Kevin McGirl, sales-i Frontline sales teams have it tough: a turbulent economy, competitors lining up to steal their share of the customer wallet and sales practices that are outdated. The latest cloud-based, on-demand sales and customer intelligence systems will transform 'milkrun' sales reps into sales professionals. These cutting edge technologies proactively mine the valuable buying behavior data trapped in ERP systems, extracting all the actionable, relevant information needed to execute a successful sales call, every time.

1. Actionable Customer Buying Behavior Data
Kevin McGirl
Co-founder, sales-i

2. Sales. The Cinderella Function?

3. CRM alone typically delivers low (zero?)
ROI for a product salesperson

4. Soft Data
• Contacts
• Notes
• Call history
• Pipeline
• Opportunities
• „Cuddly‟ stuff: birthday? Favorite sports team?

5. Ineffective sales call discussion points…

6. Sales call effectiveness?
Ineffective
Predictable
Inhibited
Optimized
Competitive
3
2
1
4
5
steps
Ineffective
Predictable
Inhibited
Optimized
Competitive
3
2
1
4
5
steps

7. Hard Data
• 24+ months of
customer invoice
data
• Category level
• Product level
• Margins
• Budgets
• Product mix
• Variances

8. Effective sales call discussion points…
• Customer is buying paper from us but not toner
• Sales of cleaning supplies are down 20% on last
quarter
• Margins have fallen by 2 points
• Customer spends $10,000+ monthly but does
not buy our most profitable product line!

9. Sales call effectiveness?
Ineffective
Predictable
Inhibited
Optimized
Competitive
3
2
1
4
5
steps
Ineffective
Predictable
Inhibited
Optimized
Competitive
3
2
1
4
5
steps

10. Sales call discussion points on steroids?
• Simple. Blend soft and hard data…
 Did you see the Blackhawks game last night? (soft)
 We have a promo on your favorite toner – I noticed
you haven‟t ordered for 60 days (hard)
 How is Barbara & the kids? (soft)

11. • “Knowledge will give you power….. character
will give you respect…..”
Bruce Lee

12. The real challenge
• Salespeople are not rocket scientists!

13. Traditional BI systems…
• not designed for the mobile (and often low
tech) user
• not integrated with CRM systems

14. There must be a better way?
Accessing YOUR business data shouldn‟t be
so difficult…

15. Imagine…..
• a service that mines 24 months of your ERP
data, identifying ANY actionable/relevant
change in customer buying behavior?
• a service that proactively alerts a salesperson
to issues or cross selling opportunities?
• a service that makes „milkrun‟ calls a thing of
the past with one click?
• a service that is seamlessly integrated with
SugarCRM – allowing the hard/soft data
blend?

16. Proof of concept demonstration….
Hard data + Soft data
= Customer maximization.

17. “Give me a smart idiot over a stupid genius
any day…..”
Samuel Goldwyn

18. Selling smarter
Office 360
Closed off financial year 58% up on last year!
“I know we have barely scratched the surface of what
sales-i can do for us!”
Larry Sexton, Director of Sales
Flying Penguin Autoparts
Enjoying a 7.5% growth in customers
“We are delighted with sales-i and the opportunities it has
provided our business. The system has given us a real
competitive advantage!”
Paul Brannan, Managing Director

19. Selling smarter
Sovereign Group
Benefiting from a 20% increase in business!
“We have transformed our sales and customer
awareness since deploying sales-i. It really couldn‟t be
simpler!”
Andy Freeman, Operations Manager
Inter Office Products
Unearthed $50,000 of sales with ONE sales-i alert
“sales-i has taken my breath away! In 6 days, I have
learned more about by customers buying behavior and
history than I could have ever known! ”
Dennis Martins, CEO
How are Barbara & the kids? (soft)

20. SugarCRM and sales-i: the perfect team
CRM International
SugarCRM and sales-i is a winning combo!
“The combination of SugarCRM and sales-i gives
our clients the capability to drive more business with
unprecedented amounts of customer, business and
sales information from a world-class CRM and
innovative sales and marketing automation system”
Neil Saviano, President
Forms & Supply Inc.
SugarCRM and sales-i provides the personal touch
at leading office product company.
“The integrated solution is a great tool for our sales
force. It allows them to stay on top of their business
in a proactive manner and we can market directly to
our end-users with a personal touch”
Beth Freeman, Assistant VP of Sales

21. Thank You
Stop by booth #410 and have a chat with the sales-i
team!