Gerhard Gschwandtner (moderator) is the founder and CEO of Personal Selling Power, Inc. After seven years as an international sales and marketing executive in Europe & the US, he started a sales training consulting company. In 1981 he founded Selling Power magazine with a circulation of 138,000 subscribers in 67 countries. Personal Selling Power, Inc. has a book-publishing division, an audio-publishing division, and the leading Website in the sales industry.

Josiane Feigon (presenter) is the founder and CEO of TeleSmart Communications. A twenty-year veteran of the industry, Josiane is recognized as one of the world's leading experts on inside sales team and manager talent, providing consulting, coaching and training solutions for hundreds of Fortune 1000 companies, including  Cisco, EMC, Genesys, Oracle, Hewlett-Packard, and VeriSign. Her new book Smart Selling on the Phone and Online has created a buzz in the global inside sales industry and quickly becoming the sourcebook for inside sales. Her Cubicle Chronicles blog is voted among the top 25 sales blog.

Greg Volm (presenter) built and continues to lead the fast growing Corporate Sales function at InsideView, managing all lead generation efforts and revenue for the small-to-medium business segment. Prior to joining InsideView, Greg spent several years as a top account executive at salesforce.com and was a consistent top performer at Wipro Technologies. At Electronic Data Systems, he spent the majority of his career selling large outsourcing agreements to Fortune 500 customers. Greg obtained his Bachelor of Science degree from St. Mary's College.

 

Learn How Sales 2.0 Technologies & Processes Will:
• Identify the right contacts in your target accounts to get in the door
• Improve high-end selling through social and business connections to C-level executives
• Avoid wasting valuable sales cycles with “No-Po”s, or people with
  No Purchase Order authority
• Manage opportunities effectively through organizational change

Selling through a downturn means salespeople are faced with more objections, more decision-makers, more departments, and generally more opportunities to send their deal sideways. More and more people are involved in the decision-making process, but fewer people have the power to make a purchase decision. The probability of selling to powerless decision-makers, otherwise known as “No-Po’s”, is multiplying daily as departments which traditionally held budgets and decision-makers with signing authority are quickly disappearing. Hence it has never been more important for salespeople to incorporate sales intelligence throughout their sales cycle to ensure they are calling on the right people, maneuvering through the organization turmoil their prospects may be experiencing, and not wasting their time with the No-Po’s.

Sales strategist and author of best-selling book “Smart Selling on the Phone and Online”, Josiane Feigon, and Director of SMB from InsideView, Greg Volm, join Selling Power publisher and chair of the Sales 2.0 conference series Gerhard Gschwandtner to learn how Sales 2.0 technologies and processes can be used together – especially in these uncertain times - to connect with the right decision makers to accelerate your sales cycles.