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5 ways to GET MORE 
at 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 1 of 44
Notices & Disclaimer 
The PowerPoint Version of 
this eBook is available at 
ShiftSelling.com/Dreamforce 
I make no commissions or referral fees 
of any kind from any of the people or 
companies mentioned in this eBook. 
To meet at Dreamforce or pick my brain about any of 
the ideas or resources mentioned in this eBook 
please call or text me at +1.403.874.2998 
All trademarks and registered trademarks are the property of their 
respective owners. The company, product and service names 
used in this eBook are for identification purposes only. 
! 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 1 of 44
About The Author 
Craig Elias is the creator of Trigger Event Selling™, 
Chief Catalyst of Shift Selling Inc., author of the 
award-winning sales book “SHiFT!” and LinkedIn 
user 3,956 of over 325 Million users. 
Craig's knowledge of prospecting and lead generation 
has resulted in: 
– A 20- year track record as a top sales performer 
– Coverage on NBC, The New York Times, The Wall Street Journal 
– Winning a $1,000,000 prize in a global billion dollar idea competition 
– Being named 15th on Forbes list of the world’s most social sales people 
– Having his last company twice chosen by Dow Jones as one of the 50 
most promising companies in North America 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 2 of 44
Trigger Event Selling™ Book 
Steven M.R. Covey 
“… simple but profound truths that will help you leverage intent for 
immediate action and cut down the selling cycle, while creating lasting 
bonds with customers.” 
Gerhard Gschwandtner 
“This process is destined to expand the traditional division of the sales 
team into hunters and farmers by adding a new category: the trapper.” 
Keith Ferrazzi 
“By combining the power of relationships with timing – what Elias and 
Shanto call “Trigger Events” – the authors present a powerful sales 
strategy…” 
Ivan Misner 
“… capitalize on the key moments that will bring you success in a busy, 
fast-paced world. This is a must read!” 
Tim Draper 
“…if you want to sell anything to anyone. Read this book and then… 
Sell! Sell! Sell! 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 3 of 44
Four Objectives 
This eBook has been created to help you accomplish 
four key objectives at Dreamforce 
2 
1 3 
Get more 
meetings 
Get more 
follow-up calls 
4 
Get more ‘prospects’ 
on a drip/nurture list 
Get more 
sales 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 4 of 44
#1 
DO THE 
RIGHT 
THINGS 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 5 of 44
What you see depends 
on what you look for. 
-John Lubbock “ 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 6 of 44
Look For the Right Prospects 
The right prospects have three criteria: 
1. Meet your ideal customer profile (ICP). 
2. Have the ability to make a purchase. 
3. Recently dissatisfied with the Status Quo☁. 
☁These prospects are up to 10 times more likely to switch vendors. 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 7 of 44
Ask the Right Questions 
Start with an attention-getting question that raises 
their curiosity and stops them in their tracks. 
Then ask how they would like to improve upon their 
current situation. 
If there is a potential fit, ask for five minutes of their 
time to show what you have. 
Indicators of a potential fit: 
• Give you 5 or more minutes at the show. 
• Willing to arrange a post-show call or 
meeting. 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 8 of 44
Give the Right Answers 
Get booth visitors to ask “How do you do that?” 
DO use verbs that describe the 
outcome of being your customer. 
DON’T use nouns that 
describe your offering. 
Here are some of my favorite examples: 
We help CIO’s eliminate vendor incompatibility. 
We help CFO’s minimize inventory write downs. 
We help sales teams close more sales by being 
‘first-in’ again, and again, and again (this is what I do) 
. 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 9 of 44
#2 
FOLLOW 
UP 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 10 of 44
“ 
The two most important 
requirements for major 
success are: 
1. Being in the right place at the 
right time, 
2. Doing something about it. Ray Kroc, Founding CEO 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 11 of 44
Prioritize Your Follow Up 
Use a lead scoring system like the one below to rank your leads and then be sure to 
follow up on your hottest leads first. 
Scoring Factor 
Ranking 
“2” “1” “0” 
Most Recent Trigger Event Want Afford Justify 
Time to Decision Under 2 weeks 2 weeks to 
8 weeks Over 8 weeks 
Contact Level Money, Authority, 
& Influence 
Authority 
& Influence Influence 
Credibility Relationship Leveraged Expertise 
Long Term Potential Over $1 Million $500,000 to 
$999, 999 Under $500, 000 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 12 of 44
Assign Leads ASAP 
Download and assign your leads each night. 
