1. Six Transforming Sales Trends for 2010 Welcome! Presented by Josiane Feigon Author and CEO of TeleSmartCommunications

2. Realities today Lead Nurturing It’s Not Just about Using the Phone Tool Fuel Power Buyers Qualification 1 Overview

3. 1. Realities Today TeleSmart Communications All Rights Reserved 2010 2

5. Call Activity

6. Tool Fuel

7. Power Buyers

8. Qualification

9. Funnel ManagementTeleSmart Communications All Rights Reserved 2010 3

10. 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.” TeleSmart Communications All Rights Reserved 2010 4

11. 2. Lead Nurturing TeleSmart Communications All Rights Reserved 2010 5

13. High activity rates

14. Power Buyers

15. Robust Qualification

16. Sales & Social Prospecting Tools

17. Low closing rate

18. High closing rate6

19. Tradeshows Website Visitor Action White Paper Downloads Web Demos Quick Quotes No Money No Need No Authority Customers Lead Nurturing Gone Wrong 7 According to IDC report, 80% of marketing expenditures on lead generation is wasted because the leads are ignored by salespeople. 7

20. 3. It’s not just about using the phone TeleSmart Communications All Rights Reserved 2010 8

21. TeleSmart Communications All Rights Reserved 2010 Dynamic Duo Voice Mail + Email = High Response: 9

22. The Multiple Touch Rule What’s your strategic multi-touch strategy throughout the sales cycle? 10

23. The Multiple Touch Rule What’s your strategic multi-touch strategy throughout the sales cycle? Beginning of sales cycle: voice mail, email, invitation to web conferencing/webinar, white paper 11

24. The Multiple Touch Rule What’s your strategic multi-touch strategy throughout the sales cycle? Middle of sales cycle: youtube video, case study, competitive benchmark, invitation to linkedin, tradeshow/customer reference 12

25. The Multiple Touch Rule What’s your strategic multi-touch strategy throughout the sales cycle? End of sales cycle: ROI calculator, personalized video (GoldMail) Twitter research 13

26. The Multiple Touch Rule What’s your strategic multi-touch strategy throughout the sales cycle? 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 End of sales cycle: ROI calculator, personalized video (GoldMail) Twitter research 14

27. Sales 2.0 Trends Messaging is Changing Living in the cloud…. Focus on the prospects with the highest possibility to purchase Become part of the conversation to stay engaged and relevant Discover trigger events to identify the right time into the opportunity Leverage business and social relationships to connect with the right decision-makers Engage prospects with information that’s relevant to current initiatives or urgent business challenges

28. 4. Tool Fuel TeleSmart Communications All Rights Reserved 2010 16

29. Sales Productivity Tools Selling Admin. Planning 17

30. Social Prospecting Tools 18

31. eBook Debuts Today! 19 www.smartinsidesales20.com

32. 5. Power Buyers TeleSmart Communications All Rights Reserved 2010 20

33. Kenneth Wolfe CEO Tamara Fields Exec. Asst. Mark Berenson CFO Jeff Alden CTO John James CMO Bob Cash COO Susan Snow Purchasing Mgr. Jill Aldrich Exec. Asst. George Davis VP of Technology Tom Spaulding Dir. of E Business Maggie Smith External Mgmt Consultant Lisa Bentz Project Manager Mitch Code R & D Mike Moody IT Analyst Steve Hendrie Planning Manager Louis Crow Engineer Hierarchy of Power? 21 mm

34. Salespeople are finding they are selling to the wrong people otherwise known as the No-Po’s- people who have NoPower, No Potentialand No Purchaseorder will ever come from it. Uh-Oh, it’s the No-Po TeleSmart Communications All Rights Reserved 2010 22

35. Finding the Power Buyer TeleSmart Communications All Rights Reserved 2010 23

36. eBook about Social Power TeleSmart Communications All Rights Reserved 2010 24

37. 6. Qualification TeleSmart Communications All Rights Reserved 2010 25

38. Holding Customers in a Headlock 33 minutes 48 minutes 54 minutes TeleSmart Communications All Rights Reserved 2010 26 Are you using your demos for qualification purposes?

39. Sales Ready Leads Criteria Boiling Hot 100o C Budget 90o C Timeframe 80o C 70o C Competition 60o C 50o C Decision Making Criteria 40o C Decision Making Process 30o C Business Needs 20o C Current Environment Next Steps 10o C 0o C Freezing Cold 27

40. 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” TeleSmart Communications All Rights Reserved 2010 28

41. Thank You Josiane Feigon Founder- 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 TeleSmart Communications All Rights Reserved 2010 29