31 Must Have Sales Tools

in 2013
with Koka Sexton Nancy Nardin Brian Vellmure Matt Heinz Miles Austin and Craig Rosenberg

#socialtalk

THE SALES TOOL REVOLUTION IS HERE

#socialtalk

The Team
Koka Sexton Founder of Social Selling University @kokasexton Craig Rosenberg CEO of Funnelholic Media @funnelholic Brian Vellmure CEO/Founder of Initium LLC/Innovantage @BrianVellmure Matt Heinz President of Heinz Marketing @HeinzMarketing Nancy Nardin Founder of Smart Selling Tools @SellingTools

Miles Austin Sales and Marketing Technologist of Fill the Funnel, Inc @milesaustin

#socialtalk

#Craigspicks

#salestools

E-Signatures

Why? o Nothing is more painful than the lastmile of the selling process o Why wouldnt you? -- unless you prefer fax machines and printers o Manages and tracks entire signoffprocess

My story how DocuSign became a verb

o DocuSigned biggest deal of the quarter in Starbucks off 101 o Signed 2nd biggest deal from Tahoe.

www.docusign.com

#socialtalk

@funnelholic

Sales Intelligence and Lead Generation What can InsideView be used for?

Data InsideView aggregates 30,000 data sources to bring highly accurate business data Lead Generation Highly-targeted list building features Listening Create Watchlists of your Prospects Connections InsideView shows your connections from passed employers, LinkedIn, Facebook, alumni networks and colleagues
Build targeted lists of Prospects! InsideView Screenshot

www.insideview.com

#socialtalk

@funnelholic

Sales Intelligence and Lead Generation

o Create list of most influential leads o Understand Twitter relationships that can help you close business

o Prioritize leads, customers, etc by social influence

All within Salesforce.com

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@funnelholic

www.kred.com

Radius Intelligence

Small Business List Generation and Sales Intelligence

Why?

o 21 million small business records o Rich selling data in each record Contact information, social data and activity and news info. o Machine-based, programmatic approach updates records in real-time

https://radiusintel.com/

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@funnelholic

Sales Productivity

Why? o Give them a list and Connect and Sell delivers conversations o Automation and human intervention gets through gate keepers and navigates the organization o 5-15 conversation in an hour which most inside sales teams barely get in a day

www.connectandsell.com

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@funnelholic

#Nancyspicks

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Mobile Sales Productivity

Salespod Use-Case
Uses Salespod to ensure 7 reps are: o Making the sales visits theyre supposed to be making. o Reporting their activities and recording visit details

o Showing catalog items to customers and prospects

Reps are making an average of $1,000 more in commissions each month since using salespod! Estimated 25-30% growth in per-rep productivity.

Real-time, field data-capture and collaboration for Small & Medium-sized Sales Organizations
$5-$30 per user/per month

Salespod is key to helping grow the business and to growing Sales reps commissions!
Joseph Avci

#socialtalk

@sellingtools

Presented by Nancy Nardin nancy@smartsellingtools.com

Sales Playbooks and Analytics

Qvidian Use-Case
1,300+ sellers use Sales Playbooks to: o Follow consistent, proven sales processes. o Access to the most relevant, deal-specific content and sales tools and close deals faster. o Increase win rates, shorten sales cycles. 2.5x increase in deal size when using Playbooks. 85% of sales victories leveraged use of Playbooks.

Qvidian Sales Playbooks Arm Salespeople for Maximum Performance

$495 per user/per year

The icing on the cake [with playbooks], is that were now able to fail faster the playbooks process forces more transparency around the viability of every deal. If we find out our solution isnt the best fit for a given opportunity, we know it earlier in the sales cycle and can re-direct our energies towards better deals
Gerard Sample,
Sr. Director Sales Enablement

#socialtalk

@sellingtools

Presented by Nancy Nardin nancy@smartsellingtools.com

Sales Performance Improvement

TeamVisibility Use-Case
Sales leaders use TeamVisibility with inside or remote sales teams of 5-100+ to : o Capture game tape of the rep customer interaction. o Efficiently provide coaching and feedback. o Quickly build a Best Practices library.

Team Scorecard

Reps Game-Tape

New-rep on-boarding takes 70% less time! Estimated 11% growth in per-rep revenue.

The easy way for sales leaders to achieve sustainable improvement from their team in just minutes a day.
Starts at $475 per user/per year

The integration of TeamVisibility game tape into Salesforce.com provides us everything we need to drive performance in one place."
Steve Vorsight Founder

#socialtalk

@sellingtools

Presented by Nancy Nardin nancy@smartsellingtools.com

Pricing and Quoting Effectiveness

Quote2Win Use-Case
Uses Quote2Win to ensure 15 reps are: o Spending less time quoting and more time selling. o Increasing the accuracy of their quotes. o Growing deal size and profitability.

Reps reduce the time it takes to generate a complex quote from weeks to minutes!
Improved accuracy and discounting discipline with a narrower range of discounts offered.

The ease-of-use and the simplicity of Quote2Win enable our sales team to spend more time selling and driving new business, which accommodates our accelerating growth

The right prices, discounting guidance and promotions for each account automatically added to your quotes.
$49 per user/per month Thomas Allgood SVP and CFO Presented by Nancy Nardin nancy@smartsellingtools.com

#socialtalk

@sellingtools

Sales Gamification for Salesforce

LevelEleven Use-Case
Uses LevelEleven to ensure its 2,000 salespeople are: o Staying focused on the day-to-day activities that will lead to sales. o Motivating each other to succeed by tapping into salespeoples competitive nature. o Engaged within salesforce.com and using it as a sales tool vs. viewing as a management reporting system. Appointments set per day increased by 127% for competitions run via LevelEleven! Gaining more value from its multi-million dollar investment in salesforce.com .

