Sales Intelligence - Bringing your CRM Data to Life

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by Kyle Porter

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Sales Intelligence - Bringing your CRM Data to Life

  1. 1. Sales Intelligence 101 B2B Camp 2012
  2. 2. Presenters Our HangoutJon Birdsong: Kyle Porter: Co-Marketing & Sales founder & Presidentat SalesLoft. of SalesLoft.
  3. 3. What is Sales Intelligence?
  4. 4. Sales Intelligence = Many Things to many people.
  5. 5. Sales Intelligence to - VP and Head of Platform Research at salesforce.com
  6. 6. Sales Intelligence to - Gerhard Gschwandtner Publisher at Selling Power“decisions made on science and not onhunches. My prediction is that salesanalytics & sales intelligence will be thehub of any sales organization.”
  7. 7. Sales Intelligence to ...
  8. 8. CRM Trigger Alerts & Rank Your Prospects
  9. 9. Daily Alerts Job Change Alerts News Event Spend, Growth Analysis TechnologyUsed/Changed Many, many, more...
  10. 10. Likely to buy factors: Complimentary Tech? Company Growing? Spending Money? Share Characteristics w/ Previous Deals?
  11. 11. Problems in Sales
  12. 12. Not enough arms
  13. 13. Wrong person; wrong time
  14. 14. The Internet is OverwhelmingSales rep VS Overwhelming Internet
  15. 15. With Sales Intelligence...
  16. 16. No more wasteful research time
  17. 17. Wrong Message Right Message Sold No Sale
  18. 18. The Internet Gets Simple
  19. 19. The Sincerity Industry is Changing
  20. 20. Sincerity vs. Reach Traditional New RevenueWarm Sales Generator TraditionalCold Dumb Dialing Marketing 1 to 1 1 to Many
  21. 21. Marketing Automation vs. Sales Intelligence
  22. 22. Marketing Automation + Sales Intelligence Prospects Prospects Like interested you should be in you interested in
  23. 23. The Technology Behind Sales Intelligence
  24. 24. WEB MOBILE BROWSER CRM EMAIL
  25. 25. Sales Intelligence at Work
  26. 26. Questions?“Sales intelligence: no longer anoxymoron.”

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