1) The document discusses strategies for increasing sales effectiveness in small businesses, focusing on two case studies. 2) The first case study describes how Bronto Software improved sales productivity and accountability by implementing clear metrics and goals, research tools, and the Jigsaw sales database. 3) The second case study explains how Brainshark and ZoomInfo partnered to more efficiently generate qualified sales leads through targeted database searches, email marketing with tracking, and integration with Salesforce.

2. Increasing Sales Effectiveness in a Small Business Alana Kadden, salesforce.com Matt Williamson, Bronto Software Garth Moulton, Jigsaw Joan Babinski, Brainshark Bryan Burdick, ZoomInfo Track: Best Practices: SMB

5. From Farming to Hunting MATT WILLIAMSON DIRECTOR OF SALES [email_address] GARTH MOULTON CO-FOUNDER [email_address]

8. Accountability and Measurement

9. Communication is Key

11. Measurement Sales Prospecting Leads Calls Yikes Report (Leads)

12. Leverage the Environment You’ve Created

13. Research Tools Direct Contact Information Indicators of online activity Broad information Background info and connections

19. Jigsaw for AppExchange Demo

21. BRYAN BURDICK COO ZoomInfo [email_address] JOAN BABINSKI VP MARKETING Brainshark, Inc. [email_address]

25. Our Approach: Targeted Fishing, Compelling Bait Spearfishing Small Net Fishing Stocking the Pond Marketing finds & exports targeted names Micro-campaigns Text email w/ Brainshark presentation link Brainshark integration w/ Salesforce: who viewed, how much, how long, how interested? Triggers follow-up task. Small Nets 100-200 1-to-1 email Integration: Uses Salesforce email templates, inserts trackable Brainshark URL Viewing triggers follow-up task

26. Example: Sending a Spear

27. Example: Actionable Tasks for Reps Notification SEND NOTIFY VIEW

29. ZoomInfo: Now Fully Integrated with salesforce.com

30. ZoomInfo: Now Fully Integrated with Salesforce

31. ZoomInfo: Now Fully Integrated with Salesforce

32. ZoomInfo: Now Fully Integrated with Salesforce

34. QUESTION & ANSWER SESSION GARTH MOULTON CO-FOUNDER JOAN BABINSKI VP OF MARKETING BRYAN BURDICK COO MATT WILLIAMSON DIRECTOR OF SALES

35. Find out more Jigsaw Booth # 800 www.jigsaw.com Garth Moulton [email_address] ZoomInfo Booth # 113 www.zoominfo.com Bryan Burdick [email_address] Brainshark Booth # 117 www.brainshark.com Joan Babinski [email_address] Bronto Software www.bronto.com Matt Williamson [email_address]