Smart Selling on the Phone and Online- Chapter #3

Josiane Feigon, Author of Smart Selling on the Phone and Online

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
Sep 18 2009
15 mins
Smart Selling on the Phone and Online- Chapter #3
  • Channel
  • Channel profile
  • Make Cold Calling Effective for Your Staffing Agency. No Joke. Aug 11 2015 5:00 pm UTC 45 mins
    Dan Fisher; Bennett Sung
    Welcome Staffing & Recruiting Agency Professionals to Jobscience & Menemsha Group's 3-Part, Sales Productivity Series --- "The Road to Winning More Business."

    Part 3: Cold Calling Techniques That Can Take Your Agency To The Finish Line. No Joke.

    Cold calling is the lifeblood of the staffing sales rep yet so few find it an effective use of their time.

    Proven sales coach for staffing agencies, Dan Fisher of Menemsha Group will dispel the myth around the ineffectiveness of cold calling, and in fact provide a a fresh approach to cold calling that actually yields results.

    Key learning experiences:

    •Why (and how) you need to do the opposite of what prospects expect from sales people?
    •How sales people create objections (and how to stop these behaviors)?
    •How to craft a message that cuts through the clutter and will compel the client to engage?
    •How to power your recruitment agency CRM with market intelligence so a cold call isn't so cold?
  • More Sales Start With Perfecting The Art of Taking A Job Order Jul 14 2015 5:00 pm UTC 45 mins
    Dan Fisher; Bennett Sung
    Welcome Staffing & Recruiting Agency Professionals to Jobscience & Menemsha Group's 3-Part, Sales Productivity Series --- "The Road to Winning More Business."

    Part 2: Accelerate Past Your Competition By Improving How You Qualify Job Orders.

    What if there was a way to shorten your sales cycle from 25 days to 20 days? And imagine if instead of closing two or three job orders out of ten you could close five or even six or seven out of ten job orders? Combined, that would be a significant boost to your sales results, without having to exert additional prospecting time and energy. That is what we call working smart!

    Proven sales coach to staffing agencies, Dan Fisher of Menemsha Group will highlight the most important and often most overlooked qualification elements of taking a client requirement.

    Key learning experiences include:
    •How to establish yourself as an equal peer with your client (& why this is so critical)?
    •How you can change the playing field (change the client requirement)?
    •How to eliminate latency and avoid a stalled sales cycle?
    •How to leverage recruitment agency CRM software to drive consistent practices of taking a job order?
  • The Art of the Dance: Organizing Customer Success with Sales in Mind Jun 11 2015 3:00 pm UTC 45 mins
    David Lahey, VP, Jobvite
    Join David Lahey as he maps out best practices for developing an organizational structure for Customer Success that aligns well with Sales. He’ll cover the common questions and best practices that every CS manager faces, including:

    • What are the best KPIs for a customer success manager beyond client churn? 
    • Should customer success managers have sales quotas? 
    • Where are the most functional and beneficial touch-points between a Customer Success team and a Sales team during a customer's lifecycle?
  • Customer Engagement Best Practices For Staffing Agencies Jun 9 2015 5:00 pm UTC 45 mins
    Dan Fisher; Bennett Sung
    Welcome Staffing & Recruiting Agency Professionals to Jobscience & Menemsha Group's 3-Part, Sales Productivity Series --- "The Road to Winning More Business."

    Part 1: Customer Engagement Practices That’ll Make Your Agency Come In First.

    Today’s most well-known and respected brand names including Starbucks, Apple and Whole Foods have completely changed the customer experience. What can we in the staffing industry learn from them? A lot!

    In order differentiate in a crowded marketplace, sales professionals need to learn how to create an experience for the customer that is different from how they engage other sales professionals. Today’s staffing sales professional needs to create experiences that are so valuable for the customer that the customer would be willing to pay the sales person for their time. But how?

    Proven sales coach for staffing agencies, Dan Fisher of Menemsha Group will speak to:

    •How to identify high value prospects?
    •How and why you need to change the customer experience?
    •How to create a customer experience that will earn you customer loyalty and exclusivity?
    •How to leverage recruitment agency CRM software for customer engagement?
  • Down with Spreadsheets: Modernizing your Sales Productivity Jun 4 2015 6:00 pm UTC 60 mins
    Jennifer Kling, Product Marketing Manager, CallidusCloud
    How productive is your sales force? Smart devices (phones, tablets, watches, etc.) are intended to make us more productive. According to IDC, by 2020, 85 billion mobile apps will be downloaded; 450 billion business transactions will take place on the Internet daily. We have already seen the volume of mobile devices out pace PCs. Is all this technology really helping your sales reps be more productive? Or are your sales reps still using spreadsheets and paper to get business done at a snail’s pace?

