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hi everybody thanks for joining us today for sails lengths demo of our farm abhi di system so what is farm of d di well it is a CRM system that was developed specifically for the pharmaceutical biotech and diagnostic industries so why are we demoing this system to you today we want salespeople similar to you and I to learn about tools that are out there that could make your job a lot easier and I know as a salesperson the one thing you don't want to do is to be searching all over the internet looking for contacts and then having to decide to make a call or do an email or maybe you're gonna go on LinkedIn and you're going to make a contact that way so there's a lot of activity that's going on before you even make the call and if you're like me I like to get my calls done and out of the way because if you just prolong and put that off you could be at the end of the day and no calls are made and then at the end of the week if each day adds up like that you end up with nothing and that's not something you want to do so I'm going to be showing you a demo of our system there's a reason why we set up our CRM system the way we did it really comes down to the work process that you are doing on a day to day basis and as a salesperson myself I thought about what would make my job easier and therefore I created and put things into the system that I think you'll it will resonate with you I hope at least it will and if it doesn't let me know and we'll do something about that ok so right now I'm going to turn the demo on so that we could explain to you what I'm doing here with the system so what I have in front of us is what our dashboard like on our system and you're going to learn later how to make this dashboard work for you to the best that it can for what you need and so therefore I just want to make sure that everybody can see the dashboard and I just got it thumbs up that we can so so this - this is what we considered the dashboard you've got your buttons on the left side you've got your main screen and in the main part of the screen is news updates and you're going to learn later that you can actually customize that for you and for the companies that you're interested in pursuing so on the right side we have some advertisements everybody's gonna advertise a little bit about themselves we're advertising that we have a slack channel for communications of course our Farm of BGI system here and then also we have something called Tech's leader where we can send leads to your mobile phones but we can talk more about that after we get through the basic demo I want to just call your attention to the left side some of the buttons that are available to you in our system of course we're in the dashboard as we said before you have a free-form prospect search company search these are things that are similar to other CRM systems you can do a new search by plugging in name of a company here's the secret of our system the secret sauce is our work queues these were cues I'm going to show you later how they work for you when you get up in the morning and you want to get started with doing some reach out to the industry sometimes it's a hard to get started we have solved that problem for you so that if you are having a foggy morning and it's hard to get started these work to use are going to do great for you we have a calendar that you'll be able to put in some information right now I just populated it with some mailers that I have going but you can put your own personal notes and we have a report section that I'm going to show you in those work cues how to reach out to people and then at the end of the week be able to pull a report so that if you're running to a meeting and you want to just bring along you know those sales meetings where people are asking what have you done for me lately these reports will help you be ready with information about the calls or meetings or emails that you sent it really shows your productivity for your organization we have a communications section here which is one of the two things that are really unique about sales Lync and how we're supporting our CRM system with our subscribers like you this is a real-time communications tool where you can put in a notation to us either in a support ticket or in an ideas section and we will communicate back to you and we typically get back to you within an hour except for perhaps maybe midnight to maybe 5:00 a.m. although sometimes you may be surprised that if you're in the middle of the night working on something somebody may respond to you but this is something we wanted to do we have a back office of a team of support for you so that if you're working in our system and you need support and you maybe want more additional contacts for a company or you just want information you want to chat with somebody you can put your information into our communications tool here and we will receive your message and we will communicate back to you we also have a Help section I'm skipping over settings because we're gonna go into that next but we do have a Help section it's a quick reference guide area that tells you more about the system and how to use it and we also have some information here for companies that want us to connect to their Salesforce system ok so let me let me start by saying we're all hunters and as hunters we need in order to be out there looking for new business and so what you get with this CRM system is a bucket full of a half a million contacts that are in our system here so other CRM systems make you put data into the system we are giving you the data in this system and so two things I said you're getting you're getting data I got four million contacts and you're getting real-time support for people to answer your questions okay so let's get into the meat of it all these are the were cues where you're going to find your activity for the day and then we have our settings okay so settings account