Empower sales reps so they can easily email 
all hot leads that night asking for a follow up 
meeting the next day. 
Make it as easy as possible to respond to the 
email by including the sales person’s cell 
phone number. 
• Including a cell phone number makes it easy 
for the prospect to call or text. 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 13 of 44
Follow Up More Than Once 
It typically takes 4-6 follow ups 
to get a response yet most 
sales people give up after just 
one or two attempts. 
If you don’t get a response 
from the person who visited, try 
following up with their boss. 
Mention the booth visit in your 
call/email. 
If you still get no response, try 
calling other department heads 
from the same company that would 
be impacted by your solution. 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 14 of 44
#3 
DON’T TAKE 
NO FOR 
AN ANSWER 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 15 of 44
Things Change 
“80% of B2B purchases are 
unplanned and 
unbudgeted. “ 
Breaking Out Of The Funnel– DemandGen, 2013 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 16 of 44
One More Question 
A wise sales trainer in Wales (where my dad was born) named Peter O’Donoghue wrote an 
awesome eBook Triple Your B2B Sales Pipeline In 90 Days Or Less (direct link, no registration required) 
On Page 24, section 2, of his eBook he says… 
Any email follow up response, 
except unsubscribe, is a bridge to 
a call where you ask a question. “ Try it. You’ll be amazed how well it works! 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 17 of 44
Follow Up Six Times and Then … 
Six years ago the father of Sales 2.0 - Nigel 
Edelshain – wrote a blog post saying you 
should follow up six times and then put them in 
the greenhouse – meaning put them on a drip/ 
nurturing campaign. 
The only thing I would add to that is use Tom 
Batchelder’s stalled deal email strategy before 
you add them to a nurturing list. 
My customers get a 
50% 
response rate! 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 18 of 44
No Does Not Mean Never 
So you used Tom’s, stalled deal, email strategy 
and they said there is no opportunity. 
• No just means “not right now” 
• Listen for Trigger Events that disrupt the Status Quo 
and reach out again knowing they are now 
thinking about ‘this’ again 
• E.g. 
– Email address begins to bounce – indicates a job 
change 
– Reach a marketing automation scoring threshold 
– Access a resource such as a ROI calculator or white 
paper that helps them justify their purchase 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 19 of 44
#4 
USE THE 
RIGHT 
TOOLS 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 20 of 44
Sales 2.0 and Social Selling Tools 
• What follows is a list of my favorite Sales 2.0 
and social selling tools 
• All, but one, are tools that I and/or my 
customers use (Can you guess which one I’m not 
using yet?) 
• I have included the names and cell phone 
numbers of my most senior contact for most 
companies so you you can call them directly 
• I also say if they are exhibiting or attending 
Dreamforce 2014 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 21 of 44
Trigger alert lead generation, 
market research and customer 
research tool. 
Discover hot leads 
Find new market segments 
Create smart lists that are always 
up to date 
James Rogers: Cell +1.512.825.1197 
Booth# W631 
Schedule a booth visit 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 22 of 44
The easiest way to make sure 
tradeshow leads get followed up 
at least six times. 
Combines the best of outsourced lead 
follow up with your sales person’s own 
voice 
Improves email response rates by up 
to 600% 
Increases the size of your salesforce 
without increasing your payroll 
Patrick Cahill: Cell +1.617.512.1226 
Not at Dreamforce 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 23 of 44
Extremely simple email verification 
that lets you know if a lead’s 
email address is still valid. 
One bounced email = 4 opportunities 
1. Where did they go? 
2. Who did they replace? 
3. Who replaced them? 
4. Where did this replacement 
come from? 
Matt McFee: Cell +1.980.621.1625 
Not at Dreamforce 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 24 of 44
Get up to the minute research on 
people you are about to meet. 
Delivered to your inbox just 
before you meet 
Automatic & filtered for most 
important info 
Works for the person and the 
company they work for 
Aaron Franzin: Cell +1.847.284.0723 
Attending Dreamforce 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 25 of 44
I’ve been a user since it was 
JigSaw in 2004. 
Every level of contact: staff to C-Level 
Crowdsourced contact information that 
provides email address & direct 
numbers 
Use this when a lead moves companies 
so you can reach out to the person they 
used to report to & the person who 
reported to them 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 26 of 44
Intelligently scans your incoming emails 
and auto-enriches contact details in 
your address book and CRM. 
