by Kyle Porter

1. Sales Intelligence 101
B2B Camp 2012

2. Presenters Our Hangout
Jon Birdsong: Kyle Porter: Co-
Marketing & Sales founder & President
at SalesLoft. of SalesLoft.

3. What is Sales Intelligence?

4. Sales Intelligence = Many Things
to
many people.

5. Sales Intelligence to
- VP and Head of Platform
Research at salesforce.com

6. Sales Intelligence to
- Gerhard Gschwandtner
Publisher at Selling Power
“decisions made on science and not on
hunches. My prediction is that sales
analytics & sales intelligence will be the
hub of any sales organization.”

7. Sales Intelligence to
...

8. CRM Trigger Alerts
&
Rank Your Prospects

9. Daily Alerts
Job Change Alerts
News Event
Spend, Growth Analysis
Technology
Used/Changed
Many, many, more...

10. Likely to buy factors:
Complimentary Tech?
Company Growing?
Spending Money?
Share Characteristics w/ Previous
Deals?

11. Problems in Sales

12. Not enough arms

13. Wrong person; wrong time

14. The Internet is Overwhelming
Sales rep
VS
Overwhelming Internet

15. With Sales Intelligence...

16. No more wasteful research time

17. Wrong Message Right Message
Sold
No Sale

18. The Internet Gets Simple

19. The Sincerity Industry is Changing

20. Sincerity vs. Reach
Traditional New Revenue
Warm
Sales Generator
Traditional
Cold Dumb Dialing
Marketing
1 to 1 1 to Many

21. Marketing Automation
vs.
Sales Intelligence

22. Marketing Automation + Sales Intelligence
Prospects Prospects
Like
interested you should be
in you interested in

23. The Technology Behind Sales Intelligence

24. WEB MOBILE BROWSER
CRM EMAIL

25. Sales Intelligence at Work

26. Questions?
“Sales intelligence: no longer an
oxymoron.”