settings typical area that you put in your name and you can plug in which territories you're working in so that is the first way that the system gets customized for you so that instead of seeing a half a million contacts you are going to see contacts that are in the areas you're responsible for overseeing you also have the ability to tell the system that you'd like to see any follow-up annotations you make in the system to go to your email go to your mobile phone or to be set into as a calendar reminder so you'll see some of the annotations you'll make live later that will make sense about this you can also have a chance to change your password to your application your seat on this application in this basic account settings area another area that you can also set up and also maneuvers and customizes the rest of this system for you is called the prospect criteria area this is what is going to feed the WorkKeys here and get you started every day really quickly especially on those days that you're like ok where do I start today so the first thing you'll do is plug in or type in not plugin but type in some of the target companies or you can cut and paste from a list that you might have the companies that you might be responsible to cover maybe perhaps your team has asked you to cover certain companies your target companies so you can plug those companies into the target areas that is going to drive one of the cues that allows you to focus on these companies first and the contacts that are with these companies the next area is if you didn't already set up your territories you'll have a chance to come back here and set them up here where we were before or you may just have a state or you might want to go countrywide or you just might be focusing on a city it depends on what territories you've been given as a salesperson it's another way to customize some of the cues you're gonna work in later and then a side well aside from having the target companies there are lots of companies out there that might be in your territory that you haven't even heard about before well by putting in some of the information on territories and titles that you're especially interested in looking for this will help populate another cue that will be other companies and contacts that you can contact aside from the targets that you have been given sometimes you make it through all your targets and your target companies and you're like okay where do I go next and what other companies are in this territory they're gonna pop up in the queue for you and it's gonna make your life a lot easier okay there are other options here that you can also plug in to narrow down and customize your application even more if you have a specific therapeutic area maybe you're only focusing on oncology all that therapeutic areas are here I know for a lot of the companies on the phone a lot of the folks on the phone a lot of you cover many different therapeutic areas so leave it empty you can also tell it you only want to look at companies in certain phases of clinical development and you can plug in the different phases but I will tell you you know much of the information that comes into our system is coming in from feeds like clinical trials comm sometimes a gov sometimes the data is not absolutely up-to-date so what I would say is leave it empty and look at the companies you'll see later in the Q's how you'll be able to determine what phases of development they're in the priority prospect Q's this is telling the system how many contacts you want to see in that queue in one of the work queues like you'd have to say to yourself how many people in one company do you want to call a day and typically I used to you know usually I'll try to target the clinical and the outsourcing people so that's a way to manage your Q's you can make it larger though you can put 10 in there if you'd like and then last there is a way that if you are corporate client of ours at sales link and we're doing your email campaigns you can actually look and see what campaign emails were sent and you'll be able to see some of the opens people who have opened your mail and there's a queue for that as well so once you fill in this and you hit save and you are then ready to go into some of your different work queues that I was mentioning before so let me just figure out what I'm supposed to do here I think I'm supposed to hit save and then we'll what we'll do is climb up a little bit here on the module and go into the work queues okay so let's recap for a second though okay so in our system here we're trying to make sure that you can get to companies and contacts that are most important to you and typically the way salespeople work either get your target companies or you're getting territories you know what kind of people you're targeting from titles you know what your territories are so once you plug that all in our secret sauce is let's push contacts for that kind of information to these cues here so you can start getting going and working so we have a target company prospect queue and so what should happen here is all of these companies that you have in your target company block here will populate into the target company queue and what that does is based on the contacts you put in there the titles you put in and based on the companies and based on your territories the target company prospects will populate in this queue and if you want to you can go by company you can go by city by state and kind of work through the contacts you know once you get through your targets you can go into some of the other cues but most of us set in and we're looking and saying okay you know what I'd like to contact Rose Harris Rose Hammes opens up into a queue here you know there were little notations in here first of all Rose Harris you can connect with LinkedIn and go to LinkedIn and look at more about her that's a direct link there you can see what her title is you see the company and address you see her phone