Sales Enablement Case Study

6 Tips for a Top Performing Sales Rep

Sell More Effectively with iFOLIO Case Study

CONNECT. ENGAGE. CONVERT.

Sally beat her annual sales goals and made President’s Club. She generated more leads, set more appointments, and sold more effectively with digital.

In December alone she closed $280,000 of software licenses. Here's her 6 unique strategies for prospecting, lead gen, and converting sales.

Overview

Prospecting, lead gen, and sales conversions are vital parts of the sales process.

Here is a real-life playbook from Sally, a software sales rep 2 years out of college,

who exceeded her annual quota by selling more effectively with digital.

She built her pipeline from scratch and did 6 unique things with iFOLIO digital sales enablement to break through

the noise for sales.

Generate More Leads & Appointments

Increase Digital Credibility

Sally has an iFOLIO digital business card. She no longer has to carry paper cards that may get thrown away. Her "dbc" is on her mobile phone.

Prospects can save her contact directly to their phone when they open the digital business card.

She makes it easy to schedule a meeting right from the digital business card with iFOLIO + Calendly.

They click in the calendar to book and the meeting is added to both party's calendars.

Putting her iFOLIO in her Email signature turns every email into an opportunity to engage more and set appointments.

She puts her iFOLIO link in her LinkedIn profile to build her digital presence and credibility online.

Prospecting:

In-Person & Digitally

Sally blocks off time each day to do outreach.

She plans to connect and engage prospects before she tries to set up meetings with them.

In Person at Events

At an event Sally will ask for their card and then text her digital business card from her phone with iFOLIO share. She has a QR code sticker that also links to her iFOLIO she can share. The day after the event, she checks her business card share analytics to send a message thanking the contact.

Online she uses LinkedIn to meet new prospects. Her initial touches are just to connect. “We both know Bob, let’s connect.”

Direct Message

Once connected, her second touch is a DM - “Thanks for connecting, here’s my digital business card!” Her 3rd outreach she sends something helpful to them. Her 4th outreach she asks if they’d like to schedule a meeting as they plan their year.

Excite Prospects With Digital Presentations

Once Sally is in the meeting she can excite her prospects with highly visual digital presentations. The presentation includes all the information her prospect will want to know in one easily sharable spot. Visuals like photos, graphics, videos, animated charts, and gifs are included to help explain the topics and make it more engaging!

Prioritize & Organize Follow-ups With Share Analytics

Sally shares the presentation with her prospects after the meeting and then uses heat map analytics to identify the items they view most and are most interested in.

This helps her organize and prioritize her follow-ups.

Convert More With Digital Proposals

Sally can share a digital proposal with multiple price offerings straight to the prospect's fingertips.

Once they have opened it she can sell more effectively and close more deals by looking at the analytics of which offering was looked at most with heat map analytics.

Using these 6 tips can help:

Build credibility, connect & engage prospects to maximize sales, set more appointments & sell more effectively!