31 Must Have Sales Tools in 2013

31 Must Have Sales Tools
in 2013
with Koka Sexton
Nancy Nardin
Brian Vellmure
Matt Heinz
Miles Austin
and Craig Rosenberg

THE SALES TOOL REVOLUTION
IS HERE
#socialtalk

The Team
Koka Sexton Matt Heinz
Founder of Social Selling University President of Heinz Marketing
@kokasexton @HeinzMarketing

Craig Rosenberg Nancy Nardin
CEO of Funnelholic Media Founder of Smart Selling Tools
@funnelholic @SellingTools

Brian Vellmure Miles Austin
CEO/Founder of Initium LLC/Innovantage Sales and Marketing Technologist of Fill the
@BrianVellmure Funnel, Inc
@milesaustin

#socialtalk

E-Signatures

Why?

o Nothing is more painful than the “last-
mile” of the selling process
o Why wouldn’t you? -- unless you prefer
fax machines and printers
o Manages and tracks entire sign-
offprocess

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
www.insideview.com Prospects!

InsideView Screenshot

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

www.kred.com

Small Business List Generation and
Radius Intelligence 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/

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


Mobile Sales Productivity
Salespod Use-Case
Uses Salespod to ensure
7 reps are:

o Making the sales visits they’re 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.

“Salespod is key to helping grow the
Real-time, field data-capture and collaboration for business and to growing Sales rep’s
Small & Medium-sized Sales Organizations commissions!”
$5-$30 per user/per month

Joseph Avci
Presented by Nancy Nardin
#socialtalk @sellingtools 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.

“The icing on the cake [with playbooks], is that
we’re now able to ‘fail faster’ – the playbooks
process forces more transparency around the
viability of every deal. If we find out our solution
isn’t the best fit for a given opportunity, we know
it earlier in the sales cycle and can re-direct our
energies towards better deals”
Qvidian Sales Playbooks Arm Salespeople for Maximum
Performance Gerard Sample,
$495 per user/per year Sr. Director Sales Enablement


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 New-rep on-boarding takes 70% less time!
Rep’s Game-Tape
Estimated 11% growth in per-rep revenue.

“The integration of TeamVisibility game
The easy way for sales leaders to achieve sustainable tape into Salesforce.com provides us
improvement from their team in just minutes a day. everything we need to drive performance in
one place."
Starts at $475 per user/per year
Steve Vorsight
Founder

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

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
salespeople’s 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 it’s multi-million dollar
investment in salesforce.com
.
“LevelEleven gave me the ability to motivate
The easy way for sales leaders to achieve sustainable my sales force to do the right thing!”
improvement from their team in just minutes a day.
$8-$12 per user/per month Todd Goodbinder


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.

“VisualizeROI provides a compelling reason
Easy-to-use, visually engaging approach to helping customers to schedule the next meeting. Just as
understand financial value important, it helps ensure the right people
attend.”

Jeff Croson, VP
Enterprise Sales

Business Development
Title

#socialtalk @milesaustin

Sales Productivity


Business Development


Collaboration


GET DEEPER CONTEXT INTO YOUR GMAIL CONTACTS

#socialtalk #Brianspicks @BrianVellmure

KNOW WHAT’S HAPPENING WITH YOUR PEOPLE


CURATE VALUE FOR YOUR PROSPECTS / CUSTOMERS


LEVERAGE YOUR NETWORK TO ACCELERATE SALES


SIMPLE, AFFORDABLE RELATIONSHIP MANAGER


GENERATE LEADS, PARTNER WITH YOUR PROSPECTS


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

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


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

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


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


What can Hootsuite be used
for?

• Listening – build streams of
specific hashtags and people
• Bulk Scheduler – you can’t be
tweeting all of the time…
• Easy to multi-task with social
media
Hootsuite Screenshot

What can ifttt be used for?

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


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

31 Must Have Sales Tools in 2013

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31 Must Have Sales Tools in 2013