number in this case there is no email here because we as seals like don't have a verified email many of them are verified but we say instead of trying to reach out to an email that has not been verified it's better to call them but you will see on many of them there are emails and we work hard and feverishly to find emails for you if there was something here that was incorrect and you noted it you have a chance to request a change and send that over to us you can tell us something that needed to be changed you can put a note in into the box here but this is that real time you know request or make a notation to us about something we have a do not contact flag on this because for this account that I'm working on this company we're probably doing business with and so therefore it's a flag to say hey don't contact this person because you know your company has decided that it's off-limits and somebody's already working in there there is an area over to the right here where you can make some notations about this person that you called I typically use it to say oh this person was at the conference so I'll type in conference over here or over here if it's somebody that I'm about to close a deal with and I've gotten friendly with them I might put over here their kids names or I might something that they told me was coming up so I remember to ask them we have you know the the format of doing this is you're deciding whether to call or email this person before you call and email them you may come down to the bottom section here and you may want to look at what is this company about what kind of therapeutic areas are they working in what if any clinical trials are ongoing okay so you'll be able to see the clinical trials and if there is any news that has been posted you would see any news and it would post down here if there was news late you know the you know recent news about this company so after you're familiar with what the company does and you're ready to call them or you're ready to you know send them an email whichever one you're going to do you can record what your task is here so if you were to have made a call to them and you left them a voicemail you can also say you know what I want to try to call them back next week okay so notice it's Rose Harris we want to call her next week let's save it there is in your work you an area here that allows you to see follow-ups so there's Rose Harris outsourcing assistance she's in there for you to do as a follow-up okay so in addition to having the target company queue you also have a priority prospect Q this is for a lot of other people that are in the territories that you may be working in and it works the same way you can reach out to them and make your annotations and record any activity that you had remember that you also have the reporting section so all those annotations that you had made you would say ok what calls were made today we did today so I'm just going to say let's display and see if Rose Harris will show up I was using these for some demos but we should be able to see rose Harrison here down at the bottom was the last one so this is a nice fast way to be able to print out a report and bring it into your management area so that is really a quick demo of some of the highlights of the of the form of DDI system I hope it was useful I will end with showing also that you can do a free search and any time you want for anyone let me see let me just do you know Michael I think I was just thinking of somebody I don't know maybe there'll be a John Clark in here but in any event you can look up anybody if you were perhaps going to visit somebody in a particular territory and you knew you already had a business trip planned you can put in the zip code of where you're visiting with somebody and you say look you know what I just want to go and see anybody who's in twenty five miles that may have a clinical title to them and you can add some more specifics but it will allow you to find people that are close to where you're meeting people and it will populate through the bottom of the screen with the contacts that will be in that area in the twenty five miles area and so there it is five hundred and thirty-eight different tax in that area with clinical and the title so I want to see if there's any questions for anyone that had any questions and I think someone is asking about our system what do you do if your company is using Salesforce and you're wondering how do we play with Salesforce so here's the here's the good news about it is that we have an API that is built into our system that will allow you to [Music] connect the system with your Salesforce and the way you're able to do that is by speaking with us about connecting your Salesforce API with our BDI system and what will happen is as soon as you make contact with somebody and schedule a meeting with them in our system it automatically will pour it over beautifully into the Salesforce system so I think that we can talk a little bit more about that in our system down in the health area there is a section that you can learn more about the Salesforce integration and I don't know if there's any other questions we have today I don't want to I didn't want to make this too long I wanted to invite you back for another demo with us we'll be doing this on every Thursday and at the same time 4 p.m. eastern time and we will go deeper into each of the queues hopefully more people will be using the system and you'll have more questions and we can go a little bit deeper we just want to be very transparent and open with you and help you and make your life a lot easier with having to go out and do some hunting for new business development opportunities so I just want to say thank you to everyone and we'll be back next Thursday at 4 p.m. Eastern or feel free to reach out to me at susan w @ sales - link dotnet i'll be happy to answer any questions that you may have ok thanks so much look forward to talking with you again bye-bye