1. The Definitive Guide to
Intelligent Gifting
How to shorten the sales cycle
and close more deals.
DELIVERED

2. — 3 —
The Definitive Guide to
Intelligent Gifting
TABLE OF CONTENTS
Why Consider Intelligent Gifting .............................................................................. 4
What Makes Intelligent Gifting Effective ................................................................ 6
Five Instances Where Gifting Makes the Difference .......................................... 8
Considerations for a Killer Gifting Strategy ......................................................... 10
SwagIQ for Intelligent Gifting .................................................................................. 14
The Definitive Guide to
INTELLIGENT GIFTING

3. — 4 — — 5 —
It’s no secret: prospects are so inundated with calls and emails that it’s
hard for even the best sales teams to get through.
If you’re looking for better results, there’s a third method to consider—
one that helps salespeople shorten the sales cycle and grow revenue
with high-impact touches. It’s called Intelligent Gifting, and it works with
your existing sales and marketing playbook to cut through the clutter
and make more live connects. With Intelligent Gifting, your salespeople
can make real connections that turn prospects into customers and
customers into advocates.
If you’re driven to grow revenue and empower your sales team (and we
have a feeling you are), read on to learn more about what Intelligent
Gifting can do for you.
Why Consider
INTELLIGENT GIFTING
LONG SALES
CYCLES
HARD TO REACH
PROSPECTS
STALLED
DEALS
FLAT OR
DECLINING
REVENUES
MISSED SALES
QUOTAS
WE FEEL
YOUR PAIN.
Why Sales Teams Use Intelligent Gifting
• Increase live connects
• Shorten sales cycles
• Reignite stalled deals
• Improve overall effectiveness

4. — 6 —
RECIPROCITY
GET NOTICED
!
PERSONALIZE
The Law of Reciprocity
People who receive gifts are 10x more likely to act.1
Psychologists
refer to this impulse as the law of reciprocity.2
Sending someone a gift
could result in them returning your call, completing a demo or signing
a contract.
Visibility
While most prospecting voicemails and emails are overlooked,
packages typically make it to your prospect’s desk. And unlike email,
few people will toss a gift without opening it. The impact of a package
on a desk is hard to ignore—it sparks conversation with nearby peers,
amplifies your sales message and increases your brand visibility. Gifts
also have the staying power that emails and voicemails lack.
Oversized packages with gifts
for multiple team members
create even more buzz. Once
received, your prospect is
compelled to pass out the
gifts, which creates the natural
opportunity to talk about who
sent the package and why.
Making Connections
Intelligent Gifting allows you to surprise and delight your prospects
with an unexpected package. When paired with a personalized
notecard, this experience creates a 1:1 relationship with the recipient
and makes a stronger connection. Customers who are connected to
your company become brand advocates and can play a pivotal role
in your success. After all, brand advocates can boost your marketing
effectiveness by 54% through Word of Mouth Marketing. 3
What Makes Intelligent Gifting
EFFECTIVE
1. Cialdini, R. (2007). Influence: The psychology of persuasion (Rev. ed.; 1st Collins business essentials ed.). New York: Collins.
2. https://www.salesforce.com/blog/2013/10/sales-psychology-of-selling.html
3. http://www.forbes.com/sites/pauljankowski/2013/02/27/quick-what-are-they-saying-about-your-brand/
Sending someone a
personalized gift INCREASES
THE ODDS BY 10X
that they’ll be likely to
act and reciprocate.
— ROBERT CIALDINI, INFLUENCE
“
“

5. — 9 —— 8 —
Door Busting
Objective: Get your message through the door and
into the hands of hard-to-reach decision makers.
Strategy: Stand out with a high-impact touch
and personalized message that makes it past the
gatekeeper and lands that initial meeting.
Stalled Deals
Objective: Reignite stalled or slowed deals.
Strategy: Send a thoughtful package to decision
makers. Be sure to include a personal note that
speaks to your company’s value proposition and
asks for their business.
Strategic Appreciation
Objective: Keep your company top of mind
and nurture relationships.
Strategy: Surprise and delight customers with
a meaningful gift and a note that vocalizes your
commitment to their long-term success.
Referrals
Objective: Thank loyal customers who refer your
business to others.
Strategy: Recognize customers who promote your
company by sending a thoughtful gift and a
thank you note.
Renewals
Objective: Get your contract renewed by prompting
clients with a token of appreciation.
Strategy: Precede a customer’s contract renewal with a
high-value gift and personal note summarizing the year’s
successes. Let the law of reciprocity do the rest.
Five Instances Where Gifting
MAKES THE DIFFERENCE
Which would you rather receive: a gift, or a cold call?
We thought so.

