31 Must Have Sales Tools in 2013

31 Must Have Sales Toolsin 2013with Koka SextonNancy NardinBrian VellmureMatt HeinzMiles Austinand Craig Rosenberg

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THE SALES TOOL REVOLUTION IS HERE

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Koka SextonFounder of Social Selling University@kokasexton

Craig RosenbergCEO of Funnelholic Media@funnelholic

Brian VellmureCEO/Founder of Initium LLC/Innovantage@BrianVellmure

Matt HeinzPresident of Heinz Marketing@HeinzMarketing

Miles AustinSales and Marketing Technologist of Fill the Funnel, Inc@milesaustin

Nancy NardinFounder of Smart Selling Tools@SellingTools

The Team

#Craigspicks

#salestools

#socialtalk

E-Signatures

Why?

o   Nothing is more painful than the “last-mile” of the selling process

o   Why wouldn’t you? -- unless you prefer fax machines and printers

o  Manages and tracks entire sign-offprocess

My story – how DocuSign became a verb

o   “DocuSigned” biggest deal of the quarter in Starbucks off 101 o   Signed 2nd biggest deal from Tahoe.

@funnelholic

www.docusign.com

What can InsideView be used for?

• Data – InsideView aggregates 30,000 data sources to bring highly accurate business data

• Lead Generation – Highly-targeted list building features

• Listening – Create Watchlists of your Prospects• Connections – InsideView shows your

connections from passed employers, LinkedIn, Facebook, alumni networks and colleagues

InsideView Screenshot

Build targeted lists of

Prospects!

#socialtalk @funnelholic

Sales Intelligence and Lead Generation

www.insideview.com

#socialtalk

Sales Intelligence and Lead Generation

@funnelholic

o   Create list of most influential leads

o   Understand Twitter relationships that can help you close business

o  Prioritize leads, customers, etc by social influence

All within Salesforce.comwww.kred.com

#socialtalk

Small Business List Generation and Sales Intelligence

@funnelholic

https://radiusintel.com/

Radius Intelligence

Why?

o   21 million small business recordso   Rich selling data in each record –

Contact information, social data and activity and news info.

o  Machine-based, programmatic approach updates records in real-time

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Sales Productivity

@funnelholic

Why?

o   Give them a list and Connect and Sell delivers conversations

o   Automation and human intervention gets through gate keepers and navigates the organization

o   5-15 conversation in an hour which most inside sales teams barely get in a day

www.connectandsell.com

#Nancyspicks

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Real-time, field data-capture and collaboration forSmall & Medium-sized Sales Organizations

$5-$30 per user/per month

#socialtalk

Mobile Sales Productivity

Uses Salespod to ensure 7 reps are:

o   Making the sales visits they’re supposed to be making.

o   Reporting their activities and recording visit details

o   Showing catalog items to customers and prospects

Salespod Use-Case

Reps are making an average of $1,000 more in commissions each month since using salespod!

Estimated 25-30% growth in per-rep productivity.

“Salespod is key to helping grow the business and to growing Sales rep’s commissions!”

Presented by Nancy [email protected]@sellingtools

Joseph Avci

Qvidian Sales Playbooks Arm Salespeople for Maximum Performance

$495 per user/per year

#socialtalk

Sales Playbooks and Analytics

1,300+ sellers use Sales Playbooks to:

o   Follow consistent, proven sales processes.

o   Access to the most relevant, deal-specific content and sales tools and close deals faster.

o   Increase win rates, shorten sales cycles.

Qvidian Use-Case

Presented by Nancy [email protected]@sellingtools

2.5x increase in deal size when using Playbooks.

85% of sales victories leveraged use of Playbooks.

“The icing on the cake [with playbooks], is that we’re now able to ‘fail faster’ – the playbooks process forces more transparency around the viability of every deal. If we find out our solution isn’t the best fit for a given opportunity, we know it earlier in the sales cycle and can re-direct our energies towards better deals”Gerard Sample,

Sr. Director Sales Enablement

The easy way for sales leaders to achieve sustainable improvement from their team in just minutes a day.

Starts at $475 per user/per year

#socialtalk

Sales Performance Improvement

Sales leaders use TeamVisibility with inside or remote sales teams of 5-100+ to :

o   Capture “game tape” of the rep – customer interaction.

o   Efficiently provide coaching and feedback.

o   Quickly build a Best Practices library.

TeamVisibility Use-Case

Team Scorecard Rep’s Game-TapeNew-rep on-boarding takes 70% less time!

Estimated 11% growth in per-rep revenue.

“The integration of TeamVisibility game tape into Salesforce.com provides us everything we need to drive performance in one place."

Presented by Nancy [email protected]@sellingtools

Steve VorsightFounder

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Pricing and Quoting Effectiveness

Uses Quote2Win to ensure 15 reps are:

o   Spending less time quoting and more time selling.

o   Increasing the accuracy of their quotes.

o   Growing deal size and profitability.

Reps reduce the time it takes to generate a complex quote from weeks to minutes!

Improved accuracy and discounting discipline with a narrower range of discounts offered.

“The ease-of-use and the simplicity of Quote2Win enable our sales team to spend more time selling and driving new business, which accommodates our accelerating growth”

Quote2Win Use-Case

The right prices, discounting guidance and promotions for each account automatically added to your quotes.

$49 per user/per month Thomas AllgoodSVP and CFO

Presented by Nancy [email protected]@sellingtools

#socialtalk

Sales Gamification for Salesforce

Uses LevelEleven to ensure its 2,000 salespeople are:

o   Staying focused on the day-to-day activities that will lead to sales.

o   Motivating each other to succeed by tapping into salespeople’s competitive nature.

o   Engaged within salesforce.com and using it as a sales tool vs. viewing as a management reporting system.

