12 Must Have Sales Tools for 2013
 

12 Must Have Sales Tools for 2013

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Discover 12 must have sales tools handpicked by the experts. ...

Discover 12 must have sales tools handpicked by the experts.

Click here to see the full eBook: http://learnmore.insideview.com/32-Sales-Tools-for-2013.html

In December 2012, six experts in the B2B Sales industry came together for a webinar to find 12 of the must have sales tools for 2013. That webinar has been transcribed and enriched into this slidedeck brought together by InsideView.

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12 Must Have Sales Tools for 2013 12 Must Have Sales Tools for 2013 Presentation Transcript

  • Koka Sexton Matt HeinzFounder of Social Selling University President of Heinz Marketing@kokasexton @HeinzMarketingCraig Rosenberg Nancy NardinCEO of Funnelholic Media Founder of Smart Selling Tools@funnelholic @SellingToolsBrian Vellmure Miles AustinCEO/Founder of Initium Sales and Marketing Technologist ofLLC/Innovantage Fill the Funnel, Inc@BrianVellmure @milesaustin
  • 01 Craig Rosenberg CEO of Funnelholic Media @funnelholicWhat is it?Sales and customer intelligenceWhy InsideView?• InsideView aggregates 30,000 data sources to bring highly accurate data• Build highly-targeted lists• Create Watchlists of your Prospects and Customers• InsideView shows your connections from past employers, LinkedIn, Facebook, alumni networks and current colleaguesHow much is it? “The biggest thing for me is empowering the sales people to beFREE or $99/month per user as intelligent and aware of the account they’re selling to as possible. InsideView is a great tool that allows your reps to make the right calls to the right people, at the right time.”#salestools2013 Craig Rosenberg
  • 01 02 01 E-Signatures www.docusign.com It is trulyCEO of Funnelholic Media one of my favorite prod Craig Rosenberg @funnelholic It is truly one of my favorite products onIbiggest deal.take ame to pull(Iover, go to Starbucks and End of the quarter decided to paperwork for our the market. don’t know why I did tha Tells meeting What is it? the paperwork to the client and we got the deal done. ” -Craig RosenberEnd of the quarter I decided to take a meeting (I don’t know why I did that). I’m on the road, sales rep calls me asking me to sign some Secure e-signaturespaperwork for our biggest deal. Tells me to pull over, go to Starbucks and Docusign the contract on my iPad. Boom. Docusigned i t and got Wthe paperwork to the client and we got the deal done. ” -Craig Rosenberg S Why DocuSign? What is it? • Securely sign and send documents online from W any device Secure e-signatures • Nothing more painful than the last mile of the Why DocuSign? selling process • Manages and tracks the entire sign-off process H How much is it? $15/month for 50 signatures per month $ How much is it? “It is truly one of my favorite products on the market. End of the quarter50 signatures pera meeting (I don’t know why I did $15/month for I decided to take month that). I’m on the road, sales rep calls me asking me to sign some paperwork for our biggest deal. Tells me to pull over, go to Starbucks and Docusign the contract on my iPad. Boom. Docusigned it and got the paperwork to the client and we got the deal done.” #salestools2013 Craig Rosenberg
  • 03 08 Sales Performance Improvement www.teamvisibility.com Nancy Nardin Founder of Smart Selling Tools @SellingTools TeamVisibility gives you visibility into how your team interacts... What is it?with prospects and how they respond. If you want to achieve sustainable performance improvements you have to have full knowledg e of The easy way for sales leaders to achievewhat is working and what isn’t. TeamVisibility gives you that knowledge. ” -Nancy Nardin sustainable improvement from their team in just minutes a day What is it? Why TeamVisibility? The easy way for sales leaders to achieve sustainable improvement from their team in just minutes a day • Capture “game tape” of the rep- customer interaction Why TeamVisibility? • Efficiently provide coaching and feedback • Quickly build a Best Practices library • Decreased new rep on-boarding time by Team Scorecard Rep’s Game-Tape 70% at Vorsight “TeamVisibility gives you visibility into how your team How much is it? interacts with prospects and how they respond. If you want $475/year per user to How much is it? performance improvements you have achieve sustainable to have full knowledge of what is working and what isn’t. $475/year per user TeamVisibility gives you that knowledge.” #salestools2013 Nancy Nardin
