Managing your team to higher quotas with social selling

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  • 1. Managing Your Team to Higher Quotas With Social Selling March 23, 2011
  • 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 Your GoToWebinar Attendee Viewer is made of 2 parts: Type your question here
  • 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 | SLIDE :5
  • 6. Social Selling A Brief Greg Brush Vice PresidentSales 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 | SLIDE :7
  • 8. Sales Professionals Are Overwhelmed SMB and Enterprise Sales | SLIDE :8
  • 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 VolmXactly, Inc – Xactly to Acquire CentiveXactly 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 | SLIDE :10
  • 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’OnofrioSenior Director SMB Sales Concur Concur | SLIDE :13
  • 14. Concur  and  InsideView   Mike  D’Onofrio   Senior  Director,  SMB  Sales  
  • 15. What does Concur do?We enable organizations to controlcosts by automating the processes they use to manage employee spending
  • 16. Concur Fast Facts Leader in integrated Started as an on- travel and expense premise solution in management solutions 1994 SaaS solution 10,000+ customers in introduced in 2000 more than 90 countries CNQR: $292M FY10 1,400 employees annual revenues © 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc.
  • 17. Manual   P rocesses   l ike   T ravel   B ooking   a nd   E xpense   ReporCng   a re   I nefficient   &   L abor   I ntensive   Travel Booked In Compliance? Upgrade? Travel Changes? Receipts Gathered Manager Review Mailroom Mailed to Office Manually Forwarded Checks/Payment Audited in AP Scheduled Manually Signed Match up? Manually Keyed Checks Printed/ Data Entry to Bank Check Received! Mailroom Mailed © 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc. Concur Copyright © 2008
  • 18. Technology:   W e’ve   C ome   a   L ong   W ay     with   T ravel   a nd   E xpense   Before Complete and Submit ReimbursementBook Trip Expense Report Audit Reporting Managers AP, Managers, AP Executives End-Users After Online travel booking tool E-receipts Auto-populated expenses T&E access on mobile device Pro-active policy enforcement Now: one end-to-end process © 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc.
  • 19. A   M obile   A pplicaCon   t hat   S aves   T ime   a nd   M oney  Available   o n   t hese   I ndustry-­‐Leading   P laOorms     © 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc.
  • 20. Great  SoluCons  For  Clients   Manufacturing Banking Software Media & Entertainment © 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc.
  • 21. Sales  OrganizaCon  Structure   § North  America   § Global/  Enterprise-­‐  6000  Employees+   § NaConal/  Large  Markets-­‐  500-­‐6000   § SMB   § 50-­‐  500;  Virtual  and  Field   § 1-­‐50  On  line   § EMEA  and  APAC   © 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc.
  • 22. The  Challenge   § Transform  a  Primarily  Up  Market  Focused  ORG  and   Sales  Culture  to  SMB   §  Speed  and  Scale   §  Focused  on  Market  Share-­‐  New  Client  AcquisiCon-­‐  Lots  of  them!   §  Relevant  Process,  Methodology,  Tools  and  Training   §  Enable  Efficiencies  along  with  increased  EffecCveness;  many  deals   sCll  have  mulCple  consCtuencies   §  Put  in  Place  a  FoundaCon  to  Grow  SMB-­‐  Revenues,  Market  Share   and  Headcount   © 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc.
  • 23. State  of  the  Business-­‐  2/1/10  Key  Performance  Indicators  §     <  2  Deals  per  Rep  Per  Quarter  §     125  Day  Sales  Cycles  §     New  Hire  Run  Rates  at  30%  of  Full  Year  Plan  in  the      first  12  months  §     25%  of  New  Business  Team  >  100%   © 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc.
  • 24. Underlying  Issues  §  Lack  of  Qualified  Leads  §  Under  Developed  New  Territories-­‐  Expansion  §  IneffecCve  MarkeCng  to  new  Territories  including  outbound   effort  by  MarkeCng  and  MDRs  §  IneffecCve  at  early  stages  in  the  sales  process  §  Poor  Data  with  LimitaCons  on  EffecCve  Market  IdenCficaCon  §  Cumbersome  approach  to  call  readiness,  account  planning  and   decision  structures  §  Tough  New  Hire  Process  (Building  Territories,  IdenCfying   Targets,  Cumbersome/  Disconnected  Tools  and  Processes   © 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc.
