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

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#3 - Where are We Going?

Versus

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#4 - Lean on Me

Interactive Coaching

Remote Support

Deal Desk

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#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

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#6 - Birds of a Feather

What?

Why?

Vision for Use?

Support?

Incentives & Value?

Success Stories?

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#7 - Try It, You’ll Like It!

I don’t like it!

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#8 – Address the Naysayers

Can’t be done

This is all wrong

It would be perfect if it

only had …

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#9 - Integration into Their World

CRM

Sales Playbook

Sales Portal

Lead Nurturing

Single Sign-on Access

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#10 - Mission Accomplished

Sales Turnover

Attention Deficit

Need Continuous Reinforcement

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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

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Q&A

Tom Pisello, Chairman & Founder

The ROI Guy