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7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
7 Imperatives for the Socially Engaged Sales Function
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7 Imperatives for the Socially Engaged Sales Function

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A few things are certain in life: death, taxes, and… new buzzwords in business. Today, one of those hot new buzzwords is “Social CRM”. No, it’s not just a fancy way to recharge CRM (which for all …

A few things are certain in life: death, taxes, and… new buzzwords in business. Today, one of those hot new buzzwords is “Social CRM”. No, it’s not just a fancy way to recharge CRM (which for all intensive purposes is a mature technology) with the emerging popularity of Social Media. It’s a transformation in the way buyers and sellers interact during a purchase decision. In truth, Social CRM should be ubiquitous with CRM because it’s about empowering the sales function with a system to improve a company’s ability to collect and aggregate insights about customer needs and behaviors by augmenting transition data with lifestyle data customers share online.

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  • 1. Sponsored by:
  • 2. Top Performers: Respondents that achieved Top Quartile performance in key KPI’s TODAY’S STATS Everyone Else: Everyone ElseTotal survey responses: 452Qualified survey responses: 356 Integrated CRM for SMB CRM Gleansight Gleansight (Publishing June 2012)(June 2011) REVENUE CHANGE IN AVERAGE DEAL SIZE BID-TO-WIN RATIO LEAD-TO-SALES CONVERSION #Social7 2
  • 3. CRM CRM 2.0 Social CRM #Social7 3
  • 4. CRM CRM 2.0 Social CRM DEPENDS WHICH BANDWAGON YOU ARE ON #Social7 4
  • 5. #Social7 5
  • 6. Significantly 12% Somewhat 34% Not at All 35% Cant Say 19% 0% 10% 20% 30% 40% * Gleanster iCRM Survey September 2011, Title: Sales #Social7 6
  • 7. Title: Sales11% Yes No 89% * Gleanster iCRM Survey September 2011, Title: Sales #Social7 7
  • 8. SALESPERSON DECISION MAKERS #Social7 8
  • 9. HAPPY / UNHAPPY CUSTOMERSSALESPERSON DECISION MAKERS SALESPERSON DECISION MAKERS COLLEAGUES FRIENDS / FAMILY COMPETITORS #Social7 9
  • 10.  #Social7 10
  • 11.  #Social7 11
  • 12.  #Social7 12
  • 13.  #Social7 13
  • 14.  #Social7 14
  • 15.  #Social7 15
  • 16.  #Social7 16
  • 17.  #Social7 17
  • 18.  #Social7 18
  • 19.  #Social7 19
  • 20. Paul Greenberg Definition Philosophy and Business Strategy:  Technology Platform  Business Rules  Workflow  Processes  Social Characteristics To…  Engage Customer  Collaborative Conversation  Mutual Benefit  Value  Trust  Transparency#Social7 20
  • 21. •••• #Social7 21
  • 22. • •• ••• • #Social7 22
  • 23. CRM CRM 2.0 Social CRM೦೦೦೦ #Social7 23
  • 24. CRM CRM 2.0 Social CRM೦೦೦೦ #Social7 24
  • 25. ೦೦೦೦ #Social7 25
  • 26. CRM CRM CRM೦೦೦೦ #Social7 26
  • 27. 27
  • 28. 28
  • 29.  #Social7 29
  • 30.  #Social7 30
  • 31.  #Social7 31
  • 32.  #Social7 32
  • 33.  #Social7 33
  • 34.  #Social7 34
  • 35.  #Social7 35
  • 36.  #Social7 36
  • 37. *Source: Gleanster Research#Social7 37
  • 38. 38
  • 39.   Your Company  Your Industry  Problems Your Products Address www.socialmention.com  Your Products  Your Competitors TEST THIS…  #Social7 39
  • 40. ••• #Social7 40
  • 41. 41
  • 42. #Social7 42
  • 43. 43
  • 44. •• #Social7 44
  • 45. Content Measurable ROI Conversation #Social7 45
  • 46. #Social7 46
  • 47. “Check out this whitepaper”“Check out this video”“This might help answer your question…” #Social7 47
  • 48. 48
  • 49. Sentimentwww.socialmention.com Passion Top Keywords Reach #Social7 49
  • 50. •Key Questions:•Do people shareinformation?•Where do theyshare it?•What type ofinformation dothey share? #Social7 50
  • 51. #Social7 51
  • 52. 52
  • 53. 53
  • 54. #Social7 54
  • 55. Source: Gleanster Research#Social7 55
  • 56.  #Social7 56
  • 57.  #Social7 57
  • 58. 58
  • 59. •• #Social7 59
  • 60. • – Goals for social media engagement – Core values – Appropriate platforms – Dealing with negative remarks – Talking about competitors – Personal vs Business #Social7 60
  • 61. 61
  • 62. Philosophy and Business Strategy:  Technology Platform  Business Rules Resellers/ Channel  Workflow  Processes  Social Characteristics Sales Customer Marketing Experience  Engage Customer  Collaborative Conversation Customer  Mutual Benefit Service  Value  Trust  Transparency #Social7 62
  • 63. *38% *29% *Percentage of Top Performers that integrate technology with CRM*58% *46% DATA WAREHOUSEOther Channels (Less frequently integrated) DIRECT MAIL DIGITAL SIGNAGE BUSINESS FULFILLMENT MOBILE MARKETING INTELLIGENCE SOLUTION DIGITAL SIGNAGE WEB CONTENT MANAGEMENT DIGITAL ASSET MANAGEMENT #Social7 63
  • 64. #Social7 64
  • 65. 65
  • 66. Deep Dive: 7 Imperatives for the Socially Engaged Sales Function (June 2012) Download for free at www.gleanster.com http://www.gleanster.com/reports /reports/7-imperatives-for- embracing-social-media-in-sales #Social7 66

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