Works with Salesforce, Gmail, and 
Outlook 
Goes back as far as 5 years worth 
of emails 
They also have a Chrome extension that 
grabs contact info from web pages 
Philipe Laval: Cell +1.650.681.4161 
Attending Dreamforce 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 27 of 44
Lead capture tool that improves 
trade show ROI and replaces fat 
stacks of catalogs. 
Tradeshow prospect capture 
Improves lead quality and follow up 
Integrates with Salesforce.com and 
marketing automation tools 
Rusty Bishop: Cell +1.619.548.5129 
Attending Dreamforce 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 28 of 44
A comprehensive sales acceleration 
platform that creates high-performance 
sales teams. 
Predictive analytics shows which leads 
you are most likely to contact, qualify, 
and close 
Data visualization helps you identify 
trends and make data actionable 
Gamification motivates your sales team 
Ken Krogue: Phone +1.385.207.7252 
Booth# N1200 and W621 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 29 of 44
Simplifies the process of keeping 
your CRM and marketing 
automation tools up to date. 
Automates common tasks 
Updates CRM and marketing 
automation tools while visiting 
any web page 
Identifies the best ways to reach 
decision makers 
Sean Burke: Cell +1.813.469.0038 
Attending Dreamforce 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 30 of 44
Saved searches tell you when 
someone changes jobs & is 
more likely to switch vendors. 
Remember, one job change = 4 opportunities 
Koka Sexton: Cell +1.925.386.6394 
Booth# N1034 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 31 of 44
What happens when you’re the 
founder and CTO of a technology 
company that gets acquired for 
$957 Million? 
You start another one, call it 
Nudge, and launch it at 
Dreamforce 2014. 
Steve Woods: Cell +1.416.903.0171 
Booth# N2210 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 32 of 44
The fastest way to get an email 
address when decision makers 
are brand new in their job. 
Builds email addresses on the fly 
from public web pages 
Imports from LinkedIn and other 
social networks no matter your 
level of connection 
Puts the data directly into 
Salesforce.com 
Kyle Porter: Cell +1.678.810.1982 
Booth# W4 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 33 of 44
Helps you build stronger sales scripts 
based on the product you sell and 
the people you are selling to. 
Tells you what to say 
Helps you understand 
what to ask 
Builds responses to 
common objections 
Michael Halper: Cell +1.832-495-8416 
Not at Dreamforce 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 34 of 44
The most amazing email tool I’ve 
ever seen – think marketing 
automation but for salespeople. 
Email templates streamline communications 
and improve response times 
Tracks email opens, clicks, website visits, & 
PDF views, so I follow up more intelligently 
A time saving Chrome extension bridges the 
gap between your inbox and Salesforce 
TK Kader: +1.917.939.9306 
Booth# W118 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 35 of 44
#5 
START 
TODAY 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 36 of 44
Everyone listens to the same radio station 
WIFM – What’s In it For Me 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 37 of 44
What to Say 
In order to get their attention you need to 
Tell them what they want to hear 
– Remember to use verbs that 
describe the outcome of being 
your customer, not nouns that 
describe your offering 
Tell them what’s new and why it’s worth 
setting up a 10 minute meeting at the show 
Tell them you’ll have your boss or product 
engineer at the booth so they can leave with 
all their questions answered 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 38 of 44
What to Ask For 
A specific time to meet 
– The sooner in the show, the better. Meeting 
sooner turns off selective perception and 
reduces the likelihood they’ll spend much time 
with your competition 
A 2nd person (preferably their boss) to 
attend 
– When two people from your prospects' 
company attend, the conversation about you & 
your offering continues long after your 
meeting/demo is over 
A commitment that moves the sale forward 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 39 of 44
Where to Start 
Start with your current 
customers and prospects 
that are already in your 
pipeline 
Next, include the list of 
lost opportunities and 
those that resulted in a 
‘No decision’ 
Lastly, use your list of 
leads from previous years 
at Dreamforce, and leads 
from other trade shows, to 
see if they are going to be 
at Dreamforce 2014 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 40 of 44
ADDITIONAL 
RESOURCES 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 41 of 44
ShiftSelling.com/Dreamforce 
Use this form http://ShiftSelling.com/Dreamforce 
to download: 
• The lead scoring worksheet I mention, in Excel 
format 
– I’ll also email you a completed example 
and instructions on how to use it 
• A free copy of my award-winning sales book 
SHiFT! Harness the Trigger Events that TURN 
PROSPECTS INTO CUSTOMERS 
• This eBook in native PowerPoint format 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 42 of 44
Other Bright Minds 
• Matt Hill: The Power of Elevator Answers 
• Andy Paul: The Guide to Effective Follow-Up 
• Dan McDade: Triple Your Leads (see page 5) 
• Jamie Shanks: Social Selling & Lead Monitoring 
Relevant Webinar Recordings 
• Win the Sale 74% of the Time 
• The #1 Lead Generation Method 
• 3 Ways to Improve Tradeshow ROI 
• Winning the Race to the Ideal Customer 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 43 of 44
Photograph by EwanNicholson.ca 
See you at 
Dreamforce! 
