Sales Intelligence 101

B2B Camp 2012

Kyle Porter: Co-

founder & President

of SalesLoft.

Jon Birdsong:

Marketing & Sales

at SalesLoft.

Presenters Our Hangout

What is Sales Intelligence?

Sales Intelligence = Many Things

to

many people.

- VP and Head of Platform

Research at salesforce.com

Sales Intelligence to

“decisions made on science and not on

hunches. My prediction is that sales

analytics & sales intelligence will be the

hub of any sales organization.”

Sales Intelligence to

- Gerhard Gschwandtner

Publisher at Selling Power

Sales Intelligence to

...

&

CRM Trigger Alerts

Rank Your Prospects

Daily Alerts Job Change Alerts

News Event

Spend, Growth Analysis

Technology

Used/Changed

Many, many, more...

Likely to buy factors:

Company Growing?

Spending Money?

Complimentary Tech?

Share Characteristics w/ Previous

Deals?

Problems in Sales

Not enough arms

Wrong person; wrong time

Overwhelming Internet

Sales rep

VS

The Internet is Overwhelming

With Sales Intelligence...

No more wasteful research time

Wrong Message Right Message

No Sale

Sold

The Internet Gets Simple

The Sincerity Industry is Changing

Traditional

Sales

Dumb Dialing Traditional

Marketing

New Revenue

Generator

Cold

Warm

1 to 1 1 to Many

Sincerity vs. Reach

Marketing Automation

vs.

Sales Intelligence

Like

Marketing Automation + Sales Intelligence

Prospects

interested

in you

Prospects

you should be

interested in

The Technology Behind Sales Intelligence

MOBILE CRM

WEB BROWSER EMAIL

Sales Intelligence at Work

Questions?

“Sales intelligence: no longer an

oxymoron.”