AA-ISP November 2012

! ! ! !!! ! !!

!! ! !!

0

Welcome!

Presented by Josiane Feigon

Author and CEO of TeleSmart Communications

by AA-ISP!

1

Voted Book of the Year The Sourcebook

Josiane Feigon, !Author & CEO TeleSmart!!

!

.

Spring 2013

3!

Gone!

2.0!

4!

Gone!

5!

Gone!

6!

Gone!

7!

Gone!

8!

Gone!

9!

Gone!

10!

Gone!

11!

Gone!

TeleSmart Communications All Rights Reserved 2012

12!

The New Normal

13!

Customer 2.0

14!

Love/Hate


15!

What They Do! What They Really Mean!They travel light! But still want company!They are reluctant to spend $! But have tons of cash!They have short attention spans! But devour relevant content!They don’t trust vendors! But trust their social networks!They see the phone as interruption! But they accept demos!They cancel appointments! But request quick concalls!They have short fuses & memories! But they forget why they are mad!They are not monogamous! But they are starved for relationship!They lose interest early in sales cycle!

But they pay attention at the end!

They are independent and don’t need salespeople!

But they go out of their way to appreciate an intelligent one!

Mixed Messages

16!

Talent 2.0


17!

Love/Hate


18!

What They Do! What They Mean!They are impatient about career advancement!

But have a sense of entitlement when it comes to working hard!

They say “gimme, gimme, gimme”! But they don’t run with it!They are big multi-taskers! But they lose focus & need mentors!They are fearless with authority! But need structure and direction!They don’t like phone conversations! But like social network conversation!They don’t like land lines! But they like automated dialers!They are very opinionated! But don’t take feedback well!They want work-life balance! But would rather go out for happy

hour!They are extremely social on FB! But not as much on LinkedIn!They hate rejection! But lack the ability to self-diagnose!

Mixed Messages

Tech & Tools

Social Media

Hierarchy

Relationships

Mobile

Collaboration

28!

Tools 2.0


29!

Prospecting 2.0

30!

Superhero Traits Potent Prospecting!

!Engagement!

Education!Mobilization!

Collaboration!Application!

Thank You! Josiane Feigon Founder and CEO, TeleSmart Communications Author, Smart Selling on the Phone and Online Blogger, Cubicle Chronicles

Linkedin- TeleSmart Selling Group Twitter; @josianefeigon

31!

Voted Book of the Year by AA-ISP, 2011!

AA-ISP November 2012

Documents

Transcript of AA-ISP November 2012