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1<br />Making the Leap to Sales Management :10 Must KnowsAA-ISP February, 2011#IS2011<br />Winner 2010 Best Sales Productivity Tool<br />

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2<br />Shackleton’s Antarctic Adventure<br />

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3<br />Theme:<br />Leadership is a different skill than selling. But, if you’re passionate about helping others succeed, <br />you can learn the skills to be a great leader.<br />

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ZoomInfo at-a-glance<br />4<br />Founded: 2000<br />Spinoff of CardScan<br />Leading business information database with applications and data service solutions for individual, SMB and enterprise customers<br />Advertising business: Spinoff of Bizo in 2008<br />Recent – and successful -- expansion in selling to sales intelligence/marketing (data) teams<br />Sales Intelligence: Launched 2008<br />Data services: 2009<br />Scale<br />Proprietary database of 50M employees and 5M businesses<br />Customers: 2,000<br />Website visitors: 4M+/month<br />Leveraging community & collaborative-rich applications<br />“ZoomInfo is a valuable sales tool for sourcing high quality leads. Their data is accurate, reliable and easy to access. The ZoomInfo team works closely with us to understand our business needs, and offer high impact data solutions. We’ve had positive success working with ZoomInfo data, and look forward to our continued relationship in FY11.”<br />

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We’re proud of the company we keep<br />”<br />“<br />.<br />ZoomInfo helps me be a better sales person because it makes it easy to research companies I’m trying to reach. I pick up the phone knowing exactly what to say. I go to ZoomInfo before I go anywhere else. -- Janet Lerch, IEEE<br />.<br />5<br />

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6<br />Are you nuts!!!!????<br />40%...<br />… of new managers fail in first 18th months.<br />--Source: American Management Association<br />

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7<br />Still awake?<br />80%...<br />… of Valentine’s Day cards are purchased by women.<br />--Source: Greeting Card Association<br />

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8<br />1. Why lead?<br />

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9<br />There’s no faking it<br />Coach Knight Vs. Coach K<br />

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2. First 90 days<br />10<br />People <br />Talent assessment<br />Hiring goals and profile<br />Cross-functional groups<br />Process<br />Define target segments<br />Funnel Management<br />Sales enablement<br />Technology<br />Integrated sales and marketing systems<br />Lead scoring, automation, nurturing<br />Collaboration<br />

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3. Leadership vision <br />11<br />Why would anyone want to be led by you?<br /><ul><li>Solution selling

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Product launch

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Career growth

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New markets

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New customers

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Crushing competition</li></li></ul><li>4. Hiring stars<br />12<br />100%...<br />… productivity increase in A hire to C hire.<br />20% from B to A hire.<br />Be a magnet for stars<br />Build strong network<br />Always be helping<br />Have a matrix<br />Results-orientation<br />Intelligence<br />Entrepreneurial<br />Blind reference checks<br />Thoughtful follow up<br />A’s = 33%<br />B’s = 50%<br />C’s = 17%<br /> --Source: My estimate<br />

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5. Ramp and retain people<br />Spend time with your people<br />19.5 months of productivity from new hires.<br />People quit their manager before their company<br />13<br /> 37%...<br />… of reps churn in first two years.<br />--Source: The Bridge Group, Inc.<br />Create a strong on-boarding and coaching plan<br />

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6. Coaching up<br />Motivation<br />Pipeline review<br />Development plan<br />Certification process<br />14<br />15%...<br />… of execs today say their meetings with sales people meet expectations. <br />--Source: Forrester Research, Inc.<br />Create a well documented certification process to coach to<br />

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7. Territory management<br />Who is our buyer?<br />How do they buy?<br />How will you focus your demand gen?<br />15<br />1 in 3<br />Only 33% of firms have a focused GTM strategy based on a target market. <br />--Source: Sirius Decisions.<br />Implement a tiered territory strategy that drives return on effort<br />

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8. Measure what matters<br />16<br />5 calls per hour <br />on average for inside sales reps<br /> --Source: The Bridge Group, Inc.<br />People<br />Rep turnover<br />Weekly score board<br />Coaching progress<br />Process<br />Sweet spot alignment<br />Buying cycle<br />Win percentage<br />Technology<br />Win/Loss analysis<br />Campaign measurement<br />Business site conversion<br />Create a dashboard and scoreboard<br />that measures results and the key levers<br />

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9. Segment for lift in revenue<br />17<br />90 days out<br />Build intimacy<br />Segment by type, size etc.<br /> --Source: David Skok, For Entrepreneurs, Matrix Partners<br />Focus on creating a sustainable, scalable base of clients<br />

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10. Parting thoughts<br />18<br />Crush the number<br />No surprises<br />Don’t over-commit<br />Control your time or someone else will<br />Develop strong relationships with sr. execs<br />Surround yourself with stars<br />Have fun – if you’re not having any, move on<br />

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19<br />Theme:<br />If you are passionate about helping people<br /> achieve more, you can transform yourself into a great leader.<br />

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Thank you<br />20<br />Brett Wallace<br />VP, Sales and Business Development<br />(781) 693-7508<br />@Brett_Wallace<br />@ZoomInfo_Leads<br />brett@zoominfo.com<br />http://followthelead.zoominfo.com/<br />