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
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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
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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
#socialtalk
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
#socialtalk
Real-time, field data-capture and collaboration forSmall & Medium-sized Sales Organizations
$5-$30 per user/per month
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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
#socialtalk
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
#socialtalk
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
#socialtalk
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
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