Cell: +1.403.874.2998 
Craig Elias 
ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 44 of 44

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5 Ways to Get More Out of Dreamforce

  • 1. 5 ways to GET MORE at ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 1 of 44
  • 2. Notices & Disclaimer The PowerPoint Version of this eBook is available at ShiftSelling.com/Dreamforce I make no commissions or referral fees of any kind from any of the people or companies mentioned in this eBook. To meet at Dreamforce or pick my brain about any of the ideas or resources mentioned in this eBook please call or text me at +1.403.874.2998 All trademarks and registered trademarks are the property of their respective owners. The company, product and service names used in this eBook are for identification purposes only. ! ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 1 of 44
  • 3. About The Author Craig Elias is the creator of Trigger Event Selling™, Chief Catalyst of Shift Selling Inc., author of the award-winning sales book “SHiFT!” and LinkedIn user 3,956 of over 325 Million users. Craig's knowledge of prospecting and lead generation has resulted in: – A 20- year track record as a top sales performer – Coverage on NBC, The New York Times, The Wall Street Journal – Winning a $1,000,000 prize in a global billion dollar idea competition – Being named 15th on Forbes list of the world’s most social sales people – Having his last company twice chosen by Dow Jones as one of the 50 most promising companies in North America ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 2 of 44
  • 4. Trigger Event Selling™ Book Steven M.R. Covey “… simple but profound truths that will help you leverage intent for immediate action and cut down the selling cycle, while creating lasting bonds with customers.” Gerhard Gschwandtner “This process is destined to expand the traditional division of the sales team into hunters and farmers by adding a new category: the trapper.” Keith Ferrazzi “By combining the power of relationships with timing – what Elias and Shanto call “Trigger Events” – the authors present a powerful sales strategy…” Ivan Misner “… capitalize on the key moments that will bring you success in a busy, fast-paced world. This is a must read!” Tim Draper “…if you want to sell anything to anyone. Read this book and then… Sell! Sell! Sell! ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 3 of 44
  • 5. Four Objectives This eBook has been created to help you accomplish four key objectives at Dreamforce 2 1 3 Get more meetings Get more follow-up calls 4 Get more ‘prospects’ on a drip/nurture list Get more sales ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 4 of 44
  • 6. #1 DO THE RIGHT THINGS ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 5 of 44
  • 7. What you see depends on what you look for. -John Lubbock “ ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 6 of 44
  • 8. Look For the Right Prospects The right prospects have three criteria: 1. Meet your ideal customer profile (ICP). 2. Have the ability to make a purchase. 3. Recently dissatisfied with the Status Quo☁. ☁These prospects are up to 10 times more likely to switch vendors. ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 7 of 44
  • 9. Ask the Right Questions Start with an attention-getting question that raises their curiosity and stops them in their tracks. Then ask how they would like to improve upon their current situation. If there is a potential fit, ask for five minutes of their time to show what you have. Indicators of a potential fit: • Give you 5 or more minutes at the show. • Willing to arrange a post-show call or meeting. ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 8 of 44
  • 10. Give the Right Answers Get booth visitors to ask “How do you do that?” DO use verbs that describe the outcome of being your customer. DON’T use nouns that describe your offering. Here are some of my favorite examples: We help CIO’s eliminate vendor incompatibility. We help CFO’s minimize inventory write downs. We help sales teams close more sales by being ‘first-in’ again, and again, and again (this is what I do) . ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 9 of 44
  • 11. #2 FOLLOW UP ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 10 of 44
  • 12. “ The two most important requirements for major success are: 1. Being in the right place at the right time, 2. Doing something about it. Ray Kroc, Founding CEO ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 11 of 44
  • 13. Prioritize Your Follow Up Use a lead scoring system like the one below to rank your leads and then be sure to follow up on your hottest leads first. Scoring Factor Ranking “2” “1” “0” Most Recent Trigger Event Want Afford Justify Time to Decision Under 2 weeks 2 weeks to 8 weeks Over 8 weeks Contact Level Money, Authority, & Influence Authority & Influence Influence Credibility Relationship Leveraged Expertise Long Term Potential Over $1 Million $500,000 to $999, 999 Under $500, 000 ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 12 of 44
  • 14. Assign Leads ASAP Download and assign your leads each night. Empower sales reps so they can easily email all hot leads that night asking for a follow up meeting the next day. Make it as easy as possible to respond to the email by including the sales person’s cell phone number. • Including a cell phone number makes it easy for the prospect to call or text. ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 13 of 44
