education ROI team MANAGEMENT development PROCESS online effective certification methods referrals SALE S success prospecting result s leader profit global network experts REINFORCEMEN T accountability solutions measurable training dedication Sales Elite, LLC / 20 Sales Hacks in 60 Minutes! Gary Smyth Founder / CEO
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20 Sales Technologies and Techniques to Grow Your Business
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education ROI
teamMANAGEMENT
developmentPROCESS
online
effective certification
methods
referrals
SALES success
prospecting
resultsleader
profitglobal
network
experts
REINFORCEMENT
accountability
solutionsmeasurable
training
dedication
Sales Elite, LLC / 20 Sales Hacks in 60 Minutes!
Gary SmythFounder / CEO
SALESeducation ROI team MANAGEMENTdevelopment profit accountability
measurable leadernetwork
Defining Sales SuccessB-A-T Triangle
SALESeducation ROI team MANAGEMENTdevelopment profit accountability
measurable leadernetwork
Sales Tools, Technologies & Techniques
• Hiring
• CRM
• Lead Generation
• Sales Intelligence
• Social Media Management
• Productivity
• Sales Techniques
SALESeducation ROI team MANAGEMENTdevelopment profit accountability
measurable leadernetwork
Hiring.
SALESeducation ROI team MANAGEMENTdevelopment profit accountability
measurable leadernetwork
Building a Sales Team
• Sales Education Foundation: Identify Professional Sales programs.
• Leverage for entry level, interns and tenured sales professionals
• Pi Sigma Epsilon: Start working with the next generation of sales professionals.
• Only national, professional fraternity dedicated to sales
• Leverage resources provided by University Sales Center Alliance.
SALESeducation ROI team MANAGEMENTdevelopment profit accountability
measurable leadernetwork
CRM.
SALESeducation ROI team MANAGEMENTdevelopment profit accountability
measurable leadernetwork
HubSpot / Insightly
• HubSpot
• Free CRM
• Unlimited users, usage, data
• Customize views, deal and task board
• Insightly
• Free CRM up to 2 users.
• Advanced reporting functionalities.
• Email templates, large email distribution.
SALESeducation ROI team MANAGEMENTdevelopment profit accountability
measurable leadernetwork
Lead Generation.
SALESeducation ROI team MANAGEMENTdevelopment profit accountability
measurable leadernetwork
LinkedIn / Twitter Boolean Search
• What is Boolean Search
• A type of search allowing users to combine keywords with operators such as AND, NOT and OR to further produce more relevant results.
• LinkedIn
• (“Vice President” OR VP OR “V.P.” OR SVP OR EVP) AND SALES
• Helpdesk OR “Help Desk” OR “Technical' Support”
• Twitter
• crm "anyone know" lang:en since:2015-12-31
SALESeducation ROI team MANAGEMENTdevelopment profit accountability
measurable leadernetwork
ZoomInfo Community
• Gain access to ZoomInfo contact database.
• An Outlook plug-in that shares your business contacts with the ZoomInfo community.
• In return you gain access to more than 65 million people and six million company profiles.
SALESeducation ROI team MANAGEMENTdevelopment profit accountability
measurable leadernetwork
Rapportive / Google Docs
• Leverage tool identify email address as well as other online information, including LinkedIn profile.
• There are a couple steps to this…
• Leverage Google Docs spreadsheet to help minimize the work.
• Refer to link / video for additional instructions.
SALESeducation ROI team MANAGEMENTdevelopment profit accountability
measurable leadernetwork
MailTester & “Whois” Search
• “Whois” search
• When a company registers a website, need to provide contact for admin or technical contact
• Often this can provide the email format for a specific company
• Note: many companies use private or 3rd parties to register site
• Other resources that can help verify email addresses
• MailTester & Verify Email Address
SALESeducation ROI team MANAGEMENTdevelopment profit accountability
measurable leadernetwork
Profile Views
• See full history of LinkedIn views.
• View beyond 5 recent views limit.
• Basic LinkedIn subscription
• No upgraded profile needed.
• No 90 days limit for historical views
SALESeducation ROI team MANAGEMENTdevelopment profit accountability
measurable leadernetwork
Sales Intelligence.
SALESeducation ROI team MANAGEMENTdevelopment profit accountability
measurable leadernetwork
Crystal
• People communicate differently. Communicate with empathy.
• Crystal is a communication coach for every conversation: phone, in-person, social, email
• View personality profiles from across the web, integrates with social networks.
• Personality-driven email templates.
SALESeducation ROI team MANAGEMENTdevelopment profit accountability
measurable leadernetwork
Charlie App
• Prepare for meetings effectively.
• Will compile one-pager on the people you are about to meet with, before you see them.
• Can integrate with your calendar and synch with your scheduled meetings.
• Provides breaking news on a company, professional history, news articles where mentioned.
SALESeducation ROI team MANAGEMENTdevelopment profit accountability
measurable leadernetwork
Datanyze
• Research and qualify accounts.
• Identify technologies being currently leveraged at that company.
• Build prospect lists and uncover email addresses.
• Export information into SalesForce.
SALESeducation ROI team MANAGEMENTdevelopment profit accountability
measurable leadernetwork
Owler
• Provides sales intelligence in a consolidated location.