Eliminate Closing Hurdles With ESignatures

Eliminate Closing Hurdles
With ESignatures

Spotlight on eSignatures
Copyright 2012 Smart Selling Tools www.smartsellingtools.com
An eSignature solution is a system for
sending, tracking, routing, filing, and
signing (and having documents signed)
electronically - without the drudgery or
cost of manual paperwork, printing,
scanning, faxing, overnighting and paper
chasing.
?You can see from the definition, eSignature solutions are
not just about the signature. They also remedy multiple
problems inherent in a manual, paper-based signature
process – problems that slow down the speed of
business.
The second thing you should know about eSigning is
that it’s not complicated to do - either for your sales reps
or for your customers. The printing, faxing, scanning,
manual routing, overnighting, and copying you do to
obtain a signature manually is way more complex and
eats up way more time and money than eSignature.
Still not convinced?
It’s understandable if you’re a little reluctant to give it
a try. Most people are at first. Getting a signature on the
dotted line is sacred. You’re probably worried about
interfering with a process that’s working “well enough.”
Once you see how eSignatures work - and you’ll get a
chance to try it later - you’ll understand how and why
more than 13 million people overcame their initial worries
and have used eSignatures for more than 110 million
documents in more than 50 different countries. (And
that’s just DocuSign users)
They share a desire to book sales faster so they can earn
revenue sooner and work more deals through the
pipeline.
2012 is the year to join the masses who have taken
eSignature mainstream.
Salesforce.com closes 90% of
contracts within 1 day with
DocuSign.
Receives contracts back in just
days instead of months.
Reduced signing process of
thousands of contracts from
months to minutes.
Accelerated sales process from
14 days to just three.

Closing process starts here
Finish line: Closing
Think about the typical workflow process your reps go through to get a signature on a deal.
Is this what it looks like?
Hurdle Email, fax, or overnight contract to client for signature
Hurdle Communicate with prospect to verify contract was received
Hurdle Wait for prospect to manually print, scan, route and return contract
Hurdle Wonder where it is in the signing process – in an inbox, lost in the mail?
Hurdle Chase prospect (several times) then wait some more
Hurdle Finally receive signed document via fax
Hurdle Review document, discover fax copy isn’t legible. Follow up with customer to resend.
Hurdle Adjust forecast to reflect delay
Hurdle Repeat
We couldn’t make it more difficult for reps (or customers) if we tried.
This just describes a workflow. How many more hurdles are there when deals
require more than one signed document during the sales cycle like an NDA, or terms
and conditions? Or when multiple people need to sign the same agreement?
And there are more hurdles still, when reps must manually key in data your customer
supplies with the signed contract – such as a Purchase Order (PO) number, a ship to,
or quantities.
No wonder deals take so long to close and require so much of your sales reps’ time!
Remove hurdles and get to the finish line faster.

Let's take a look at DocuSign, the global standard in eSignature, as an example for how electronic signature works –
and helps you finish business faster.
1 2 3
Step One: You Send Step Two: They Sign Step Three: Deal Closed

DocuSign is cloud-based. That means deployment is quick
with no software, hardware or training required.
If you’re a Salesforce customer, your reps can use Salesforce
login credentials to access DocuSign and send documents
from any Salesforce object.
If you’re not a Salesforce user, no worries. DocuSign integrates
with other CRM systems¹ so reps don’t have to move out of
their comfort zone.
Adoption increases when reps use CRM to send and track
contracts.
¹ Like Oracle CRM, Microsoft Dynamics, Sugar CRM and others
DocuSign for Salesforce
Even technology fearing
reps will be DocuSigning in
minutes with the click of a
button in your CRM system.

Eliminated Hurdles
Ÿ No more printing, faxing, scanning or overnighting
Ÿ No need to verify prospect received contract
Ÿ No delays while prospect prints, routes and signs
Ÿ No starting over due to missed signatures or initials
Ÿ No forecast delays from glitches in signature process
Ÿ No wasted time routing and filing signed contracts
Always
know who
needs to
sign next
Non-Disclosure Agreement: Master NDA.pdf
Signed by Joe Fonda (joe@newclient.com
Kate Davis (kate@newclient.com
Marty Hepburn (marty@newclient.com
Joe Fonda; Kate Davis;
Marty Hepburn
Final agreement attached for
authorization: Master Agreement.pdf In Process
Michael Pollack;Al Davis
Non-Disclosure Agreement: Master
NDA.pdf
LeAnn Carnes
Renewal agreement attached: 2012
Renewal.pdf
Viewed
David Rosen Terms and Conditions: terms.pdf
Completed
See status
for all
contracts in
one place

If you’d like to see what happens when you ask your customer to sign
electronically, and how easy or difficult it will be for them, here’s your
chance to do a little experiment.
Click here to sign a mock contract .
Pretend you're the prospect and ‘DocuSign’ the mock contract. DocuSign
walks you (and every signer) through the process.
You’ll experience what your customers experience and see how easy it is,
whether it’s the first or the 1,000th time.
1
2
3
Click to experience
Signing a mock contract

Was signing electronically easier than you thought? Now see what it's like to send a document to a prospect for signature. View this short
video showing you how you can easily select documents to send for signature, specify who needs to sign, and provide signing instructions.

Less time chasing paperwork
equals more time for selling.
Work more opportunities
Automatic distribution and filling
of signed contracts equals less
time pushing paper.
Reduce hassles and costs
Better knowledge of where deals
are in the signing process equals
less chance of deals pushing.
Improve forecast accuracy
Central access to contracts, and
contract status equals better
insight for managers and a better
handle on business.
Manage more strategically
Fewer steps in the signing process
equals accelerated time to signature
and a better customer experience.
Close deals faster
Faster time to signature
equals less risk of deals
going south.
Close more deals
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97 % of DocuSign contracts are returned within 48 hours
(and over 40% in less than 1 hour!)=

Eliminate Closing
Hurdles with DocuSign
eSign a Document
(for fun)
Free Trial Account
(no credit card needed)
View Sending Demo
(video)
Learn More
(go to DocuSign site)

Eliminate Closing Hurdles With ESignatures

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