Nov 18 webcast_crush_it
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Transcript of Nov 18 webcast_crush_it
Today’s Presenters!
Micheline Nijmeh!CMO, LiveHive!
@livehive!
Lori Harmon!Sales Executive,!
Author!@Loriharmon!
Agenda!
Questions and answers!
How LiveHive makes every sales engagement matter!
Top 5 tips to C.R.U.S.H. your quota!
!
Real- time, �Engagement Analytics �
Top �Prospect Ranking �
Extensible �Content Sharing Platform�
Deepest Engagement Analytics in the Industry !
Sales Engagement Platform!
!
Email Open!Real time alerts when email is received and
opened!
Cloud Storage Integration!Attach documents from a number of cloud storage
services!
Salesforce Integration!Salesforce.com email templates!Real-time insights automatically
sync’d w/ Salesforce ! !!
ID new profiles when shared!Receive profile and social
media information and location for recipients of a re-shared
document!
Mobile!Deep analytics on ANY MS document and pdf, right on
your mobile device !!!
Real-time engagement analytics!
Get all the same real-time insights of viewer engagement,
even after your document download!
!
Document Views!See exactly which
pages are engaging your recipients on any MS document and PDF!
!
Delivers real-time insights of email and document engagementIntegrated with common business tools!
Agenda!How LiveHive makes every sales engagement matter!
Questions and answers!
Top 5 tips to C.R.U.S.H. your quota!
C!C! ontract:!
• Outline what will take place in sales process!
• Agree to timeframe and agenda at start of every meeting !
• Agree to next steps at the end of every meeting !
• Always put the UFC in writing!!
Establish an Up-Front Contract (UFC)* for every meeting!
*Sandler Sales Training!
R! ecognize buying signals and qualify early !
• What makes a buyer qualified to purchase your solution?!
• Do they have a problem your company can solve?!
• Are they willing and able to make a change?!
• “No” is as important as “Yes”!
nderstand the buying process!U!
• What is the decision criteria?!
• Who is involved in the process?!
• What is the process? !
• How does the process get executed?!!
ocial Selling – Master it!!S!
• 46% of reps using social selling make their quota (Aberdeen) !
• Online professional networks are #1 resource for buyers (IDC)!
• 84% of C-level execs use social to make buying decisions (IDC)!
!• 50% of the purchase process is
complete before a rep is involved (IDC)!
old Yourself Accountable!
• Write and follow a written plan !
• Keep it positive!
• Know all you control is your activity and behavior !
• Keep your commitments!
H!
No
Excuses!
Agenda!How LiveHive makes every sales engagement matter!
Questions and answers!
Top 5 tips to C.R.U.S.H. your quota!