  • 25. The  Pilot  §  Pre  Quotes:    “As  a  new  hire  I  spent  2-­‐3  hours  a  day  going  into  SF.com  and  trying  to  get  valid   data;  jumping  over  to  hoovers,  website,  press  releases,  key  contact  research,      “it  could  take  2-­‐3  hours  a  day  to  research  10  accounts”     “As  an  MDR-­‐  more  than  ½  of  a  day  was  research,  a  minimum  of  5  hours  a  day”    §  Pilot   §  6  Direct  Sales   §  3  Pre  Sales   §  3  Sales  Leaders   §  Mid  Market-­‐  50-­‐499  Ees  §  Rollout-­‐  60+  Seats  across  MDRs,  MM  and  some  Large  Markets   © 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc.
  • 26. SoluCon  HolisCc  Approach;  MarkeCng,  Territories,  Sales  Process,  Training/  On   Boarding,  Price  and  Packaging….  to  name  a  few  §  Revamp  the  Sales  Process,  Approach  and  Tools  for  SMB  §  Adopted  Tools  and  Methodologies  that  enabled:   §   SALES  Efficiency  and  EffecCveness   §  At  the  Pre  QualificaCon  (MDR)  and  Sales  Rep  stage   §  Supported  a  Sales  2.0  approach;  “MQL/SQL”   §  Provided  Leadership  with  Tools  to  IdenCfy  Markets,  Develop  Territories   and  Improve  Account  Management   §  Increased  Usage  and  Data  Integrity  in  SF.com   §  accelerated  sales  cycles  and  increased  new  unit  sales     © 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc.
  • 27. How  InsideView  Helped  §  MDRs-­‐  Pre  Sales   §  Front  Line  Lead  Gen  Team  achieved  dramaCc  improvements  in   quality  of  leads  and  data  passed  to  Sales  §  Direct  Sales  Team   §  Improvement  in  Territory  Development  and  Target  Lists   §  New  Hire  ProducCvity-­‐  geong  off  to  a  quick  start   §  Increased  First  Call  EffecCveness  and  Overall  Account  Planning  §  Sales  Leadership   §  Common  Language  and  Process   §  Simplified  the  Account  Review  Process   §  Increased  the  number  of  reviews  done  per  quarter   §  Improved  Territory  Equity  and  allowed  for  Increased  Headcount  as   appropriate   © 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc.
  • 28. Improving  Sales  and  MarkeCng  Alignment  §  MarkeCng  Team   §  Ability  to  idenCfy  VerCcal  Markets  and  Key  Contacts  for  Campaigns   §  Work  with  the  sales  leadership  team  on  Key  Markets  and  VerCcals   §  Execute  Campaigns  quickly  and  usually  at  lower  cost  compared  with  previous   list  buy  §  Sales  Leadership   §  Improved  EffecCveness  in  Territory  CreaCon  and  Adding  Rep  Headcount   §  Used  a  balanced  approach  in  FY  11  to  Territory  CreaCon   §  Increased  the  number  and  effecCveness  of  Key  Account  Sessions  by  using   InsideView  and  WebEx   §  Easily  idenCfied  LinkedIn  ConnecCons  §  MarkeCng  Lead  Pre-­‐QualificaCon   §  Set  Up  Watch  lists  on  Top  50  Target  Lists   §  Improved  Pre  Call  Planning  on  all  Web  and  Partner  Leads   §  Increased  Profile  Scores  on  Target  Accounts  by  50%   © 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc.
  • 29. Results  §  190%  Increase  in  Y  o  Y  Performance  §  2x  Increase  in  Number  of  new  Deals  §  3x  increase  in  Reps  >  100%  §  3x  Increase  in  New  Hire  ProducCvity  §  10%  improvement  in  Close  Rates  §  Cut  Sales  Cycle  Times  by  50%   © 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc.
  • 30. Panel Discussion: Managing Teams To Higher QuotasWith 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
  • 31. Q&A Type your question here
  • 32. THANK YOU