What can today's best biz dev teams do to help them succeed? Automate their relationship data. Learn how in this free eBook.

1. DATA DRIVEN
BY DEFAULT
Why today’s best biz
dev teams rely on
relationship data

2. THANK YOU TO OUR
SALES LEADERS
Barbara Giamanco Jody Glidden Mark Hunter, CSP
Tom Hopkins Matt Heinz Brent Leary
Sales Trainer, Speaker, Expert
Tom Hopkins International, Inc
President
Heinz Marketing, Inc.
Partner
CRM Essentials
President & Social Selling Advisor
Social Centered Selling LLC
CEO & CTO
Introhive
Author of High-Profit Selling
The Sales Hunter
Elinor Stutz
Inspirational Speaker &
Educational Trainer, Smooth Sale

3. SALES AND BIZ DEV
TEAMS ARE TRYING TO
CLIMB HILLS IN FIRST GEAR
It's extremely rare for prospects to respond to cold outreach.
We all know that.
That’s why relationship intelligence automation is essential
for sales success.
It’s sad to say though, that very few sales and marketing
teams are equipped to thrive in this era.
But it’s not because they’re unwilling to invest in technology.
The problem is that salespeople are not selling with
intelligence at their fingertips.
3 > Data Driven by Default

4. YOUR CRM
WAS SUPPOSED TO...
4 > Data Driven by Default
...enable your sales team to sell intelligently.
But CRMs are only as good as the data in them.
So if your sales and biz dev teams do not update accounts and contacts in a timely manner...
….well, then your CRM is about as useful as an ashtray on a motorcycle.
The good news is that winning with relationship intelligence doesn’t need to be difficult.
Let us show you how.

5. 5 > Data Driven by Default
THE SALES COURSE
HAS CHANGED
Two trends have changed selling forever:
1. Buyers are cutting salespeople out of the decision-
making process
2. Buyers are finding their own information - without you!
These new twists and turns make it difficult to achieve a
share of your buyer’s mind.
Branded content from
vendors account for
less than half of the
information used
to make purchase
decisions.

6. To gain the attention of today’s buyers, sales and business
development teams need:
An attention-grabbing insight
An existing relationship
and often times, both.
6 > Data Driven by Default
THE NEED FOR
SALES INTELLIGENCE
The Definition of
Commercial Insight
A compelling, defensible
perspective from a
supplier that materially
impacts a customer’s
performance and
directly leads back to
their unique capabilities.
-CEB

7. 7 > Data Driven by Default
HOW TO GRAB PROSPECT ATTENTION
WITH SALES INSIGHT
When writing your sales message, you want to position it from
the buyer’s point of view.
Focus on what they care about not what you want to sell.
Buyers want to know that you can help them solve their
business problems and that you understand:
their business
their industry
the competitive challenges that they face
In that first interaction, you only make it easier for someone to
ignore you when you pitch your company and product features.
Research takes more time, but it is always worth the effort.
Barbara Giamanco
President and Social Selling Advisor
Social Centered Selling LLC

8. CRITICAL
SALES INTELLIGENCE QUESTIONS
8 > Data Driven by Default
Ask yourself...
1. peel back unique, account-centric insights?
2. uncover who should deliver these insights?
3. determine which contact(s) these insights
should be delivered to?
HOW DO I...
Know where you need to get, then plan your ride.

9. 9 > Data Driven by Default
HOW TO SHIFT TO
SALES INTELLIGENCE
When was the last time you bought something as a
result of a phone call?
You can’t remember you say?
Well neither can I.
It doesn’t work anymore.
Cultivating relationships via content marketing and
relationship intelligence systems is the future.
Jody Glidden
CEO and CTO
Introhive

10. 10 > Data Driven by Default
LEARN THE
TOP-5 FOCUS
AREAS FOR
IMPROVING SALES
EFFECTIVENESS
Read on for the Quick Version Now
To get the full story read:
A Sales Performance Optimization Study by Accenture

11. 11 > Data Driven by Default
Did you know that nearly 60% of organizations still lack
a shared definition of a qualified lead?
ENHANCE INTEGRATION OF
MARKETING, SALES AND SERVICE
Focus Area #1
Source: A Sales Performance Optimization Study by Accenture

12. 12 > Data Driven by Default
HOW TO GET
QUALIFIED LEADS
Organizations that do the best with prospecting are
the ones where prospecting is part of the their daily
routine performed by:
all salespeople, and
leaders
Successful salespeople accept the reality their best
sales may only come after the 7th, 10th or even 15th
touch.
More than anything else this is the key difference
that separates the great companies from average.
Mark Hunter, CSP
Author of High-Profit Selling
The Sales Hunter