6. — 10 — — 11 —
Strategic gifts create the impact teams need to REACH
BUSINESS OBJECTIVES. Gifts should align with the goals
you are trying to reach. Ask, ‘What do I want this gift to
achieve?’ You’ll likely want to invest more on reviving a
major deal than you would on an early, soft touch.
Likewise, you have to KNOW YOUR BRAND AND
PERSONALITY. If you’re a B2B business with a more formal
personality, it may not be fitting to send those “Bottoms
Up” shot glasses to your newest prospect. Like all contact
with your prospects and customers, your gifts should
accurately reflect your corporate identity.
JUST AS IMPORTANT AS WHAT YOU SEND IS WHEN YOU
SEND IT. At what stage of the buying cycle will a gift be
most powerful? Timing will vary from prospect to prospect,
so identify the moments at which sending high-impact
pieces will benefit you the most.
Intelligent Gifting works best as part of a well-organized sales strategy.
When incorporating tactile components into your sales cycle, consider
the basics:
Considerations for a
KILLER GIFTING
STRATEGY
To use Intelligent Gifting to its full potential, you must
KNOW YOUR AUDIENCE. A two minute peek at a
prospect’s LinkedIn account makes it possible to send
a gift that ensures the highest possible impact.
CLEAN DATA IS ESSENTIAL. Your gifts are only as good
as the addresses you send them to. Take proactive steps to
ensure your team is set up for success by appending your
lists, validating addresses and checking contact history.

7. — 12 — — 13 —
Make the most out of your PERSONALIZED NOTES.
Don’t underestimate the role a personal card plays in
creating a successful connection. Keeping your CRM up
to date with detailed prospect information allows your
salespeople to craft a message that puts the gift into
context and makes recipients feel valued.
Don’t underestimate the POWER OF PRESENTATION.
While brown boxes are classic, your packaging should
reflect your company. There are many creative ways to
brand your parcels such as specialty ribbon, custom
stickers, inserts, branded boxes or specialty fill.
Have a TOP-NOTCH DISTRIBUTION STRATEGY.
Who will be in charge of sourcing gifts, packaging, and
delivery? The effectiveness of your gifting strategy is closely
tied to your logistics management. Seek out professionals
for a hitch-free deployment.
TRACK RESPONSE RATES, REVENUE AND CONVERSION
driven by gifting. Measure everything—including what your
team sends and how each item affects your conversion
rate. Use these insights to continually enhance your sales
strategy and inform future gifting campaigns.
Send. Connect. Win. Celebrate.

8. — 15 —
Inbox (243)
Dimensional mail is
45X more effective
than email.4
Give Your Sales a Boost with SwagIQ™
SwagIQ allows you to execute your Intelligent Gifting strategy directly
through Salesforce®. Our solution notifies you of opportune times
throughout the sales cycle to send gifts and enables you to send items
with the click of a button.
With SwagIQ, we do the heavy lifting so your sales teams can focus
on what they do best: selling. Implementation is quick and painless,
allowing you to focus on the fun part, like choosing the gifts you know
your prospects and clients will love.
I n t e l l i g e n t G i f t i n g
Sales teams deploy SwagIQ to:
• Increase live connects
• Shorten sales cycles
• Reignite stalled deals
• Improve overall effectiveness
4. http://www.dmnews.com/direct-mail/dma-direct-mail-response-rates-beat-digital/article/245780/

9. Sweets
Thank You
ACME
ACME
ACME
ACME
ACME
Gift Cards
Desktop
and Office
Travel &
Recreation
Drinkware
Printed
Materials
Tech Gadgets
Gourmet
Use SwagIQ to send gifts that
reflect your brand, such as:
And the list goes on.
The possibilities are endless, and our team
works with you to stock your custom store.

10. — 18 —
Seamless Notifications
Salesforce tasks notify you of the best times to send a gift
or incorporate a high-impact touch
Receive alerts when your gift is delivered for a perfectly
timed follow-up
Branded Gifts and Personalized Cards
Stock your custom store with items that reflect your sales
goals, brand personality and target audience
Include a card with your personal message, signature
and headshot
Reporting and Budget Management
Monitor which gifts sales reps send and how they correlate
to revenue and win rates
Allocate and track individual gifting budgets
Analyze the impact your gifts have on your pipeline and live
connect rates
Streamline Your Company Gifting
We take care of gift sourcing, packaging and fulfillment
Setup is simple and our team offers world class support
to ensure your success
SwagIQ Handles It All
Sales Qualified Leads
Current Close Rate
Deals Won / Closed
Average Deal Size
Year 1 Revenue
Close Rate Increase of
Additional Deals Closed
Additional Year 1
Revenue
1,500
25%
375
$25,000
$9,375,000
3%
45
$1,125,000
Baseline SwagIQ Impact
EXAMPLE BENEFIT OF INTELLIGENT GIFTING
Sales Qualified Leads
Current Close Rate
Deals Won / Closed
Average Deal Size
Year 1 Revenue
Close Rate Increase of
Additional Deals Closed
Additional Year 1
Revenue
_______
_______
_______
_______
_______
_______
_______
_______
Baseline SwagIQ Impact
A
B
C
D
E
F
G
H
A B Cx =
D EC x =
A x F G=
G HDx =
B( + (- C
CALCULATE YOUR RESULTS

11. SwagIQ helps salespeople close more deals through the send of
high-impact gifts and personalized notes directly from Salesforce.
Its personalization and automation features ensure the right gifts
are sent at the right time. SwagIQ prompts customer engagement,
providing a highly effective prospecting method, increasing client
retention and closing more deals.
About PFL.com
PFL provides marketing and sales enablement solutions, including
Salesforce apps and in-house printing, gifting and fulfillment services.
We directly connect B2B and B2C organizations to cutting-edge
solutions that accelerate productivity and drive business forward.
Ready to give your sales a boost with Intelligent Gifting?
Call us at 866.930.7029 or send an email to info@SwagIQ.com.
www.SwagIQ.com