The document provides insights on improving sales efficiency through better lead generation and follow-up techniques. It emphasizes the importance of leveraging personal networks and data-driven approaches for qualifying leads while highlighting that many salespeople fail to follow up adequately. The author, Jeroen Corthout, shares strategies and tools, including using CRM systems and social media, to enhance sales effectiveness.

1. Lean sales:
tools & tricks to close more deals with less effort

2. How I sell more
with less work.

3. Chapter 1
Who am I?

4. Jeroen Corthout
• Co-Founder Salesflare
• Engineer & Vlerick Business School
• Digital marketing & sales
• Always been an entrepreneur
twitter @JeroenCorthout

5. Chapter 2
Lead generation

6. Sales is not dead.
Ice-cold calling is.

7. People buy from
people they know.

8. Start with who knows you.
1. Map your network.
2.Leverage it.
Leverage the warmest leads you can get…

9. One central place

10. First degree
Second degree

11. Use social media to get on the radar.
• LinkedIn
• Twitter
• Advertisements

14. Remarketing CRM remarketingB2B targeting

15. Be real.
(We are real too.)

17. Go back to basics with your channels.
Dear Jef,
I'm Jeroen, Co-Founder of Salesflare, a
young Belgian software company making
an artificially intelligent sales assistant.
As you're at the heart of our target
market, we want to understand how we
can attune to your personal needs.
To thank you for helping us, you will get
Plain text emails
Press

18. Chapter 3
Sales

19. Before asking customers,
ask the internet.

20. Qualify ASAP using all available data.

21. Use your phone.
Not your car.

22. One day =
4 meetings10 meetings

23. Handy tools:

24. Follow up like a pro.

25. Attention span = 0
Yours is. Theirs is.

26. You may have read that…
2% of sales are made on the first contact.
3% of sales are made on the second contact.
5% of sales are made on the third contact.
10% of sales are made on the fourth contact.
80% of sales are made on the fifth to twelfth contact.
However….
48% of sales people never follow up with a prospect.
25% of sales people make a second contact and stop.
12% of sales people make three contacts and stop.
Only 10% of sales people make more than three contacts with a prospect.
Source: A popular sales meme. The statistics may be slightly off… but that’s not the point.

28. Follow up like a pro
without the effort.

29. Automatic
suggestions who
to follow up
Emails
Phone calls
Social media
Calendar
Web interactions
From existing data: 360° view
on each
customer
Easy team
collaboration
on customer
To smart follow up:

30. Emails
Phone calls
Social media
Calendar
Web interactions
Automatic
suggestions who
to follow up
360° view
on each
customer
Easy team
collaboration
on customer
To smart follow up:
From existing data:

31. CRM
Customer service
Marketing
Finance
Organization
Analytics
Sales
Synchronization

32. salesflare.com

33. Thank you!