This presentation was created for businesses that attended our lecture at Microsoft in June 2009. Key messages include how businesses can maximize their pipelines by integrating Sales, Social Media, Marketing and CRM as holistic business processes. The contents of the presentation were created and given by Sales Training Professional Tibor Shanto, President of Renbor Solutions; Intregrated Marketing Expert Andrew Ballenthin, President of Sol Solutions; CRM Expert Richard Bolton, Managing Partner at CRM Dynamics.

1. Grow Your Pipeline and Revenue Through Sales Process and CRM Brought to you by:

2. Integrated Revenue Model

4. Why Do I need a Sales Process?

6. Sales Performance Optimization – 2009 Survey Results and Analysis, CSO Insights Copyright © 2009 CSO Insights Top Objectives for 2009 CSO Insight Performance Survey

7. Sales Process - Overview Targets Assumes an 8:1 Conversion 128 1024 16 2 Targets Phases: 1 2 – 3 4 – 5 6 Top 1,000 Identify Suspects Focus 100 Qualify as “prospects” Focus 16 Qualify as “opportunities” T 5 Close

8. “ What’s in Your Pipeline?” Prospect Management Skills Luck

9. Plan – Action – Measure Plan Measure Score Cards Targeted Improvement Metrics & Standards Action Review & Prioritize

10. What is a Sales Process Worth? Sales Performance Optimization – 2009 Survey Results and Analysis, CSO Insights Copyright © 2009 CSO Insights Sales Relationship/Process (SRP) Matrix™ - 2009 SPO Survey Analysis

11. “ What’s in Your Pipeline?”

12. Sales Process - Overview Your Company Your Company and Customer Stalled Time Frame Identify Suspects Understand business driver: why buy? Create value proposition: why buy Your Company? Present value proposition: why buy now? Reach agreement and close Confirm value proposition: why buy Your Company? Identify Suspects Qualify as Prospect Close Qualify Opportunities & Commitment E E D G Engage Discovery Gain Execute Activity Objectives Tasks Tools Desired Outcomes Go – No GO Next Step

15. Implementation – Adherence

22. Sales Performance Optimization – 2009 Survey Results and Analysis, CSO Insights Copyright © 2009 CSO Insights

24. Sales Performance Optimization – 2009 Survey Results and Analysis, CSO Insights Copyright © 2009 CSO Insights

28. Back End Newsletter Tracking

30. CRM Campaign Management

31. Lead Assigned to Sales

40. Wrap –up Question and Answer