13. 13 > Data Driven by Default
Focus Area #2
Your customers demand a customized, integrated experience.
Deliver it. From communication initiated by marketing, to
promises made by sales, to satisfying post-sale support, to
anticipating client needs.
IMPROVE THE CUSTOMER
EXPERIENCE AT EACH
TOUCH POINT
Source: A Sales Performance Optimization Study by Accenture

14. 14 > Data Driven by Default
HOW TO MOVE YOUR
SALES PROSPECTS
Trust is the soul of sales.
It’s about keeping your promises and putting the
client’s goals first.
You do that through leading with questions, which
eventually leads to a meeting of the minds.
Ultimately, believe in yourself, and find the better
way to keep doing what is right.
Elinor Stutz
Inspirational Speaker &
Educational Trainer
Smooth Sale

15. 15 > Data Driven by Default
CSO’s Admit that Sales Methods Need Improvement
STRENGTHEN IMMATURE
SALES METHODOLOGIES
AND PROCESSES
Percent of CSO’s and What They Say
Needs Improvement
Focus Area #3
The Ability to Incubate Promising
Leads for the Future57%
The Ability to close Deals in the
Timeframe Originally Forecast52%
Source: A Sales Performance Optimization Study by Accenture

16. 16 > Data Driven by Default
HOW TO
SAVE A STALLED SALE
Stalls are usually defense mechanisms.
Buyers who stall very often fear they’re being taken
advantage of.
If you’ve clearly presented the value of your solution
and know it’s the best solution for the needs of the
buyer, you may need to ask what I call an “ultimate
question” in order to get the sale moving forward.
After asking that question, remain quiet.
Let your buyer choose the next move.
Tom Hopkins
Sales Trainer, Speaker, Expert
Tom Hopkins International, Inc.

17. 17 > Data Driven by Default
Automate your CRM and eliminate eliminate onboarding
struggles by:
eliminating the need to log account and contact info
into the CRM
attaining a level of insight needed to sell effectively
become more proficient...faster
APPLY MORE SCIENCE TO
SALES TALENT ACQUISITION,
DEVELOPMENT AND RETENTION
Focus Area #4
Source: A Sales Performance Optimization Study by Accenture, CSO Insights 2013
> 1 Year
10-12 Months
7-9 Months
3-6 Months
< 3 months
Do Not Know
Time to Proficiency for New Sales Representatives
23.0%
24.5%
25.9%
22.3%
0.7%
3.6%

18. 18 > Data Driven by Default
HOW TO BUILD PEAK
PERFORMANCE SALES TEAMS
The most successful organizations use data not to
report the past but to predict and change the future.
Successful organizations obsess about finding new
insights in between data points that can give
them an edge.
They also use that data as a starting point for
understanding, predicting and preparing for a:
future market
customer base or
prospect opportunity
That will help them win.
Matt Heinz
President
Heinz Marketing, Inc.

19. 19 > Data Driven by Default
It’s no secret that organizations continue to invest heavily in technology in order to manage
intelligence, and build better relationships. Investments include:
tablets
mobile and social CRM, and
sales intelligence systems
But Accenture Shows that ROI Continues to be Disappointing.
Yet more than 1/3 still face low CRM tool adoption rates.
DRIVE BETTER OUTCOMES FROM SALES
TECHNOLOGY ENABLEMENT
Focus Area #5
9 out of 10
enterprises have
implemented some
kind of CRM system to
streamline the forecasting process
improve sales organization communications
reduce administrative burden and friction
Source: A Sales Performance Optimization Study by Accenture

20. 20 > Data Driven by Default
DO YOU KNOW ABOUT
RELATIONSHIP INTELLIGENCE AUTOMATION?
Relationship Intelligence Automation (RIA) is about
having the right information at the right time in the
right channel AND being able to leverage it in the right
way to move through the sales process as efficiently as
possible.
Being able to turn that information into an insight and
then turn that insight into an interaction opportunity –
all of that is work.
You can’t really have effective relationship intelligence
unless you are able to automate some of that work.
Brent Leary
Partner
CRM Essentials

21. 21 > Data Driven by Default
The majority. Your company may not be an early adopter, but
its not too late to join the early majority.
70 percent of study participants are also not using sales
intelligence systems to mine key customer and prospect
information from internal ERP or CRM systems.
The best way to increase the value of sales intelligence
systems is to base them on accurate and complete data.
WHO’S NOT USING
RELATIONSHIP
INTELLIGENCE
TO POWER SALES?
Source: Top-Five Focus Areas for Improving Sales Effectiveness Initiatives A Sales
Performance Optimization Study by Accenture

22. 22 > Data Driven by Default
We’ll show you how. Let’s simplify your CRM
Ready to see relationship intelligence automation in action?
Schedule a 30-minute demo and we’ll show you what Introhive
can do, without the sales pitch.
ANY COMPANY CAN
ADOPT RELATIONSHIP
INTELLIGENCE AUTOMATION.