Appointments set per day increased by 127% for competitions run via LevelEleven!

Gaining more value from it’s multi-million dollar investment in salesforce.com.“LevelEleven gave me the ability to motivate my sales force to do the right thing!”

LevelEleven Use-Case

The easy way for sales leaders to achieve sustainable improvement from their team in just minutes a day.

$8-$12 per user/per month

Presented by Nancy [email protected]@sellingtools

Todd Goodbinder

#socialtalkPresented by Nancy [email protected]@sellingtools

Sales Productivity

Client uses VisualizeROI to ensure 60 reps are:

o   Consistently quantifying the value for prospects.

o   Collaborating with clients around a business case throughout the sales cycle.

o   Including a strong value message with the proposal.

Reps are closing deals within hours of attending VisualizeROI training!

Estimates as much as 20% shorter sales cycles, 10% higher win rates.

“VisualizeROI provides a compelling reason to schedule the next meeting. Just as important, it helps ensure the right people attend.”

VisualizeROI Use-Case

Easy-to-use, visually engaging approach to helping customers understand financial value

Jeff Croson, VP Enterprise Sales

#Milespicks

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Title

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Business Development

@milesaustin

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Sales Productivity

@milesaustin

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Business Development

@milesaustin

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Sales Productivity

@milesaustin

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Collaboration

@milesaustin

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Sales Productivity

@milesaustin

#Brianspicks

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@BrianVellmure

GET DEEPER CONTEXT INTO YOUR GMAIL CONTACTS

#socialtalk#Brianspicks

@BrianVellmure

KNOW WHAT’S HAPPENING WITH YOUR PEOPLE

#socialtalk#Brianspicks

@BrianVellmure

CURATE VALUE FOR YOUR PROSPECTS / CUSTOMERS

#socialtalk#Brianspicks

@BrianVellmure

LEVERAGE YOUR NETWORK TO ACCELERATE SALES

#socialtalk#Brianspicks

@BrianVellmure

SIMPLE, AFFORDABLE RELATIONSHIP MANAGER

#socialtalk#Brianspicks

@BrianVellmure

GENERATE LEADS, PARTNER WITH YOUR PROSPECTS

#Mattspicks

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Dlvr.it + LinkedIn

• Objective: Automated prospect drip campaigns, direct from sales reps to their prospects

• Cost: Free• How it works:

– Syndicate content from your company blog– Sales reps “connect” with new leads– Content automatically populates to “Update” fields moving forward

#socialtalk@heinzmarketing

Buffer

• Objective: Automate throttling and distribution of curated content to up to 20 social channels

• Cost: $20/month• How it works:

– Identify value-added content worth sharing on Twitter, Facebook, LinkedIn (including groups)

– One-click to share & choose appropriate channels– Automatically queues content for future distribution

#socialtalk@heinzmarketing

TweetAdder

• Objective: Identify and follow prospective customers based on profile keywords, hashtags, associations and more

• Cost: $29 (one-time cost)• How it works:

– Identify prospects worth following via a variety of criteria– Throttle the follows, automate activity & searches– Works best with actively curated Twitter feeds

#socialtalk@heinzmarketing

Contactually

• Objective: Stay more actively in touch with prospects, based on past email activity

• Cost: Free or $19/month• How it works:

– Researches & indexes your email automatically– Daily alerts to people you need to follow-up with– Paid version includes signature scraping, social conversation tracking

and more

#socialtalk@heinzmarketing

Data.com Saved Searches

• Objective: Be the first to know when new prospects are added to the database

• Cost: Free• How it works:

– Create searches in Data.com for your industry, target decision-makers, etc.

– Save the search, and check to be alerted when new search results appear

#socialtalk@heinzmarketing

#kokapicks

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What can SproutSocial be used for?

• Lead Generation – use the discovery tab to find people within your network

• Social Analytics – in-depth analytics of your social network

• Deep Social InsightsSproutSocial Screenshot

@kokasexton#socialtalk

What can Slideshare be used for?

• Sharing of presentations• Sharing PDFs• Lead generation• Easily spread through social

media

Slideshare Screenshot

@kokasexton#socialtalk

What can Hootsuite be used for?

• Listening – build streams of specific hashtags and people

• Bulk Scheduler – you can’t be tweeting all of the time…

• Easy to multi-task with social media

Hootsuite Screenshot@kokasexton#socialtalk

What can ifttt be used for?

• Automation of social media• Stream consistently into LinkedIn,

Twitter• Turn normal internet activity into

social content

@kokasexton#socialtalk

#socialtalk

Koka SextonFounder of Social Selling University@kokasexton

Craig RosenbergCEO of Funnelholic Media@funnelholic

Brian VellmureCEO/Founder of Initium LLC/Innovantage@BrianVellmure

Matt HeinzPresident of Heinz Marketing@HeinzMarketing

Miles AustinSales and Marketing Technologist of Fill the Funnel, Inc@milesaustin

Nancy NardinFounder of Smart Selling Tools@SellingTools

The Team

SIGN UP FOR SOCIAL SELLING UNIVERSITY!

www.socialsellingu.com

Be sure to check out a free demo of InsideView!

www.insideview.com/live-demos

• Understanding InsideView's cutting-edge technology

• Closing more deals once you get through the door

• Understanding Smart Agents and Watchlist features

• How to build custom lists using specific geographical and business criteria