20 sales hacks in 60 minutes!

education

ROIteam MANAGEMEN

T

development

PROCESSonline

effective certification

methods

referrals

SALES success

prospecting

resultsleader

profitglobal

network

experts

REINFORCEMENT

accountability

solutionsmeasurable trainin

g

dedication

Sales Elite, LLC / 20 Sales Hacks in 60 Minutes!

Gary SmythFounder / CEO May 3rd, 2016

SALESeducation ROI team MANAGEMENTdevelopment

profit accountabilitymeasurable leader network

Defining Sales SuccessB-A-T Triangle



Sales Tools, Technologies & Techniques

• Hiring• CRM• Lead Generation• Sales Intelligence• Social Media Management• Productivity• Sales Techniques



Hiring.



Building a Sales Team

• Sales Education Foundation: Identify Professional Sales programs.• Leverage for entry level, interns and tenured sales professionals

• Pi Sigma Epsilon: Start working with the next generation of sales professionals.• Only national, professional fraternity dedicated to sales

• Leverage resources provided by University Sales Center Alliance.



CRM.



HubSpot / Insightly• HubSpot• Free CRM• Unlimited users, usage, data

• Customize views, deal and task board

• Insightly• Free CRM up to 2 users.• Advanced reporting functionalities.• Email templates, large email distribution.



Lead Generation.



LinkedIn / Twitter Boolean Search• What is Boolean Search• A type of search allowing users to combine keywords with

operators such as AND, NOT and OR to further produce more relevant results.

• LinkedIn• (“Vice President” OR VP OR “V.P.” OR SVP OR EVP) AND SALES• Helpdesk OR “Help Desk” OR “Technical' Support”

• Twitter• crm "anyone know" lang:en since:2015-12-31



ZoomInfo Community• Gain access to ZoomInfo contact database.• An Outlook plug-in that shares your business contacts with the

ZoomInfo community.• In return you gain access to more than 65 million people and six

million company profiles.



Rapportive / Google Docs

• Leverage tool identify email address as well as other online information, including LinkedIn profile.• There are a couple steps to this…• Leverage Google Docs spreadsheet to help minimize the work.• Refer to link / video for additional instructions.



MailTester & “Whois” Search• “Whois” search• When a company registers a website, need to provide contact for

admin or technical contact• Often this can provide the email format for a specific company• Note: many companies use private or 3rd parties to register site

• Other resources that can help verify email addresses• MailTester & Verify Email Address



Profile Views

• See full history of LinkedIn views.• View beyond 5 recent views limit.• Basic LinkedIn subscription

• No upgraded profile needed.• No 90 days limit for historical views



Sales Intelligence.



Crystal

• People communicate differently. Communicate with empathy.• Crystal is a communication coach for every conversation: phone,

in-person, social, email• View personality profiles from across the web, integrates with social

networks.• Personality-driven email templates.



Charlie App

• Prepare for meetings effectively.• Will compile one-pager on the people you are about to meet with,

before you see them.• Can integrate with your calendar and synch with your scheduled

meetings.• Provides breaking news on a company, professional history, news

articles where mentioned.



Datanyze

• Research and qualify accounts.• Identify technologies being currently leveraged at that company.• Build prospect lists and uncover email addresses.• Export information into SalesForce.



Owler

• Provides sales intelligence in a consolidated location.• Receive free quarterly competitive intelligence reports.• Receive daily snapshot of news and alerts for all companies.• Run reports on funding, acquisitions and leadership changes.



Demograph

• Research prospects more quickly.• Enter a company’s web address only

• Get up-to-date information about your target companies in real time.• Discovers key information including business summary, contact

information and executive team members.



Social Media Management.



MeetEdgar

• Edgar is a social media scheduling tool and an Austin company!• Instead of publishing your updates just once (which you can still do),

the tool categorizes them in a library you build over time.• All updates are sorted into categories you create.• Once an update is shared it goes to end of a category queue and

rescheduled for future. Never run out of posts.



Statusbrew

• Built upon Twitter and Instagram.• Initially to track followers/following but evolved into broader social

management application.• Grow and organize your community.• Automate interactions: new follower / mention.• Receive weekly analytics, user engagement.



Productivity.



Cold Turkey• Fewer distractions.• Increase productivity by:• Temporarily blocking websites• Temporarily blocking applications• Lock yourself out of your computer for periods of time

• Free version and Pro version ($19 one time).



Sales Techniques.



Pull vs. Push

• A prospect who is listening is no prospect at all.



Four Steps to an Effective Email• Include research• Referrals -> Context• Value• Action -> Next step



Voicemail / Email Jail• Introduction• Seems like things have changed in your business…• That’s ok• Please give me a call before / after hours• ‘No’ is good: from a mindset point of view, we can move on.



Why are we here?Think of Value from the Client PerspectiveWhat happens if you don’t move forward…?



Handling Objections• Opportunity to gain clarity• Listen / Acknowledge / Respond



My Favorite Tool – Bonus!.



Key Takeaways / Questions.

education

ROI

team MANAGEMENT

development

PROCESS

online

effective

certification

methods

referrals

SALES

success

prospecting

results

leader

profitglobal

network

experts

REINFORCEMENT

accountability

solutions

measurable

training

dedication

Thank you!

©2015 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc.

Business

20 sales hacks in 60 minutes!