Top Ten Prospecting Tools

Top Ten Prospecting Tools Ryan Martin, salesforce.com Michele McMahon, Procuri Sharon Jolly, Corporate Express Europe Track: Sales Executives

Safe Harbor Statement ,[object Object],[object Object],[object Object],[object Object]

Today’s Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Ryan Martin Manager, Corporate Sales [email_address]

10.) Account Intelligence – by OneSource ,[object Object]

9.) Jigsaw for AppExchange ,[object Object]

8.) Account Prospecting Funnel Cold (300 Accounts) Accounts (5000 Accounts) Researching (40 Accounts) Qualifying (10 Accts) Import from OneSource Initiate first conversation Determine sales exec & current system Qualify OPPTY! Bad Fit Disqualify Developing Opp. 3-12 months?

7.) Email Templates ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Targeted/Consistent Messaging!

6.) HTML Email Tracking Reports Prioritize to work smarter , not harder! HTML Email Status Emails Opened Yesterday: Name Sum of # Times Opened John Doe 77 Bill Smith 61 Jennifer Wornat 8 Pat Burney 4 Peter Scott 4 Tom Madden 2 Aaron Ross 1

5.) Advanced Call Scripting ,[object Object],FREE! through the AppExchange

4.) Account Profile Information ,[object Object],[object Object],[object Object]

3.) OrgView – by DreamFactory ,[object Object],FREE! through the AppExchange

2.) Alignment & Incentives ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

1.) Team Dashboards – Track the Right Metrics! Leverage Team Dashboards to drive the right behavior , & help your “B” reps become “A” reps!

Michele Houde McMahon Director of On Demand Operations [email_address]

Procuri, Inc. ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Salesforce.com is the backbone of Procuri’s B2B Sales & Marketing Functions, Process & Technology Data Hygiene Org Charting Prospecting & Data Augmentation Email Marketing & Web Analytics*

#10 – Set Concrete Process & Define Your Goals ,[object Object],[object Object],[object Object],Tip: Define publishable, metrics-driven goals that are attainable and tied with compensation. Goals ,[object Object],[object Object],[object Object],[object Object],[object Object],Tools ,[object Object],[object Object],[object Object],[object Object],Results

# 9 – Lead Ranking ,[object Object],[object Object],[object Object],[object Object],Lead management is the process of identifying potential leads, converting them to (demand generation) and sales (opportunity management). –- Gartner, Inc. Lead Criteria Weighting Score Is there interest? Person of power wants to meet? (Manager or Higher) No (0) Yes (30) Person with no power wants to meet? No (0) Yes (2) Is there an evaluation? Defined project with a project team? No (-5) Yes (15) Can we win? Adequate budget for number of users? No (-10) Yes (10) Low end competitors involved? No (5) Yes (-10) Scope of project includes more than one module? No (0) Yes (10) On Demand delivery model is acceptable? No (-50) Yes (5) Competitor's products installed and happy? No (0) Yes (-10) Total = Minimum 10 to proceed

#8 – Be Opportunistic & Capitalize Results ,[object Object],[object Object],[object Object],[object Object],[object Object],Goals ,[object Object],[object Object],[object Object],Tools ,[object Object],[object Object],[object Object],[object Object]

#7 – No Cold Calling ,[object Object],[object Object],Goals ,[object Object],[object Object],Tools ,[object Object],[object Object],[object Object],[object Object],Results

for Prospecting Dowload Collateral Form OneSource Augmentation Enriched Lead ,[object Object],[object Object],[object Object],[object Object],[object Object]

#6 – Build Your Database & Keep It Clean TIP: Data quality must be viewed as a business issue and approached in a structured manner. Data quality initiatives are multifaceted, and there is no single key to success. -- Gartner, Inc. Results ,[object Object],[object Object],[object Object],[object Object],Goals ,[object Object],Tools ,[object Object],[object Object],[object Object],[object Object],[object Object]

#5 – Procuri.com – our #1 SalesPerson ,[object Object],[object Object],[object Object],10 Best Websites Goals ,[object Object],Tools ,[object Object],[object Object],[object Object],[object Object],[object Object],Results

#4 – Automate! Automate! Automate! TIP: Process Definition and automation are key to effectively executing new strategies that cut costs and increase revenue. – Gartner, Inc. ,[object Object],Goals ,[object Object],[object Object],[object Object],Tools ,[object Object],[object Object],[object Object],[object Object],[object Object],Results

Automate – Email Marketing Who opened the email? Once? Seven time? Who Forwarded it? Those are your hot prospects & Best Campaign

#3 – Visibility is Key ,[object Object],[object Object],[object Object],Goals ,[object Object],[object Object],Tools ,[object Object],Results

#2 – Metrics – if you can’t measure it, don’t do it Results ,[object Object],[object Object],Goals ,[object Object],[object Object],Tools ,[object Object],[object Object],[object Object],[object Object]

#1 – Adjust, Execute, Measure. Repeat. TIP: According to MarketingSherpa data, only 28.7% of online marketers have Web analytics data at their fingertips…..marketers who frequently check their analytics reports tend to get around 25% higher conversion rates than everyone else. Understand what works, what doesn’t Continuously improve and streamline processes Pilot new programs….. The definition of insanity is doing the same thing, and expecting a different result. - Albert Einstein

Prospecting – What’s Next? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Sharon Jolly Project Manager [email_address]

Corporate Express ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],INDUSTRY: Business Services & Distribution EMPLOYEES: 16,550 GEOGRAPHY: Global PRODUCT(S) USED: SFA, Marketing Automation, Service & Support, App exchange # USERS: 4,500

Corporate Express & Salesforce.com ,[object Object],[object Object],Partners Next rollouts Pilot team Salesforce live CE-Opco’s Map key:

Key Challenges “ Focus on Mid Market is a logical step for Buhrmann, to utilize their distribution network, although the market needs a different approach” - Frans Koffrie, CEO Buhrmann

Key Challenges ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Solution: Develop standard approach to develop mid market ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Solution: phased rollout of standard approach to 5 countries in 2006

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The Solution: Lead Generation Example telemarketing lead queue

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The Solution: Lead Qualification Example custom lead screen Example new event screen

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The Solution: No “black hole” Excerpt invalid leads report Example email template Example mail merge template

[object Object],[object Object],[object Object],[object Object],The Solution: Measure Success ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Example custom object

The Solution: Measure Success B. Telemarketing dashboard elements: Examples of consistent metrics: A. Campaign effectiveness dashboard elements: ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Solution: Measure Success ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Results

Ryan Martin Michele McMahon Director, On Demand Operations Sharon Jolly Project Manager QUESTION & ANSWER SESSION Manager, Corporate Sales

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