data.com connect presents: robert wolfrum & amanda stam - learning the connect ropes: b2b...
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#2015ConnectCon @connectmembers facebook.com/connectmembers #2015ConnectCon @connectmembers facebook.com/connectmembers #2015ConnectCon @connectmembers facebook.com/connectmembers
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#2015ConnectCon @connectmembers facebook.com/connectmembers #2015ConnectCon @connectmembers facebook.com/connectmembers 2
Learning the Connect Ropes: B2B Account Mapping & Cracking for Maximum Lifetime Value
Robert Wolfrum Director, SAP Practice Development @RobertWolfrum www.murflow.net meetup.com/ChicagoDataConnectors [email protected] (312) 731-9100 Amanda Stam Data.com Senior Success Agent [email protected]
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Prospecting Using Connect
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Backstory: A CRM Driven World Evolution & Dilemma
• Rolodex CRM Bucket
• Protection Against Churn
• Business Analytics
• Everything for Everyone
• Management, marketing, clients ... you?
Solution
• Put a threshing machine in front of your CRM
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What is it and how can it help?
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A method to; • Manage Process
• Isolate Decision Makers
• Resolve any account • As well as:
• A place to put data
• Distill without deleting
• Transform data into information
• Everything you need to win in one place
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Simple Tools
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Data.com/connect Shopping with contacts
Microsoft Word Unstructured Big Data
Enrich with LinkedIn Engagement Prerequisite And much more…
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Own Accounts – Not Records
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Many resources to obtain account information
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Bring Life to Data.com Records
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● Data.com Merge Template.docx ● Source: Data.com Download ● Download Templates:
○ TinyURL.com/murflow
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Merge Records A-Z CP Kelko v05.doc
Have an account with 300 contacts? Consider Exporting
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Engage - Take Notes – Promote - Demote
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• Move the Records
• Engage
• Referrals make a Superset
• Note Role & Relationship
• The 5 Ws can guide you
• The Account Story is your Mission
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Scribble – Enter Data – RePrint – Stack
Actionable - Visible – Accountable
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Mission Accomplished! CP Kelko v10.doc
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Transform Sterile Data
Integrated Time Management
Versioned - Transparent - Reportable
Career Transforming Repository
Summary – Q&A
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Thank You Thank You
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Coming Up at 10:50 a.m.
What Switching Your Email Service Provider Won’t Fix
Presenter: Michael Kelly Room: Rafael 1
Call Reluctance: 3-Steps to Overcome Your Fear of Rejection When Selling by Phone Presenter:
Michael Pedone Room: Rafael 2