  • 15. Follow Up More Than Once It typically takes 4-6 follow ups to get a response yet most sales people give up after just one or two attempts. If you don’t get a response from the person who visited, try following up with their boss. Mention the booth visit in your call/email. If you still get no response, try calling other department heads from the same company that would be impacted by your solution. ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 14 of 44
  • 16. #3 DON’T TAKE NO FOR AN ANSWER ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 15 of 44
  • 17. Things Change “80% of B2B purchases are unplanned and unbudgeted. “ Breaking Out Of The Funnel– DemandGen, 2013 ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 16 of 44
  • 18. One More Question A wise sales trainer in Wales (where my dad was born) named Peter O’Donoghue wrote an awesome eBook Triple Your B2B Sales Pipeline In 90 Days Or Less (direct link, no registration required) On Page 24, section 2, of his eBook he says… Any email follow up response, except unsubscribe, is a bridge to a call where you ask a question. “ Try it. You’ll be amazed how well it works! ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 17 of 44
  • 19. Follow Up Six Times and Then … Six years ago the father of Sales 2.0 - Nigel Edelshain – wrote a blog post saying you should follow up six times and then put them in the greenhouse – meaning put them on a drip/ nurturing campaign. The only thing I would add to that is use Tom Batchelder’s stalled deal email strategy before you add them to a nurturing list. My customers get a 50% response rate! ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 18 of 44
  • 20. No Does Not Mean Never So you used Tom’s, stalled deal, email strategy and they said there is no opportunity. • No just means “not right now” • Listen for Trigger Events that disrupt the Status Quo and reach out again knowing they are now thinking about ‘this’ again • E.g. – Email address begins to bounce – indicates a job change – Reach a marketing automation scoring threshold – Access a resource such as a ROI calculator or white paper that helps them justify their purchase ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 19 of 44
  • 21. #4 USE THE RIGHT TOOLS ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 20 of 44
  • 22. Sales 2.0 and Social Selling Tools • What follows is a list of my favorite Sales 2.0 and social selling tools • All, but one, are tools that I and/or my customers use (Can you guess which one I’m not using yet?) • I have included the names and cell phone numbers of my most senior contact for most companies so you you can call them directly • I also say if they are exhibiting or attending Dreamforce 2014 ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 21 of 44
  • 23. Trigger alert lead generation, market research and customer research tool. Discover hot leads Find new market segments Create smart lists that are always up to date James Rogers: Cell +1.512.825.1197 Booth# W631 Schedule a booth visit ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 22 of 44
  • 24. The easiest way to make sure tradeshow leads get followed up at least six times. Combines the best of outsourced lead follow up with your sales person’s own voice Improves email response rates by up to 600% Increases the size of your salesforce without increasing your payroll Patrick Cahill: Cell +1.617.512.1226 Not at Dreamforce ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 23 of 44
  • 25. Extremely simple email verification that lets you know if a lead’s email address is still valid. One bounced email = 4 opportunities 1. Where did they go? 2. Who did they replace? 3. Who replaced them? 4. Where did this replacement come from? Matt McFee: Cell +1.980.621.1625 Not at Dreamforce ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 24 of 44
  • 26. Get up to the minute research on people you are about to meet. Delivered to your inbox just before you meet Automatic & filtered for most important info Works for the person and the company they work for Aaron Franzin: Cell +1.847.284.0723 Attending Dreamforce ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 25 of 44
  • 27. I’ve been a user since it was JigSaw in 2004. Every level of contact: staff to C-Level Crowdsourced contact information that provides email address & direct numbers Use this when a lead moves companies so you can reach out to the person they used to report to & the person who reported to them ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 26 of 44
  • 28. Intelligently scans your incoming emails and auto-enriches contact details in your address book and CRM. Works with Salesforce, Gmail, and Outlook Goes back as far as 5 years worth of emails They also have a Chrome extension that grabs contact info from web pages Philipe Laval: Cell +1.650.681.4161 Attending Dreamforce ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 27 of 44
  • 29. Lead capture tool that improves trade show ROI and replaces fat stacks of catalogs. Tradeshow prospect capture Improves lead quality and follow up Integrates with Salesforce.com and marketing automation tools Rusty Bishop: Cell +1.619.548.5129 Attending Dreamforce ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 28 of 44
