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How To Build the
Perfect Sales Stack
@PersistIQ
@PersistIQ
Table of Contents
1. Examining the Sales Process…………….5
2. Lead Generation…………………………... 9
3. Lead Management………...
@PersistIQ
“Today, there are enough sales tools for
salespeople to build their own stack of
technology. Embracing these te...
@PersistIQ
We asked Mark Roberge:
“What is a common question that you get that’s actually the wrong question?”
He explaine...
@PersistIQ
Examining the Sales Process
In order to build a great process, you
need to consider your Buyer’s
Journey and id...
@PersistIQ
Examining the Sales Process
Stages of your sales process could look something like ours:
1. Lead Generation
2. ...
@PersistIQ
Stages of the Sales Process
Let’s dive into each stage and break down
what you need to look for.
Then we’ll com...
@PersistIQ
“As always, sales was the last to figure out the
power of new technology offered by
computing and the Internet,...
@PersistIQ
Stage 1: Lead Generation
There are three main ways to
approach lead generation:
1. Manual prospecting
2. 3rd pa...
@PersistIQ
Manual Prospecting
● Speed matters! How long does it take to find
one qualified lead?
● Sales intelligence soft...
@PersistIQ
3rd Party Lead Sourcing
● Some companies don’t have the time,
resources or pricing structure to justify
manual ...
@PersistIQ
Outsourcing
● Give clear instructions
● Test out multiple freelancers at once
● Verify all their work and hold ...
@PersistIQ
Important Questions for Lead
Generation Tools/Platforms
● How accurate is the information (data integrity)?
● H...
@PersistIQ
Sales Intelligence: Comparison
@PersistIQ
Lead Generation: Comparison
@PersistIQ
“A sale is not made based on the tools
used. A sale is made possible through
the process the rep used. The tool...
@PersistIQ
Stage 2: Lead Management
Your CRM is the backbone of the
sales process, thus outbound
sales platform needs to i...
@PersistIQ
Sales vs. Marketing Automation
It’s also important to note the vital difference
between marketing automation an...
@PersistIQ
Sales vs. Marketing Automation
● Marketing Automation: A Company
communicating to one person, at scale.
● Sales...
@PersistIQ
Outbound Sales
It pays to be methodical about your approach.
Don’t over-automate!
There is danger is too much a...
@PersistIQ
Important Questions for
Choosing a CRM
● I trying to hack a sales solution using marketing automation?
● Can my...
@PersistIQ
CRM: Comparison
@PersistIQ
Outbound Sales: Comparison
@PersistIQ
Outbound Sales: Comparison
@PersistIQ
“A good sales process is
predictable and repeatable. A
great sales process is scalable.”
(Click to Tweet)
-Pers...
@PersistIQ
Stage 3: Demonstrating the Product
The two important aspects of this
stage where technology comes into
play are...
@PersistIQ
Scheduling
It shouldn’t take multiple emails with a potential
client to pin down a time to talk, and errors her...
@PersistIQ
Conferencing
Demo and screen sharing software has come a long
way too, but it can still be a nightmare.
The key...
@PersistIQ
Important Questions for Choosing
Scheduling & Conferencing Solutions
● Does my schedule technology integrate wi...
@PersistIQ
Scheduling: Comparison
@PersistIQ
Conferencing: Comparison
@PersistIQ
Stage 4: Closing the Deal
Now that you’ve given the demo, it’s time to close the deal. A
frictionless buying pr...
@PersistIQ
Important Questions for
Choosing a Contract Solution
● How easy and intuitive is it to build proposals?
● How e...
@PersistIQ
Contracts: Comparison
@PersistIQ
“People need to stop looking for
tactics first, and start establishing
a growth process.”
(Click to Tweet)
-Bri...
@PersistIQ
Filling in the Gaps
Now start filling in small gaps to help you move through the
process quicker and with more ...
@PersistIQ
Filling in the Gaps
Now start filling in small gaps to help you move through the
process quicker and with more ...
@PersistIQ
Filling in the Gaps
Other Recommended tools:
● CharlieApp
● Rapportive
● Immediately
● ClearBit
@PersistIQ
Filling in the Gaps
Use data to guide decisions. Do a
minute-by-minute workflow
analysis so you can understand
...
@PersistIQ
Final Thought
The bottom line is you should never invest in a tool
or platform within your sales stack that doe...
@PersistIQ
“You can’t plug an amazing technology
into a flawed process and then blame the
technology… sales leaders need t...
View the full sales stack blog post here.
If you like this presentation, you’ll also like some
of our other blog posts on ...
@PersistIQ
PersistIQ
Want to see how PersistIQ can
fit into your sales stack?
Let us show you!
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How to Build The Perfect Sales Stack

A sale is not made based on the tools and technologies used. A sale is made possible through the process the rep used. When building your sales stack, start with process.