  • 04 Nancy Nardin Founder of Smart Selling Tools @SellingToolsWhat is it?A gamification application integrated intoSalesforce for sales teamsWhy LevelEleven?• Motivate each other to succeed by tapping into salespeoples competitive nature• Gives companies new ways to motivate salespeople to make more calls, book more meetings, and close more business, which in turn spikes adoption of SalesforceHow much is it?$8-12/month per user “LevelEleven is really changing the sales contest by allowing companies to inject competition in any sales behavior right within Salesforce. If you have trouble with sales reps adopting or using CRM, this is a great tool to use.”#salestools2013 Nancy Nardin
  • 05 Miles Austin Sales and Marketing Technologist of Fill the Funnel, Inc @milesaustinWhat is it?It is a 24/7 prospecting tool that can be put to workright away on a website, in personal and campaign e-mails, and through social media outreachWhy TimeTrade?• Sales reps can give prospects or opportunities a unique link to their calendar where they can book a meeting that applies to their schedule• TimeTrade fully integrates with Salesforce.com by routing new appointments and updating the Salesforce.com contact or account record with a new activity “TimeTrade has become my #1 used and most productive tool of all ofHow much is it? the web tools we use. It ends that time-sucking, opportunity-losingFREE to $49/user per year challenge of scheduling a meeting convenient to both parties. If you’re not using TimeTrade for sales you’re missing the boat and leaving sales on the table.”#salestools2013 Nancy Nardin
  • 06 Miles Austin Sales and Marketing Technologist of Fill the Funnel, Inc @milesaustinWhat is it?It is a 24/7 prospecting tool that can be put to work rightaway on a website, in personal and campaign e-mails, andthrough social media outreachWhy Postwire?• Postwire allows sales reps to create a single domain of collected videos, photos and web links to share with their customers or prospects• Create a page that can be hared so that prospects can know everything about you, your company or your productHow much is it? “Postwire is a tremendous tool that allows you to manage,FREE to $19/user per month communicate and in my opinion, give real value to your existing clients and prospects. It allows reps to create a page with shared documents in a very nice, neat presentation.”#salestools2013 Miles Austin
  • 07 21 Sales Productivity & 21 Prospecting www.reachable.com Brian Vellmure CEO/Founder of Initium LLC/Innovantage Reachable@BrianVellmure has an algorithm that Reachable has an algorithm that nds out... What is it? people and the right decision makers.” -Brian Vellmure Reachable is a social business solution that enablespeople and the right decision makers.” -Brian Vellmure professionals and organizations to share and leverage their collective relationships within organizations W What is it? R a Why Reachable? Reachable is a social business solution that enables professionals w and organizations to share and leverage their collective relationships • Leverage your network to accelerate sales and find within organzations W decision makers to whom you are connected within companies Why Reachable? • Reachable consolidates your contacts from various sources and social networks to whom you are connected within companies • Integrates with Salesforce social networks How much is it? “Reachable has an algorithm that finds out your FREE – Pricing with Salesforce depends on solution connections strength within certain organization. It helps H proximity and the strength or relationships you navigate your network quickly and more efficiently to F get to the right people and the right decision makers.” #salestools2013 Brian Vellmure How much is it?
  • 08 23 23 Lead Generation www.crushpath.com Brian Vellmure CEO/Founder of Initium LLC/Innovantage created th Crushpath essentially great generation by@BrianVellmure Crushpath essentially created threeto simplify leadpillars... a sales rep to quickly get their ow -Brian Vellmure allowing What is it?to simplify lead generation by allowing a sales rep to quickly get their own quality lead generation site up and running in lit erally seconds.” Lead to close deal management-Brian Vellmure Why Crushpath? What is it? • Reps can use Crushpath to create their own “sales pitch” site and generate new leads Lead to close deal management • Customize your site with your own photography, video Why Crushpath? and messaging for customers and prospects to ineract with • Interested customers can contact a sales rep and generate new leads automatically become a lead messaging for customers and prospects to interact with How much is it? $59-99/user per month become a lead “Crushpath essentially created three great pillars to simplify lead generation by allowing a sales rep to quickly How much is it? get their own quality lead generation site up and running $59-$99/user per month in literally seconds.” #salestools2013 Brian Vellmure