The easy way for sales leaders to achieve sustainable improvement from their team in just minutes a day.
$8-$12 per user/per month

LevelEleven gave me the ability to motivate my sales force to do the right thing!
Todd Goodbinder

#socialtalk

@sellingtools

Presented by Nancy Nardin nancy@smartsellingtools.com

Sales Productivity
VisualizeROI Use-Case
Client uses VisualizeROI to ensure 60 reps are: o Consistently quantifying the value for prospects. o Collaborating with clients around a business case throughout the sales cycle.

o Including a strong value message with the proposal.

Reps are closing deals within hours of attending VisualizeROI training! Estimates as much as 20% shorter sales cycles, 10% higher win rates.

Easy-to-use, visually engaging approach to helping customers understand financial value

VisualizeROI provides a compelling reason to schedule the next meeting. Just as important, it helps ensure the right people attend.
Jeff Croson, VP Enterprise Sales

#socialtalk

@sellingtools

Presented by Nancy Nardin nancy@smartsellingtools.com

#Milespicks

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Business Development

Title

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@milesaustin

Sales Productivity

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@milesaustin

Business Development

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@milesaustin

Sales Productivity

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@milesaustin

Collaboration

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@milesaustin

Sales Productivity

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@milesaustin

#Brianspicks

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GET DEEPER CONTEXT INTO YOUR GMAIL CONTACTS

#socialtalk #Brianspicks @BrianVellmure

KNOW WHATS HAPPENING WITH YOUR PEOPLE

#socialtalk #Brianspicks @BrianVellmure

CURATE VALUE FOR YOUR PROSPECTS / CUSTOMERS

#socialtalk #Brianspicks @BrianVellmure

LEVERAGE YOUR NETWORK TO ACCELERATE SALES

#socialtalk #Brianspicks @BrianVellmure

SIMPLE, AFFORDABLE RELATIONSHIP MANAGER

#socialtalk #Brianspicks @BrianVellmure

GENERATE LEADS, PARTNER WITH YOUR PROSPECTS

#socialtalk #Brianspicks @BrianVellmure

#Mattspicks

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Dlvr.it + LinkedIn
Objective: Automated prospect drip campaigns, direct from sales reps to their prospects Cost: Free How it works:
Syndicate content from your company blog Sales reps connect with new leads Content automatically populates to Update fields moving forward
#socialtalk @heinzmarketing

Buffer
Objective: Automate throttling and distribution of curated content to up to 20 social channels Cost: $20/month How it works:
Identify value-added content worth sharing on Twitter, Facebook, LinkedIn (including groups) One-click to share & choose appropriate channels Automatically queues content for future distribution
#socialtalk @heinzmarketing

TweetAdder
Objective: Identify and follow prospective customers based on profile keywords, hashtags, associations and more Cost: $29 (one-time cost) How it works:
Identify prospects worth following via a variety of criteria Throttle the follows, automate activity & searches Works best with actively curated Twitter feeds
#socialtalk @heinzmarketing

Contactually
Objective: Stay more actively in touch with prospects, based on past email activity Cost: Free or $19/month How it works:
Researches & indexes your email automatically Daily alerts to people you need to follow-up with Paid version includes signature scraping, social conversation tracking and more
#socialtalk @heinzmarketing

Data.com Saved Searches

Objective: Be the first to know when new prospects are added to the database Cost: Free How it works:
Create searches in Data.com for your industry, target decision-makers, etc. Save the search, and check to be alerted when new search results appear
#socialtalk @heinzmarketing

#kokapicks

#socialtalk

What can SproutSocial be used for?

Lead Generation use the discovery tab to find people within your network Social Analytics in-depth analytics of your social network Deep Social Insights
SproutSocial Screenshot

#socialtalk

@kokasexton

What can Slideshare be used for?

Sharing of presentations Sharing PDFs Lead generation Easily spread through social media
Slideshare Screenshot

#socialtalk

@kokasexton

What can Hootsuite be used for?

Listening build streams of specific hashtags and people Bulk Scheduler you cant be tweeting all of the time Easy to multi-task with social media

#socialtalk

@kokasexton

Hootsuite Screenshot

What can ifttt be used for?

Automation of social media Stream consistently into LinkedIn, Twitter Turn normal internet activity into social content

#socialtalk

@kokasexton

The Team
Koka Sexton Founder of Social Selling University @kokasexton Craig Rosenberg CEO of Funnelholic Media @funnelholic Brian Vellmure CEO/Founder of Initium LLC/Innovantage @BrianVellmure Matt Heinz President of Heinz Marketing @HeinzMarketing Nancy Nardin Founder of Smart Selling Tools @SellingTools

Miles Austin Sales and Marketing Technologist of Fill the Funnel, Inc @milesaustin

#socialtalk

SIGN UP FOR SOCIAL SELLING UNIVERSITY!

www.socialsellingu.com

Be sure to check out a free demo of InsideView!

www.insideview.com/live-demos

Understanding InsideView's cutting-edge technology Closing more deals once you get through the door Understanding Smart Agents and Watchlist features How to build custom lists using specific geographical and business criteria