  • 30. A comprehensive sales acceleration platform that creates high-performance sales teams. Predictive analytics shows which leads you are most likely to contact, qualify, and close Data visualization helps you identify trends and make data actionable Gamification motivates your sales team Ken Krogue: Phone +1.385.207.7252 Booth# N1200 and W621 ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 29 of 44
  • 31. Simplifies the process of keeping your CRM and marketing automation tools up to date. Automates common tasks Updates CRM and marketing automation tools while visiting any web page Identifies the best ways to reach decision makers Sean Burke: Cell +1.813.469.0038 Attending Dreamforce ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 30 of 44
  • 32. Saved searches tell you when someone changes jobs & is more likely to switch vendors. Remember, one job change = 4 opportunities Koka Sexton: Cell +1.925.386.6394 Booth# N1034 ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 31 of 44
  • 33. What happens when you’re the founder and CTO of a technology company that gets acquired for $957 Million? You start another one, call it Nudge, and launch it at Dreamforce 2014. Steve Woods: Cell +1.416.903.0171 Booth# N2210 ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 32 of 44
  • 34. The fastest way to get an email address when decision makers are brand new in their job. Builds email addresses on the fly from public web pages Imports from LinkedIn and other social networks no matter your level of connection Puts the data directly into Salesforce.com Kyle Porter: Cell +1.678.810.1982 Booth# W4 ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 33 of 44
  • 35. Helps you build stronger sales scripts based on the product you sell and the people you are selling to. Tells you what to say Helps you understand what to ask Builds responses to common objections Michael Halper: Cell +1.832-495-8416 Not at Dreamforce ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 34 of 44
  • 36. The most amazing email tool I’ve ever seen – think marketing automation but for salespeople. Email templates streamline communications and improve response times Tracks email opens, clicks, website visits, & PDF views, so I follow up more intelligently A time saving Chrome extension bridges the gap between your inbox and Salesforce TK Kader: +1.917.939.9306 Booth# W118 ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 35 of 44
  • 37. #5 START TODAY ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 36 of 44
  • 38. Everyone listens to the same radio station WIFM – What’s In it For Me ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 37 of 44
  • 39. What to Say In order to get their attention you need to Tell them what they want to hear – Remember to use verbs that describe the outcome of being your customer, not nouns that describe your offering Tell them what’s new and why it’s worth setting up a 10 minute meeting at the show Tell them you’ll have your boss or product engineer at the booth so they can leave with all their questions answered ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 38 of 44
  • 40. What to Ask For A specific time to meet – The sooner in the show, the better. Meeting sooner turns off selective perception and reduces the likelihood they’ll spend much time with your competition A 2nd person (preferably their boss) to attend – When two people from your prospects' company attend, the conversation about you & your offering continues long after your meeting/demo is over A commitment that moves the sale forward ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 39 of 44
  • 41. Where to Start Start with your current customers and prospects that are already in your pipeline Next, include the list of lost opportunities and those that resulted in a ‘No decision’ Lastly, use your list of leads from previous years at Dreamforce, and leads from other trade shows, to see if they are going to be at Dreamforce 2014 ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 40 of 44
  • 42. ADDITIONAL RESOURCES ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 41 of 44
  • 43. ShiftSelling.com/Dreamforce Use this form http://ShiftSelling.com/Dreamforce to download: • The lead scoring worksheet I mention, in Excel format – I’ll also email you a completed example and instructions on how to use it • A free copy of my award-winning sales book SHiFT! Harness the Trigger Events that TURN PROSPECTS INTO CUSTOMERS • This eBook in native PowerPoint format ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 42 of 44
  • 44. Other Bright Minds • Matt Hill: The Power of Elevator Answers • Andy Paul: The Guide to Effective Follow-Up • Dan McDade: Triple Your Leads (see page 5) • Jamie Shanks: Social Selling & Lead Monitoring Relevant Webinar Recordings • Win the Sale 74% of the Time • The #1 Lead Generation Method • 3 Ways to Improve Tradeshow ROI • Winning the Race to the Ideal Customer ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 43 of 44
  • 45. Photograph by EwanNicholson.ca See you at Dreamforce! Cell: +1.403.874.2998 Craig Elias ShiftSelling.com | Craig Elias - Cell/Text +1.403.874.2998 | Page 44 of 44