If inside sales is part of your sales model, or if you want it to be, you need this book. Josiane Feigon shows real-world, in-the-trenches strategies and techniques that will help you win more business using the phone.
San Francisco, CA (PRWEB) September 10, 2009
In today's tough economic climate the strength of a company's inside sales team can be the determining factor in its ultimate success or failure. And adding to the pressure, these young sales professionals are dealing with an ever evolving Sales 2.0 landscape and fighting to be heard by far too busy opt-out prospects. To survive (and thrive) in this pressure-cooker environment, sales blogger and expert Josiane Feigon believes that inside sales professionals need to find the power players, get their attention on the phone and online, and close deals -- fast.
Josiane Chriqui Feigon's SMART SELLING ON THE PHONE AND ONLINE: Inside Sales that Gets Results (AMACOM; September 22, 2009; $17.95 Paperback) is just what inside sales professionals have been waiting for: a comprehensive training sourcebook written just for them. A pioneer of the Sales 2.0 movement and one of high tech's most in-demand "inside sales" trainers, Josiane has mastered inside sales from inside the cubicle to the mind of the customer. And, now she's created a cubicle must-have based on her time-tested TeleSmart10 System, the sales 2.0 training methodology on which she has trained Fortune 500 sales professionals from Apple, Cisco, Microsoft, Oracle and more for nearly two decades.
"Inside salespeople selling B2B can generate up to 50 percent of a business's revenue, prospecting, selling to and managing customers at the highest levels of an organization," says Feigon. "What's often missing, however, is the proper training necessary for these professionals to be as effective as possible, and that's where the system I have developed comes in."
Built on 10 easy-to-learn, must-have skills keyed to the sales cycle, the simple, step-by-step processes in SMART SELLING ON THE PHONE AND ONLINE will help sales pros to:
-- Beat "sales paralysis" once and for all by crafting a new opening statement, creating an original e-mail template and generating fresh questions that transform hang-ups and rejections into new prospects and closed deals.
-- Navigate around obstacles and gatekeepers to gain access to the decision makers and power buyers.
-- Sell in sound bites, not long winded speeches. Remember, executives' time is valuable, don't waste it.
-- Make presentations that have real selling power by keeping the focus on the needs of the customer.
-- Ask the right question to reveal customer needs.
-- Prioritize and manage their time so that more of it is actually spent selling.
-- Turn frustration into success - and sales.
In his review of the book, Art Sobczack, President of BusinessByPhone.com said, "If inside sales is part of your sales model, or if you want it to be, you need this book. Josiane Feigon shows real-world, in-the-trenches strategies and techniques that will help you win more business using the phone."
About the author:
Josiane Chriqui Feigon is President and Founder of TeleSmart Communications, a global training and consulting company based in San Francisco that specializes in inside sales. Her organization provides consulting, coaching and training for scores of Fortune 500 companies - including Apple, Cisco, Microsoft and Oracle - whose global inside sales organizations range from 20 - 800 salespeople.
Title: SMART SELLING ON THE PHONE AND ONLINE: Inside Sales that Gets Results
Author: Josiane Chriqui Feigon
Pub. Date: September 22, 2009
Price: $17.95 Paperback
For a review copy, call 212/903-8087 or fax 212/903-8083.
New from AMACOM Books, Guidebook Offers
Time-tested Advice for "Inside Sales" Success
For Immediate Release
Contact: Irene Majuk
212/903-8087 / imajuk (at) amanet.org