The document provides background on Jeff Wiguna's qualifications and experience for an Inside Sales position at Evernote. It outlines his relevant sales experience with CRM software, product detailing, and managing multiple accounts. It also describes his entrepreneurial experience and passion for creativity, collaboration, and the selling process. The document then provides a suggested sales call continuum approach and sample sales scripts that could be used to demonstrate Evernote's functionality for CRM and classroom applications.

1. Prelim Inside Sales Intro Presentation
Jeff Wiguna
August 3, 2012

2. Applicable Background for Inside Sales Position
Strong knowledge of inside and field sales, CRM software, product
detailing and managing multiple accounts over the phone, email and in-
person meetings from work with Be A Remedy and J&J
Proven self-starter and ability to thrive in ambiguity evidenced by
entrepreneurial experience and remote work in field sales
High capacity to work in a consultative capacity to discover clients’ deepest
needs and guide them to best fit solutions
Avid Evernote user – personal journal entries, contact management,
CRM archiving interesting ads/products
Passion for creativity, collaboration, and the selling process

3. Suggested Sales Call Continuum Based on AIDINC*
1. Approach – Pay attention to the tone in the client’s voice. Introduce yourself in a
friendly, disarming manner. Listen to their reaction and make sure both parties understand the
objective of the call. You want to take an ‘educational’ not ‘promotional’ selling approach.
“How are you doing today? My name is John with Evernote.” (while smiling)
2. Interview – Take the time to uncover their needs. They might mention a need at first, but
be willing to go ‘3 layers deep’ below what they mention. Depending on the issue, you may ask
questions about saving time, remembering meeting notes, or keeping track of market intel.
“What types of challenges do you experience with your overall workflow?”
3. Demonstrate – Move to find a solution within Evernote that meets the needs you
discovered. Be patient and articulate in explaining the features and benefits of the solution you are
presenting.
“Evernote’s platform is highly accessible. This means you can store notes via your
mobile device, computer, email or even Twitter account.”
*From Integrity Selling by Ron Willingham

4. Suggested Sales Call Continuum Based on AIDINC*
4. valIdate – Make sure that they understand all of the benefits of your proposed solution.
Ask if they understood everything you said. They may say yes at first, but be patient and give them
the space to formulate questions. This will solidify your solution.
“Do you see how having seamless access across multiple devices can increase your
efficiency?”
5. Negotiate – Address the concerns or doubts about the solution. These can range from
issues with pricing to the entire user interface. Be understanding, but persuasive. Depending on the
issue, various courses of action can be taken.
“I understand your budget is a concern, but we have group discounts available.”
6. Close –Be sure to leave the conversation with a relevantly actionable item. This can be a
close for a future phone call or a close to get them to sign up with the Evernote service. This
provides sales opportunities in the future.
“Might you have time next week to discuss what fully integrating Evernoteat your
company would look like?”
*From Integrity Selling by Ron Willingham

5. Sample Sales Scripts for Evernote Product
CRM APPLICATION
C: “Hello, I am curious about how I can use Evernote as CRM for my small 4 person sales
team?”
E: “I would be happy to help you with that. What type of sales will your team be doing?”
C: “They will be going out to the field three times a week and be at the office twice a
week, managing many customers at a time. So I need something that can manage a
couple hundred accounts.”
E: “Excellent. Evernote can certainly help you with that. With Evernote you can create
multiple notebooks which will enable you to assign 1 notebook to each major account.
With our premium version, these notebooks are available offline. So your team doesn’t
need to worry about Internet access and can access anywhere in the field. They can also
share these notebooks with you so you can keep track of their progress.”
C: “Great! Thank you very much, I will give that a look.”

6. Sample Sales Scripts for Evernote Product
CLASSROOM APPLICATION
C: “Hello, I teach a third grade class of 30 students. I heard Evernote lets me switch
accounts automatically on a Mac. Can you explain this?”
E: “Absolutely. You are correct. Is there a specific use you have in mind for this feature?”
C: “Yes, journal writing throughout the day, but I also want my kids to get used to typing
and using a computer. I assign 1 student to the computer at a time to write their journal
entry.”
E: “That’s fantastic. To do this on your Mac, all you have to do is go to the Evernote tab
at the top left, and you can click on the account you want to go to. You will have to use
our Premium version, but it is very affordable. We have group discounts available as
well.
C: “O, that’s really cool. Is there an easier way to switch accounts?”
E: “Why yes, all you have to do is hit CMD+CTRL+A…..

7. My Qualifications to Operate as an Inside Sales Rep
Skills & Experience Product Knowledge
Strengths: Experience selling inside as well as Strengths: Avid user of
in the field. Ability to thrive in ambiguity and Evernote, Understanding of
to collaborate effectively in teams. Analytical functionality, design approach, feature
abilities from sales analytics work in field benefits, and company philosophy
Gaps: Selling SaaS
Action: Study Enterprise-specific product to
Action: Immerse fully in SaaS products to
prep
ramp up quickly
Working Style Industry Knowledge
Strengths: Highly driven, collaborative and Strengths: Knowledgeable with CRM, internal
creative by nature, eager to see team build communications, and contact mgmt solutions.
and success, passion for helping others Understanding of challenges within each of
succeed these realms.
Gaps: Unfamiliar with back-end IT
Action: Assimilate into structure via getting to infrastructure
know fellow employees and vision for team Action: Immerse fully with topic to ramp up
quickly

8. Thank you.
Jeff Wiguna
August 3, 2012