Once you have the process dialed in, you can start building out the stack to help you reach more lead and close more deals. It's no longer about simply sending cold emails. It's about leveraging technology to be more effective and efficient.

In this slide deck, we break down how to build your stack, from prospecting with cold emails to booking demos to closing deals.

Enjoy!

-----------

by Brandon Redlinger
Brandon.Redlinger@gmail.com
Twitter.com/Brandon_Lee_09
LinkedIn.com/in/BrandonRedlinger
SlideShare.net/BrandonRedlinger

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How to Build The Perfect Sales Stack

  1. 1. How To Build the Perfect Sales Stack @PersistIQ
  2. 2. @PersistIQ Table of Contents 1. Examining the Sales Process…………….5 2. Lead Generation…………………………... 9 3. Lead Management…………………………17 4. Demonstrating the Product………………. 26 5. Closing the Deal……………………………32 6. Filling in the Gaps…………………………. 36 7. Final Thoughts……………………………...40
  3. 3. @PersistIQ “Today, there are enough sales tools for salespeople to build their own stack of technology. Embracing these technologies gives us an unfair advantage.” (Click to Tweet) -Max Altschuler Founder, Sales Hacker
  4. 4. @PersistIQ We asked Mark Roberge: “What is a common question that you get that’s actually the wrong question?” He explained that people constantly ask him for absolute answers to questions like, “What traits should I look for in a sales hire,” and “How should I onboard new employees.” Instead, they should be asking, “How do I come up with an employee onboarding process that works best for my company?”
  5. 5. @PersistIQ Examining the Sales Process In order to build a great process, you need to consider your Buyer’s Journey and identify the most important pieces of each stage of the journey.
  6. 6. @PersistIQ Examining the Sales Process Stages of your sales process could look something like ours: 1. Lead Generation 2. Lead Management 3. Demonstrating the product 4. Closing the Deal For each stage, figure out what you need to accomplish in order to effectively move the most prospects through to the next stage.
  7. 7. @PersistIQ Stages of the Sales Process Let’s dive into each stage and break down what you need to look for. Then we’ll compare some of the best technologies at each stage.
  8. 8. @PersistIQ “As always, sales was the last to figure out the power of new technology offered by computing and the Internet, but arguably sales is once again the most impactful influence on business.” (Click to Tweet) -Ken Krogue Founder & President, InsideSales.com
  9. 9. @PersistIQ Stage 1: Lead Generation There are three main ways to approach lead generation: 1. Manual prospecting 2. 3rd party lead sourcing 3. Outsourcing
  10. 10. @PersistIQ Manual Prospecting ● Speed matters! How long does it take to find one qualified lead? ● Sales intelligence software provides sales reps with vital information, like background and contact information, for a leads, accounts, or across market verticals.
  11. 11. @PersistIQ 3rd Party Lead Sourcing ● Some companies don’t have the time, resources or pricing structure to justify manual prospecting ● Rather than paying with time, you’re paying with money.
  12. 12. @PersistIQ Outsourcing ● Give clear instructions ● Test out multiple freelancers at once ● Verify all their work and hold them accountable ● Cut the low performers quickly ● Recommended Resources: Elance and Upwork
  13. 13. @PersistIQ Important Questions for Lead Generation Tools/Platforms ● How accurate is the information (data integrity)? ● How much information is given to me on each lead? ● What is my price per lead and does that work with my business economics? ● How much time will it take me to get X number of leads? ● How many leads are actual sales qualified leads, and how many close?
  14. 14. @PersistIQ Sales Intelligence: Comparison
  15. 15. @PersistIQ Lead Generation: Comparison
  16. 16. @PersistIQ “A sale is not made based on the tools used. A sale is made possible through the process the rep used. The tools just makes the process scalable.” (Click to Tweet) -PersistIQ
  17. 17. @PersistIQ Stage 2: Lead Management Your CRM is the backbone of the sales process, thus outbound sales platform needs to integrate with your CRM
  18. 18. @PersistIQ Sales vs. Marketing Automation It’s also important to note the vital difference between marketing automation and sales automation. You shouldn’t try to use one for the other’s job. They both must work in unison.
