The document discusses using social selling and sales intelligence tools to improve sales team performance. It describes how social selling can help salespeople find qualified leads, accelerate deals, and close more business. Implementing social selling and sales intelligence solutions was shown to increase win rates for companies. Concur, a travel and expense management company, struggled with SMB sales due to lack of qualified leads and ineffective processes. A pilot program using social selling and sales intelligence helped Concur salespeople reduce time spent on research and focus on engaging prospects.
2. Today’s Speakers
Andrew Gaffney Greg Brush Mike D’Onofrio
Editor/Publisher Vice President Senior Director SMB
DemandGen Report Sales and Customer Sales
Success Concur
InsideView
| SLIDE :2
3. About DemandGen Report
§
Launched
in
April
2007
to
track
best
prac7ces
in
lead
genera7on,
lead
management
§
Newsle=er
has
grown
to
more
than
25,000
readers
§
We
also
offer
a
menu
of
research
and
best
prac7ces
reports
4. Welcome Webinar Attendees
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5. For Your Consideration
• 100 Million…Members Now On LinkedIn
• 71%...of BtoB Inquires Will Be Web-Driven By 2015
• 61%...of BtoB marketers indicated they plan to
increase their use of public social networks as a tactic
• 59%...of buyers engaged with peers who addressed
the challenge
• 41%...of buyers followed discussions to learn more
about topic before making a a buying decision
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6. Social Selling
A Brief
Greg Brush
Vice President
Sales and Customer
Overview
Success
InsideView
| SLIDE :6
7. Customer Buying Behavior is Changing!
Customer 1.0 Customer 2.0
“Social media has become massively more important because customers have stopped listening
to vendors and analyst/reviewers. Think about that. Most of your marketing and analyst
relations and press relations are being trumped by customers talking to customers.”
Geoffrey James, BNET
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9. The Three Key Steps For Social Selling
LINKEDIN CONNECTION TARGET COMPANY
Kendall Collins Salesforce.com
Listen Former Director of Chief Marketing Officer
Now Works at
Marketing
Connect Siebel Systems
Engage
REFERENCE CUSTOMER TARGET COMPANY
James W. Breyer Dell, Inc.
Director Also Works at (Independent Director)
Model N, Inc.
TEAM PREVIOUS EMPLOYER TARGET COMPANY
William H. Gray III Michael S. Dell
Board Chairman of the Board
Former Director of Directors
HP Enterprise Chief Executive Officer
DELL
Services, LLC.
| SLIDE :9
10. Finding, Accelerating, and Closing Deals With Social
Selling
Smart Connections – Identify entry points
My Employer Target Company
Gerald S. Casilli Xactly Corporation
Board Member - Also Works at (Board Member)
InsideView
Team Previous Employer Target Company
Cory Ayres Xactly Corporation
Former, Salesforce.com Now Works at Director, Corp Sales
Daily Summary Alert
Acquisitions Connection via Greg Volm
Xactly, Inc – Xactly to Acquire Centive
Xactly Corporation today announced it has acquired the
Lowell, MA-based company Centive to become the
software industry s largest ….
Smart Agents – Delivered via Email
Smart Records – Close the loop
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11. Impacting the Entire Revenue Funnel
Lead
Lead
Opportunity
Renewals
Genera7on
Qualifica7on
Management
and
Up-‐selling
22-‐>70
New
Improved
Increase
Avg.
50%
decrease
in
I
N
T
E
L
L
I
G
E
N
C
E
Opportuni7es/ selling
to
C-‐ Contract
Value
research
7me
Rep/Month
• Business Event Monitoring (Press, Social60%
level
by
4 Media)
• Social Media Profiles
• Connection Mapping
D
A
T
A
12. Exceptional ROI
Win Rates
(2,000 Companies Studied)
52%
50% 50.8%
48%
46%
45.9%
44%
43.4%
42%
40%
No Tools Sales Data Sales
Intelligence
Assuming
$1M
Quota,
Intelligence
vs.
Data
=>
11%
Revenue
improvement
13. Managing
Sales at
Mike D’Onofrio
Senior Director SMB
Sales
Concur
Concur
| SLIDE :13
30. Panel Discussion: Managing Teams To Higher Quotas
With Social Selling
1. Impacting Sales Productivity
2. Tools & Technologies
3. What Metrics and Results To Track
4. How to Implement Social Selling?
5. Ensuring Sales & Marketing Alignment
| SLIDE :30