Webcast: How to improve sales tool adoption
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Transcript of Webcast: How to improve sales tool adoption
10 Ways to Immediately Improve Sales Tool
Adoption
TOM PISELLO, Chairman & Founder
Blog: http://www.fightfrugalnomics.com
Twitter: @tpisello
http://www.alinean.com
Powering B2B sales to economic buyers
© 2011 Alinean, Inc. 2
Is There a Way to Improve Sales Tool Adoption?
© 2011 Alinean, Inc. 3
The More Things Change, the More they Remain the Same
© 2011 Alinean, Inc. 4
#1 - All Sales Sees is All There Is
Introductory Training
Briefs in Sales Newsletters/Emails
Sales Portals and Playbooks
Road-show Trainings
Description & Purpose?
When to Best Use?
Who to Use With?
How to Best Use?
Where to Find It?
© 2011 Alinean, Inc. 5
#2 - A Change is Gonna Come
© 2011 Alinean, Inc. 6
#3 - Where are We Going?
Versus
© 2011 Alinean, Inc. 7
#4 - Lean on Me
Interactive Coaching
Remote Support
Deal Desk
© 2011 Alinean, Inc. 8
#5 - Show Me the Money
$ incentive for using
Engage higher (where 85% of decisions made)
20% less sales cycle
30% increase in deal size
60% increase in win rates IDC
© 2011 Alinean, Inc. 9
#6 - Birds of a Feather
What?
Why?
Vision for Use?
Support?
Incentives & Value?
Success Stories?
© 2011 Alinean, Inc. 10
#7 - Try It, You’ll Like It!
I don’t like it!
© 2011 Alinean, Inc. 11
#8 – Address the Naysayers
Can’t be done
This is all wrong
It would be perfect if it
only had …
© 2011 Alinean, Inc. 12
#9 - Integration into Their World
CRM
Sales Playbook
Sales Portal
Lead Nurturing
Single Sign-on Access
© 2011 Alinean, Inc. 13
#10 - Mission Accomplished
Sales Turnover
Attention Deficit
Need Continuous Reinforcement
© 2011 Alinean, Inc. 14
Next Steps
http://www.fightfrugalnomics.com
http://www.alinean.com/faq/
Value Selling Tools
http://www.alinean.com/value_selling
Ask the ROI Guy Resource Center
© 2011 Alinean, Inc. 15
Q&A
Tom Pisello, Chairman & Founder
The ROI Guy