The importance of CRM for startup sales is immense. Follow-up alone creates the majority of sales from repeat business and referrals.

1. Scaling Relationships for
Startup Sales Teams
POWERED BY
Presented By: Hewitt Tomlin

2. Email Follow-Up is Key
88% of prospects would
use their current vendor
again or recommend them
to others.
1
Only 25% of buyers
actually do.
Follow Up With Current Leads Is King

3. Day In The Life: Startup Account Executive
2
Daily
Tasks
You have a lot of daily tasks every
day and end up spending most of
your time dealing with what is urgent,
and don’t have a plan or strategy in
place to focus on the “important”
Daily Tasks
Prospects are inundated with offers
from other competitors. With so
many firms making themselves
available, you have to stand out from
the crowd.
Hyper Competitive
Problems of
Day To Day
Competition

4. Updating
Making Calls
You are busy prospecting new
customers and working on sales
collateral.
Constantly Prospecting
When there is time to make calls,
you may struggle with questions
such as:
“Who should I reach out to?”
“When was the last time I spoke to
this person?”
“What was the last thing we were
talking about?”
Hyper Competitive
3

5. Understanding the Breakdown of Leads
3
Referrals
Up to 80%+ Deals come from Self-
Generated Referrals.
Doing the Leg Work
75% of buyers who say they would
work with their vendor again.
Following-Up
Past
Customers
It takes on average 9 attempts to
connect with and qualify a lead.
Most sales people give up after
2-3 attempts.
80%
Self-Generated Referrals
0% 80%
75%
Repeat Business
0% 75%

6. The Problem
Without tools for salespeople to get
referrals or repeat customers, the
problem of missed opportunities falling
through the cracks will only grow
Consistent personalized follow up is
the #1 most impactful activity
salespeople can do to succeed.

7. Potential Opportunity vs. Existing Network
How Many Opportunities Exist In Your Network?
Without knowing it, 90% of
potential opportunities are being
left on the table unfilled and
unqualified.
90% Potential Opportunity
Imagine your current existing
network, old contacts, lost contacts,
new leads and possible referrals that
exist. This is your existing network
filled with untapped opportunity.
10% Of Existing Network
5

8. Potential Opportunity vs. Existing Network
97% Of Growth of
New Network
6
Contactually helps you collect
old contacts, new leads and
referrals automatically and is
guaranteed to grow your network
of opportunities.
Never Miss a Follow-Up Or Opportunity Again.

9. Contactually Automates the busy work with
ZERO Manual Entry
1. Aggregates Your Network
2. Segments Your Network Instantly
3. Engages Your Contacts Strategically +
Purposefully
The Solution

10. Contactually Automatically Constructs the Ultimate Rolodex
9
Contactually syncs all of your current and lost contacts from every
platform without need of manual entry.
1. No Manual Entry
2. Collects all scattered
contacts
3. Automated Data
4. Collected all in one
place

11. Staying At The Top Of The Mind With Contactually Buckets
8
Contactually helps you set up contacts into buckets to instantly sort
contacts into priority, association, and by date:
1. What is Your Relationship
2. How Should You Follow Up To Accomplish Specific Goals
Past Contacts
ReferralsLeads
90
305

12. Results: Be The Account Executive That Always Follows Up
9
Automatically Build Your Database
Tell Us Who Is Important
We Make It Easy to Never Lose Touch
Contactually automatically builds the strongest database an agent has ever had. We
automatically pull in every contact and message from e-mail, calendar, social media,
spreadsheets, and more. We keep all contacts up to date, de-dupe contacts, and let
agents manually record any additional information
Bring order to the chaos. Users can setup a series of categories (we call them buckets), and
add their most important contacts. They define how often it’s necessary to stay in touch, and
Contactually provides deep insight into the health of a particular group of contacts
Users receive a daily list of contacts that they should engage with today – important
relationships who are starting to slip through the cracks, anniversaries, manual reminders, and
more. We make it easy to stay in touch with e-mail templates that can be dropped in, and
relevant information to make it personal. More advanced features like ScaleMail and Programs
can be used to help turn salespeople into marketing mavens.

13. Quantitative Results of Using Contactually
10
Seeing Contactually in Action on as a Company Wide Platform Dramatically Increased
Value and Customer Base
Increase in Leads
Increase in Referrals
25%
40%
98% Increase in Engagement