    In this webinar, you will learn best practices to modernize your sales force so you can see improved productivity and most importantly, results. Specifically around the time consuming functions of:

    ·  Accessing the right sales content

    ·  Generating quotes and proposals

    ·  Commissions tracking

    ·  Removing paper from these processes!
  • Best Sales Development Tools to Use in 2015 - Part 2 Jun 4 2015 5:00 pm UTC 60 mins
    Ralph Barsi, Achievers; Sean Kester, SalesLoft; Andrew McGuire, Zendesk; David Dulany, Infer
    Join four Sales Development powerhouses as they dive in to more tools to use in your Sales Development stack in 2015. Get a leg up on the competition by reviewing the best available practices in the space to help you get ahead.
  • Social Selling meets Sales Enablement Recorded: May 21 2015 56 mins
    Craig Nelson, VP Enablement & Coaching, CallidusCloud, Jamie Shanks, CEO, Sales for Life
    Over the past few years social selling and collaboration has become an effective method to reach prospective customers earlier in their buying process, collaborate across sales team members and the customer during their journey, and as a way to harvest best practices from field tribal knowledge. This session we will cover these topics using examples gleaned from companies levering social selling and collaboration to take sales enablement to the next level.
  • Panel: Should Modern Reps Care About Social Selling? Recorded: May 21 2015 56 mins
    Peter Mollins w/ Keith Burrows, Lattice; Melanie Barrett, Vision Critical; and Mike Kunkle, Sales Transformation Leader
    Moderator: Peter Mollins, KnowledgeTree
    Panel: Keith Burrows, Lattice; Melanie Barrett, Vision Critical; and Mike Kunkle, Sales Transformation Leader

    Social selling proponents claim that sales teams who implement social selling strategies are seeing shorter sales cycles, larger deals, more productive sales teams, and increases in revenue. Join this panel of sales enablement leaders as they debate the importance of having a social selling strategy and its place in driving revenue.
  • Increasing Sales Productivity with Social Selling Recorded: May 21 2015 58 mins
    Kurt Shaver, CEO, The Sales Foundry
    One of the biggest questions that sales leaders ask about Social Selling is "How do we know it's working?" That's a legitimate question given the potential for sales reps to waste time on social networking activities. Learn what top companies are doing to tie social activities to real results.

    Attendes will learn:

    • How to Choose Social KPIs
    • Methods and Tools for Measuring Results
    • A New Way to Boost Social Sales Productivity
  • How to Manage Your Sales Funnel on LinkedIn Recorded: May 20 2015 34 mins
    Celina Guerrero, President & Social Sales Consultant, Social to Sales
    Whether you use a separate CRM or you use LinkedIn as a stand-alone contact management system, you can quickly and easily manage your leads, prospects, referrals and clients on LinkedIn. Learn how to spend less time confused about where your LinkedIn contacts are in your pipeline, and more time advancing the sale and closing deals.
  • Making “Cents” of Your Contact Center Channels Recorded: May 12 2015 59 mins
    Ian Jacobs, Senior Analyst, Forrester, Richard Dumas, Director of Product and Solutions Marketing, Five9
    Making “Cents” of Your Contact Center Channels: Determining if your contact center is the best bet for a multichannel environment, and how to go about implementing it efficiently.

    As customer service channels continue to evolve, the debate continues when (and whether) companies should employ a multichannel contact center. Deploying a multichannel contact center can be a strong strategic move for enterprises, but should be done with care, making sure to mitigate risks and effectively address challenges before they arise.

    Join our guest Forrester Research analyst Ian Jacobs as he walks through how to determine if your contact center environment should implement a multichannel contact center, or keep efforts on the voice channel they already know best.

    Attendees will learn:

    How your contact center software can enable, or hinder, your multichannel efforts
    How and when companies should evolve their contact center beyond voice
    How to deal with top challenges when building a multichannel contact center environment


    The Five9 Team
  • 2 Minutes on BrightTALK: Customer Success Reporting Lines Recorded: May 5 2015 2 mins
    Jennifer Benson, Vice President, Client Services at NewsCred
    How much do reporting lines matter? Who should customer success report to internally? Does the size of your company make a difference? Join Jen as she shares some actionable tips on CS team structure.
  • Why Michael Brenner Thinks Marketing is Broken Recorded: May 5 2015 4 mins
    Michael Brenner, Head of Strategy, NewsCred
    “Most of marketing is ineffective pushing and that is stuff we as consumers are tuning out,” says Michael Brenner, Head of Strategy at NewsCred. What is the solution that has the power to drive change in your organization?

    Join Christine Crandell as she sits down with Michael in the latest episode of Market Movers. Watch to learn why he believes marketing should shift away from Madison Avenue and focus more on enabling the kinds of communication that occur from person to person.
  • 2 Minutes on BrightTALK: What’s Your Customer Success Team’s #1 Challenge? Recorded: Apr 24 2015 2 mins
    Ryan Engley, Director of Customer Success, Unbounce
    What’s your team's 1 pain point? Is it sales and customer success alignment or finding the right team structure for your organization? Join Ryan as he shares insights into the future of customer success.
  • 2 Minutes on BrightTALK: Using Myers-Briggs to Build Out a Successful Team Recorded: Apr 24 2015 2 mins
    David Lahey, VP, Jobvite
    What do customer success managers look for when hiring the right talent? Find out David’s secret to building out a team that works well together.
  • How to Hire Your Customer Success Team Recorded: Apr 23 2015 62 mins
    Peter Marinari the Director of Account Management at RJ Metrics and Kristen Hayer the VP of Customer Success at The Resumator
    Join Peter Marinari the Director of Account Management at RJ Metrics and Kristen Hayer the VP of Customer Success at The Resumator to learn how they built their top performing customer success teams
  • Sales Enablement's Role in Building a Seamless Customer Experience Recorded: Apr 16 2015 30 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 Recorded: Apr 16 2015 44 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 Recorded: Apr 16 2015 57 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
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.

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  • Title: Smart Selling on the Phone and Online- Chapter #3
  • Live at: Sep 18 2009 2:00 pm
  • Presented by: Josiane Feigon, Author of Smart Selling on the Phone and Online
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