5 Ways to Get More at Dreamforce -by Craig Elias

Posted by Dan McDade

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on Oct 1, 2014 10:09:50 AM

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5 Ways to Get More at DreamforceThe fabled Dreamforce conference with all its innovation, big-name speakers, and craziness is just days away. Are you going to be there? If so, make sure you look for my colleague Craig Elias—who has a lot of information to share about sales leads. He created Trigger Event Selling™ and he’s a Dreamforce convention veteran. In fact, he has a new eBook that serves as a useful guide to getting the most ROI out of your Dreamforce experience. Sure—plenty of people are there for Hilary and Bruno, but if you’re there for the spectacular networking, do yourself a favor and download this book. In fact, even if you aren’t registered for San Fran, you can benefit from this read.

Craig talks about four key objectives at Dreamforce, salesforce.com’s annual user conference:

  1. Get more sales.
  2. Get more meetings.
  3. Get more follow-up calls.
  4. Get more prospects on a drip/nurture list.

That’s what we all want, right? But how? Craig breaks it down.

  • Do the RIGHT things.
    • Look for the right prospects. Your prospect should meet your ideal customer profile (ICP)… have the ability to make a purchase… and be recently dissatisfied with the status quo. (These prospects are up to 10-times more likely to switch vendors!)
    • Ask the right questions. Start with an attention-getting question that raises their curiosity and stops them in their tracks. Then ask how they would like to improve on their situation. If there’s a potential fit, ask for five minutes of their time to show what you have.
    • Give the right answers. Use verbs that describe the outcome of being your customer. Don’t use nouns that describe your offering. Examples are in the eBook.

In addition, Craig goes into detail about prioritizing your follow-up with an easy chart that includes things like time to decision, contact level, credibility, and how to rank those qualities. The eBook also gives you contact information for some of Craig’s favorite sales 2.0 and social selling tools (and even lets you know if they’ll be at Dreamforce).

We’re proud at PointClear to be mentioned as a resource on page 43 with a link to our paper on how to triple lead rates. Be sure to check it out! With more than 350 booths, you are definitely going to want to set yourself apart—and I recommend this eBook as a simple, free way to do it.

Click Here to Download  5 Ways to Get More at Dreamforce (no registration required)

 


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Topics: B2B Sales, Sales Leads


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