- Chapter #4
  • Live at: Sep 25 2009 2:00 pm
  • Presented by: Josiane Feigon, Author of Smart Selling on the Phone and Online
  • From:
Your email has been sent.
or close
You must be logged in to email this