Sales Intelligence - Bringing your CRM Data to Life

•

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by Kyle Porter

Business Technology

Sales Intelligence 101

B2B Camp 2012

Presenters Our Hangout
Jon Birdsong: Kyle Porter: Co-
Marketing & Sales founder & President
at SalesLoft. of SalesLoft.

What is Sales Intelligence?

Sales Intelligence = Many Things

to

many people.

Sales Intelligence to

- VP and Head of Platform
Research at salesforce.com

Sales Intelligence to

- Gerhard Gschwandtner
Publisher at Selling Power

“decisions made on science and not on
hunches. My prediction is that sales
analytics & sales intelligence will be the
hub of any sales organization.”

Sales Intelligence to

...

CRM Trigger Alerts

&

Rank Your Prospects

Daily Alerts
Job Change Alerts
News Event
Spend, Growth Analysis
Technology
Used/Changed
Many, many, more...

Likely to buy factors:

Complimentary Tech?

Company Growing?

Spending Money?
Share Characteristics w/ Previous
Deals?

Problems in Sales

Not enough arms

Wrong person; wrong time

The Internet is Overwhelming
Sales rep

VS

Overwhelming Internet

With Sales Intelligence...

No more wasteful research time

Wrong Message Right Message

Sold

No Sale

The Internet Gets Simple

The Sincerity Industry is Changing

Sincerity vs. Reach

Traditional New Revenue
Warm
Sales Generator

Traditional
Cold Dumb Dialing
Marketing

1 to 1 1 to Many

Marketing Automation
vs.
Sales Intelligence

Marketing Automation + Sales Intelligence

Prospects Prospects
Like
interested you should be
in you interested in

The Technology Behind Sales Intelligence

WEB MOBILE BROWSER
CRM EMAIL

Sales Intelligence at Work

Questions?

“Sales intelligence: no longer an
oxymoron.”

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We stole the Best Practices from the Best Sales Development Teams. Hear how they propelled SalesLoft’s growth from $200k ARR to $4M ARR in 10 months. We will cover what we discovered to be the 3 Keys to Sales Development success: Process Process Process Sean Kester Heads the Sales Development team at SalesLoft. He is passionate about the company he works for and those he surrounds himself with.

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Sales Intelligence - Bringing your CRM Data to Life

1. Sales Intelligence 101 B2B Camp 2012

2. Presenters Our Hangout Jon Birdsong: Kyle Porter: Co- Marketing & Sales founder & President at SalesLoft. of SalesLoft.

3. What is Sales Intelligence?

4. Sales Intelligence = Many Things to many people.

5. Sales Intelligence to - VP and Head of Platform Research at salesforce.com

6. Sales Intelligence to - Gerhard Gschwandtner Publisher at Selling Power “decisions made on science and not on hunches. My prediction is that sales analytics & sales intelligence will be the hub of any sales organization.”

7. Sales Intelligence to ...

8. CRM Trigger Alerts & Rank Your Prospects

9. Daily Alerts Job Change Alerts News Event Spend, Growth Analysis Technology Used/Changed Many, many, more...

10. Likely to buy factors: Complimentary Tech? Company Growing? Spending Money? Share Characteristics w/ Previous Deals?

11. Problems in Sales

12. Not enough arms

13. Wrong person; wrong time

14. The Internet is Overwhelming Sales rep VS Overwhelming Internet

15. With Sales Intelligence...

16. No more wasteful research time

17. Wrong Message Right Message Sold No Sale

18. The Internet Gets Simple

19. The Sincerity Industry is Changing

20. Sincerity vs. Reach Traditional New Revenue Warm Sales Generator Traditional Cold Dumb Dialing Marketing 1 to 1 1 to Many

21. Marketing Automation vs. Sales Intelligence

22. Marketing Automation + Sales Intelligence Prospects Prospects Like interested you should be in you interested in

23. The Technology Behind Sales Intelligence

24. WEB MOBILE BROWSER CRM EMAIL

25. Sales Intelligence at Work

26. Questions? “Sales intelligence: no longer an oxymoron.”