Tools for the Modern Sales Professional

Tools for the Modern Sales Professional

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Meet your sales tool expert

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Lindsay Brothers@LindsayBro

@LiveHive

Brought to you by LiveHive

Track and share content with prospects.Know who viewed what, when and where.

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Welcome to Sales 2.0

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In the world of Web 2.0, sales professionals need to get comfortable with new tools, from social to analytics, to sell more effectively.

The Modern Sales ProfessionalRegardless of customer, sales is becoming more of a challenge.Why?• Buyers self-inform.

• 72% of consumers trust online reviews as much as personal recommendations (Search Engine Journal).

• Buyers turn to their network. Social is now means of educating oneself about a product and company.

The modern sales professional must leverage all tools in their toolbox to close the sale more effectively and keep leads warm for larger deals.

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The Toolkit1. CRM2. Communications 3. Social4. The Sales Process5. Insights6. Q & A

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CRMEvery sales professional needs a CRM (Customer Relationship Management) to track leads, actions taken, opportunities, closed deals, etc. This is often chosen by upper management.

CRM | Communications | Social | Sales Process | Insights | Q&A

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Personal CRMWhy not have your own personal CRM?

A personal CRM gives you the ability to offer clients extraordinary service, and build relationships beyond the company.

CRMs for small business tend to be free up to a number of users

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EmailEmail is often an unavoidable part of your day.• According to McKinsey Global Institute,

we spend 28% of our work week on email.

There are tools that can help you track whether or not your email was opened, forwarded, etc.

Web-based email (like Gmail or Yahoo) tends to have more add-ons.

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GmailIf your company uses Gmail, there are a number of add-ons.

– Link social profiles to emails

– Track when an email was opened

– Add more features to email,

like “Undo Send”

– Create boxes and flows in your email

– Schedule your emails

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Outlook – Email TrackingOutlook has add-ons, but not as numerous.

You can request a read receipt, but the recipient can refuse it. Using a delivery receipt is helpful to let you know if an email is real.

Other apps allow you to track without the recipient sending back the receipt. They often allow you to forward to CRM as well.

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Email + Scheduling ToolsPrevents lots of back and forth. Can save time and prevents confusion as far as time zone goes.

You can book me – Free. Integrates with Google and updates Google Calendar. Great for international schedule or time zone differences.

Doodle.com – A popular alternative to You can book me

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https://ga.youcanbook.me/

http://doodle.com/

TabletsTablets are not as invasive as laptops and they’re larger than phones. You can give a presentation or demo in a nonintrusive way.

Scan and save business cards• CamCard• CardMunch

Presentations on the go• LiveHive• SlideShark

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Call me maybeAdditional apps allow you to be even more available for customers.

Get an additional number with Google Voice

Call internationally with Skype

ConnectandSell – Predials for you, great for prospecting

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https://www.google.com/voice/

http://www.skype.com/

http://connectandsell.com/

SocialSocial selling is a growing trend due to the popularity of social media.

Social selling is simply selling through your network.

If you’re selling B2B, you need to spending time on LinkedIn, Google+ and even Twitter.

According to a Forrester Report from 2013, 74% of B2B decision makers use LinkedIn. 42% use Twitter.

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Tips for Social Selling• Share the interesting content you’ve

found. This can be the same content you’re sharing to nurture leads.

• Share valuable and useful content frequently. This will help develop your reputation as a thought leader and buyers will trust you.

• Think of social media as another way for buyers and customers to reach you.

• Have fun!

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Prospecting & List BuildingBuild lists for prospecting. Find contacts based on your target buyer.

Data.com, Hoovers, etc. – Databases for list building and contact info

ZoomInfo, infoUSA – Buy lists

SalesLoft, LeadGrabber Pro – Build prospect lists from LinkedIn contacts and Google

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http://www.data.com/

http://www.hoovers.com/

http://www.zoominfo.com/

http://www.infousa.com/

http://www.infousa.com/

http://salesloft.com/

http://www.egrabber.com/leadgrabberpro/

http://www.egrabber.com/leadgrabberpro/

Lead NurturingSend interesting content to leads to keep them interested. Competitive information can help close deals• Newsle• Google Alerts• Feedly, RSS Readers• Thought leaders on Twitter

and LinkedIn• Industry blogs and

publications• Company blog and

competitors’ blogs

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http://newsle.com/

http://www.google.com/alerts

http://feedly.com/

InsightsGetting insight into the sales process is extremely valuable.

Get answers to questions like:• Which leads are interested?• What are prospects looking at?• Did the lead look at the PowerPoint? How much did

they view?• What is my team doing?• What content is working? What isn’t?• And much more!

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InsightsUnderstand your prospects - Marketing• Marketing automation

(Marketo, ActOn)• Website Analytics

(Google Analytics, Kiss Metrics)


Understand qualified leads – Sales

Use a sales enablement solution like LiveHive to:• Know who opened, viewed, and

shared your sales content• Eliminate blind spots in sales

process. • Know when and how to contact

customer.• Gain insight into social selling as

well.

Q & A

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