  • 09 Matt Heinz President of Heinz Marketing @HeinzMarketingWhat is it?Automated throttling and distribution of curated contentto up to 20 social channelsWhy Buffer?• Identify valuable content worth sharing on Twitter, Facebook, LinkedIn (including groups)• One-click to share & choose appropriate channels• Automatically queues content for future distributionHow much is it?FREE or $20/user per month “Most sales reps that I know that are really good at social selling are not creating a lot of content; they are curating a lot of content. Buffer allows you to queue up content and share via social media. It’s a great way to create a following and show that you are way more active in these social networks than you actually are.”#salestools2013 Matt Heinz
  • 10 Matt Heinz President of Heinz Marketing @HeinzMarketingWhat is it?Automated Twitter management softwareWhy TweetAdder?• Identify and follow prospective customers based on profile keywords, hashtags, association and more• Grow your number of followers• Throttle the follows, automate activity & searches• Works best with actively curated Twitter feedsHow much is it? “I use TweetAdder and love it. If you want to follow everyone that$29 to $118 (one-time cost) uses a specific hashtag or that is from a certain area or company, go to TweetAdder and you can follow them. It’s a great way to build a network of people within your industry and with whom you share common interests.”#salestools2013 Matt Heinz
  • 29 11 29 Social Selling www.sproutsocial.com Koka Sexton Sprout Social has one of the bes Founder of Social Selling University @kokasexton Sprout Social has one of the best features for measuring... What is it? -Koka Sexton Social media account management ”-Koka Sexton Why Sprout Social? What is it? • Manage multiple social media networks on one platform Social media account management • Use the discovery tab to find new prospects Why Sprout Social? within your network that you may know and connect with them via Twitter or LinkedIn • Sprout Social provides in-depth analytics of your social network that you may know and connect with them via Twitter or LinkedIn How much is it? $39/user for up to 10 profiles How much is it? Social has one of the best features for “Sprout measuring social insights and social traffic. You’re able $39/user for up to 10 pro les to dig in and see who what in these social networks and what impact they’re having.” #salestools2013 Koka Sexton
  • 32 12 32 Lead Generation & Business Development www.ifttt.com IFTTT is one of Koka Sexton tools th the those Founder of Social Selling University under-recognized by the sales industry. From a sales perspective, you do @kokasexton IFTTT is one of the those tools that I think is extremely...of sharing within your soc Using IFTTT, you’re able to automate a process What is it? -Koka Sextonunder-recognized by the sales industry. From a sales perspective, you don’t want to nd then schedule out everything to tweet o r share. If this then that simple coding recipes that createUsing IFTTT, you’re able to automate a process of sharing within your social networks based on a series of rules and automation streams.” W automations-Koka Sexton If What is it? Why IFTTT? W • Use IFTTT as an automation tool for social If this, then that simple coding recipes that create automations media Why IFTTT? • Create sharing streams through a series of channels including: LinkedIn, Twitter, bitly, Box, Hootsuite, Yammer and more • Turn normal Internet activity into social content LinkedIn, Twitter, bitly, Box, Hootsuite, Yammer and more and develop a following via social media H following via social media F How much is it? “IFTTT is one of those tools that I think is extremely under-recognized How much is it? From a sales perspective, you don’t want to find by the sales industry. FREE then schedule out everything to tweet or share. Using IFTTT, you’re FREE to automate a process of sharing within your social networks able based on a series of rules and automation streams.” #salestools2013 Koka Sexton
  • Want to see the rest Find more tools of the list? about: Download the 32 Business DevelopmentSales Tools for 2013 Lead Generation Click Here! Sales Productivity Sales Intelligence Social Selling