  19. 19. @PersistIQ Sales vs. Marketing Automation ● Marketing Automation: A Company communicating to one person, at scale. ● Sales Automation: An individual sales rep communicating to one person, at sale. Sales vs. Marketing Automation
  20. 20. @PersistIQ Outbound Sales It pays to be methodical about your approach. Don’t over-automate! There is danger is too much automation.
  21. 21. @PersistIQ Important Questions for Choosing a CRM ● I trying to hack a sales solution using marketing automation? ● Can my CRM integrate with my outbound sales platform? ● Can I easily import and manage leads in each system? ● Does my sales automation allow me to set up personalized multi- touch campaigns? ● Can I test and analyze different message across multiple campaigns? ● How easily is it to collaborate with my team on each platform?
  22. 22. @PersistIQ CRM: Comparison
  23. 23. @PersistIQ Outbound Sales: Comparison
  24. 24. @PersistIQ Outbound Sales: Comparison
  25. 25. @PersistIQ “A good sales process is predictable and repeatable. A great sales process is scalable.” (Click to Tweet) -PersistIQ
  26. 26. @PersistIQ Stage 3: Demonstrating the Product The two important aspects of this stage where technology comes into play are scheduling and conferencing.
  27. 27. @PersistIQ Scheduling It shouldn’t take multiple emails with a potential client to pin down a time to talk, and errors here can be devastating to a deal.
  28. 28. @PersistIQ Conferencing Demo and screen sharing software has come a long way too, but it can still be a nightmare. The key features to keep an eye on are video quality and ease of use for the participant.
  29. 29. @PersistIQ Important Questions for Choosing Scheduling & Conferencing Solutions ● Does my schedule technology integrate with my calendar? ● How good is my scheduling tool at updating to avoid double booking? ● How quickly and easily can the other party access the conference? ● Do other partied need to download new software? ● How reliable is the service?
  30. 30. @PersistIQ Scheduling: Comparison
  31. 31. @PersistIQ Conferencing: Comparison
  32. 32. @PersistIQ Stage 4: Closing the Deal Now that you’ve given the demo, it’s time to close the deal. A frictionless buying process is crucial. Don’t let the deal stop moving forward because you failed to accurately map the account and are pushing it down the wrong path.
  33. 33. @PersistIQ Important Questions for Choosing a Contract Solution ● How easy and intuitive is it to build proposals? ● How easy is it to send proposals to multiple people at a company? ● How easy is it to edit templates and proposals? ● How secure is the service? ● How much automation do you need in this process?
  34. 34. @PersistIQ Contracts: Comparison
  35. 35. @PersistIQ “People need to stop looking for tactics first, and start establishing a growth process.” (Click to Tweet) -Brian Balfour VP of Growth Hubspot
  36. 36. @PersistIQ Filling in the Gaps Now start filling in small gaps to help you move through the process quicker and with more accuracy. This is where individual preferences often come in. For example, one team member may prefer Viola Norbert where another may prefer Thrust.io for finding and/or varifying email addresses.
  37. 37. @PersistIQ Filling in the Gaps Now start filling in small gaps to help you move through the process quicker and with more accuracy. This is where individual preferences often come in. For example, one team member may prefer Viola Norbert where another may prefer Thrust.io for finding and/or varifying email addresses.
  38. 38. @PersistIQ Filling in the Gaps Other Recommended tools: ● CharlieApp ● Rapportive ● Immediately ● ClearBit
  39. 39. @PersistIQ Filling in the Gaps Use data to guide decisions. Do a minute-by-minute workflow analysis so you can understand where you’re bottlenecks and how to streamline the process.
  40. 40. @PersistIQ Final Thought The bottom line is you should never invest in a tool or platform within your sales stack that does not clearly fit into your workflow and make reps more productive. First, you have to build a good sales process.
  41. 41. @PersistIQ “You can’t plug an amazing technology into a flawed process and then blame the technology… sales leaders need to focus on their building blocks. (Click to Tweet) -Trish Bertuzzi President, The Bridge Group
  42. 42. View the full sales stack blog post here. If you like this presentation, you’ll also like some of our other blog posts on the PersistIQ blog. @PersistIQ Further Reading
  43. 43. @PersistIQ PersistIQ Want to see how PersistIQ can fit into your sales stack? Let us show you!

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