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Sales Webinar | Enabling Social Enterprise Through Sales

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Greg Brush, Vice President of Sales and Customer Success at Insideview shares how social selling is impacting how, to whom and where you sell your products and services.

Greg Brush, Vice President of Sales and Customer Success at Insideview shares how social selling is impacting how, to whom and where you sell your products and services.

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  • 1. Enabling Social EnterpriseThrough SalesGreg Brush | SVP Sales | InsideViewWill Wiegler | CMO | The TAS Group
  • 2. Talking • Market trends in “Social”Points • What is Social CRM & Social Selling? • Why Social Selling? • Getting started & points to consider • Q&A
  • 3. 1,180 Twitter reaches 1 in 10 global online TOTAL UNIQUE VISITORS (MM) 917 users 445 1 in 5 min spent online is spent social networking Social networking Email IM Social reaches 82% of world populationSOURCE: COMSCORE OCT 2011 We now create as much information every two 1.2 billionusers worldwide days as we did from the dawn of civilization to 2003 ERIC SCHMIDT - FORMER GOOGLE CEO, 2011
  • 4. Social CRM spending is rising 5% of all CRM spend lastyear to an expected 30% by end of next year.GARTNER SOCIAL CRM MAGIC QUADRANT REPORTS 2011 86% of business buyers engage in web 90% of businesses are using social research independent of the sales cycle. media to market their business. FORRESTER 2011 B2B SOCIAL TECHNOGRAPHICS STATE OF EMAIL, SOCIAL, & MOBILE MARKETING 2011 65% of businesses report using social media in their sales efforts. Buyers are skilled at navigating the internet…and no longer need sales RICHARDSON/MCCORD SOCIAL MEDIA IN SALES reps to shepherd them through the early buying process... SIRIUSDECISIONS CRM SOCIAL INITIATIVES
  • 5. Social CRM is a business strategy thatmutually benefits onlinecommunities, and the business byfostering engagement while generatingopportunities for sales, marketing, andcustomer service. Social Selling is a business strategy that mutually benefits buyers and sellers by fostering meaningful engagement throughout the buying and selling process to generate efficiency, value, and relationships.
  • 6. Data: Spray & Pray
  • 7. 92%of prospects & customers never takea cold call or email People are not contact records. Selling is about relationships, and relationships are about people – not faceless contact records 70% DONE 70% of buying process completed before sales contact Buyers are technologically savvy & socially connected The Conversation Has Begun…Without You! 75% business buyers likely to use social media in purchase processSocial channel creates meaningful conversationsFrom scalable 1:M interactions to 1:1 relationships
  • 8. Contact Data vs. People Insights ALERTS PERSONAL BIO CONNECTIONS NEWS SOCIAL PROFILE
  • 9. PEOPLE INSIGHTS COMPANY INTELLIGENCE Right Right Right Person Time Message Meaningful Conversion Research Engagement Rate Time
  • 10. Why Social Selling? Traditional means are degrading in effectiveness The Buyers are already there It’s effective “In the struggle for survival, the fittest win out at the expense of their rivals because they succeed in adapting themselves best to their environment.” -Charles Darwin
  • 11. Now What? Optimize your Build watchlists on Share content at Grow your Commit to a plan social profiles prospects least twice a week networks• Focus on • Add value to your • Mention them • Mention people • Quality over networks your prospects and the news and businesses quantity prospects are about the spending time in industry
  • 12. Where You Can Find Us www.insideview.com • US (415) 728-9300 • sales@insideview.com • Twitter: @insideviewMore Info• www.socialsellingu.com• www.insideview.com/socialselling• Your CRM supplier
  • 13. Free Resources• www.dealmakerindex.com Score your sales effectiveness. Get advice. See how you compare.• www.dealmakergenius.com Create a customized sales process.• www.dealmaker365.com Read our blog featuring insights on sales effectiveness.• @dealmaker365 www.thetasgroup.com @thetasgroup • US 866.570.3836 Follow us on Twitter. • UK 01189 253 251 • International +353 1 631 6140• www.thetasgroup.com • marketing@thetasgroup.com Learn more on our website. • Twitter: @thetasgroup © The TAS Group 2012