Frontline Friday Webinar - Actionable Sales Intelligence
AA-ISP Frontline Friday: Actionable Sales Intelligence In today’s fast-paced market, sales professionals must connect faster than ever with the right customers in the right geographic areas, at the right time. They must sell faster and smarter by using actionable sales intelligence. While there is plenty of data available to assist sales professionals in this process, the amount of data available for sales teams today is simply overwhelming, with a staggering 90% of the world’s data created in the last two years. Sales professionals must be able to make sense of it all if they want to succeed. In the hyper-competitive and data-driven world of sales - actionable sales intelligence powers the sales process while creating a competitive advantage. In this webinar, Fredrik Widarsson, Founder & CEO of RealScenario, we will share how to put sales intelligence to use in the sales process, along with actual data you can use in your everyday sales activities. ABOUT OUR SPEAKER Fredrik Widarsson is the Founder & CEO of RealScenario, Inc., the company behind the unique app RealZips for Salesforce, which empowers sales professionals with actionable sales intelligence. With over 25 years of experience developing and running global CRM systems, Fredrik is known for his drive and laser focus to empower sales professionals to close more deals. ABOUT FRONTLINE FRIDAY Frontline Friday is hosted by AA-ISP, an international association dedicated exclusively to advancing the profession of Inside Sales, and occurs every 3rd Friday of the month and is typically available to members only! In honor of AA-ISP’s Annual Membership Drive ending 3/31, they would like to invite everyone to become a member today by entering promo code "drive" to receive $50 off a new AA-ISP Professional Membership. Visit www.aa-isp.org today!
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Frontline Friday Webinar - Actionable Sales Intelligence
- 1. Learn • Share • NetworkTaking Inside Sales to the next level of professionalism & performance…
- 2. Learn • Share • Network WELCOME! Your Host… Chad Burmeister ConnectAndSell Vice President of Sales & Marketing
- 3. Learn • Share • Network Actionable Sales Intelligence Fred Widarsson RealScenario Founder & CEO
- 4. Actionable Sales Intelligence™ Fred Widarsson | Founder & CEO | RealScenario, Inc.
- 5. • 25 years of building & implementing global CRM systems. • Ran Salesforce for 1,200 users during $1.8 billion merger. • Discovered pain point: lack of GeoData in CRM. • Built RealZips app. • Obsession Empower sales with data sales@realzips.com
- 6. EVER BEEN PUNCHED BY MESSY DATA?
- 7. Every department must focus on data. While extracting insights from data is complex, it is the very thing that enables powerful digital experiences. The companies that will become digital leaders are those able to achieve a holistic view of their customers and deliver relevant, actionable data from disparate systems to employees and customers. - Bluewolf
- 8. Empower everyone with Actionable Sales Intelligence
- 9. Source: CSO - 2012 Sales Performance Optimization - Sell Cycle Review Analysis
- 10. Source: CSO - 2012 Sales Performance Optimization – Sell Cycle Review Analysis
- 11. Resource Increase Selling time Google Quickly research person / company / local market LinkedIn Sales Navigator Find leads. Map out decision makers & influencers Cirrus Insight Automatically push email to your CRM system Connect and Sell Get people on the phone RealZips GeoData Structure CRM data. Identify potential. Close deals Fancy Hands Have assistants research qualified leads and customers Increase selling time Use Sales Intel in calls
- 12. Sales Intelligence: Underlying demographics by Zip
- 14. Sales Intelligence: Targets by Zip
- 15. Emergency Care visits reimbursed by Medicare.
- 16. Download Business Density Maps www.RealZips.net/FrontlineFriday
- 17. Actionable Sales Intelligence™ Connecting with the right customers in the right geographical areas. At the right time.
- 18. Learn • Share • NetworkTaking Inside Sales to the next level of professionalism & performance… THANK YOU! Monthly AA-ISP Members Only Frontline Fridays 3rd Friday @ 1pm EST www.aa-isp.org
Notes de l'éditeur
- Demographics and business data by Zip code Use the data to identify the underlying potential. - All data points can be cross-referenced with your existing CRM data. Both B2B and B2C companies can make use of demographics: - B2B can use the data to understand end-user potential further down the distribution chain. - B2C can use the data to plan marketing activities.
- Example of IoT data that drive marketing activities: Jawbone recently published a US map of when people go to bed. This data is not collected by a survey. - Instead, it’s a live feed coming from the Jawbone wearable armbands. Imagine what’s possible, when combining this data with all your sales data, CRM data, and demographics in the RealZips app.
- RealZips provides the RealDatasets service: Any type of Zip-code aggregated data over market potential. We have 1,000s of possible sources. Example of data, that can be used by a pharmaceutical company to understand their basic potential starting on the Zip code level. These datapoints are used to identify potential across Zip codes, cities, counties, Sales territories, metropolitan areas, etc.
- Sample of data that can be integrated into RealZips: Federal database of Medicare reimbursed visits to emergency care departments. This data provides a extremely powerful targeting capabilities, when combined with ERP sales data and CRM data.
- Out of the box, RealZips have a built-in index of Business Density by Zip code - Use this index to guide sales teams to areas of cities where there are businesses. - Use this index to market into areas that are rich with business entities.