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Sales 2 0 with Clearvale
 

Sales 2 0 with Clearvale

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How to leverage Enterprise Social Networking for a more efficient sales approach

How to leverage Enterprise Social Networking for a more efficient sales approach

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Sales 2 0 with Clearvale Sales 2 0 with Clearvale Presentation Transcript

  • Clearvale Use Case: Sales 2.0 Collaborative Team Selling & Interactive Selling Intranet and Extranet Networks Andrea Rubei, BroadVision Twitter: @arubei
  • What are the Sales Challenges? • Sales people cannot find information they need when they need it. • Collaboration between Sales, Pre-sales, Marketing, Legal and F&A may not work as efficiently or effectively as possible, resulting in lost opportunities. – Completion of RFP responses can be labour intensive and time consuming • Sales management struggle to track tasks and ensure targets are aligned to overall company objectives • Not always a clear opportunity to differentiate your organisation from the competition when responding to RFI’s / RFP’s © Copyright 2009 BroadVision On Demand Inc.
  • Why Clearvale Instead of Web 1.0? Web 1.0 • Time to close a sale lengthy due to lack of collaboration. • Seasoned sales people’s experiences are not leveraged. • Avenues to ask questions of a broad audience is limited or inefficient. • Marketing and Sales do not always align their goals, resulting in an inconsistent marketing message. • Transparency in processes do not exist. © Copyright 2009 BroadVision On Demand Inc.
  • Why Clearvale Instead of Web 1.0? Clearvale • Collaborative tool shortens time to close a sale. • Informal knowledge exchange occurs between staff members more easily. • Star performers share insights on blogs, forums and videos to help other staff members. • Ability to post questions in a public but secure forum. • Marketing and Sales goals are aligned; transparency helps remedy any inconsistencies. © Copyright 2009 BroadVision On Demand Inc.
  • Collaborative Team Selling © Copyright 2009 BroadVision On Demand Inc.
  • How Does Sales Do It? Set Up Network • Go to www.clearvale.com and set up a Clearvale network for the company. • Invite all employees to it by uploading a single file with staff email addresses. • Employees upload their own photos and set up profile pages. © Copyright 2009 BroadVision On Demand Inc.
  • How Does Sales Do It? Create Communities • Sales Management / Executive group – Invitation only. • Global ‘War Room’ for all employees. • Regional or Vertical based • Project/RFP or Account based • Marketing Team. • Use widgets to organize each community © Copyright 2009 BroadVision On Demand Inc.
  • How Does Sales Do It? Add Content • Organise documents using DocuVault in each community • Post relevant content such as sales collateral, RFP sections, training materials, demo’s and presentations • Share calendars © Copyright 2009 BroadVision On Demand Inc.
  • How Does Sales Do It? Manage Objectives • Use TeamWork to create a plan in line with Corporate / Regional targets – Set goals and sub-goals Example: Goal: 2009 Q4 Plan $ – Sub-goal 1: Pipeline maintenance • Sub-goal 1.1: Data accuracy • Sub-goal 1.2: Conversion rates • Sub-goal 1.3: Funnel quality – Sub-goal 2: High touch interactions © Copyright 2009 BroadVision On Demand Inc.
  • How Does Sales Do It? Manage Objectives • Assign tasks - example: – Contact at least 100 leads – Schedule at least 20 demos – Close at least 5 deals totaling $100K © Copyright 2009 BroadVision On Demand Inc.
  • Teamwork ––MBO Teamwork MBO plan and associated plan and associated tasks for the team tasks for the team Forums ––Real-time Forums Real-time DocuVault - - DocuVault brainstorming and brainstorming and Sharing, revisioning Sharing, revisioning knowledge sharing knowledge sharing and collaboration on and collaboration on content content Wiki Pages ––Important Wiki Pages Important Members –– Members document(s) for collaboration document(s) for collaboration Extended sales team Extended sales team © Copyright 2009 BroadVision On Demand Inc.
  • How Does Sales Do It? Collaborate • Action initiated with receipt of RFP – allocated to a sales rep as ‘owner’ • Sales rep reviews and assigns tasks • Clone the ‘Master RFP’ community to manage response for specific prospect and invite all stakeholders • Collaborate using forums / wiki pages / DocuVault etc © Copyright 2009 BroadVision On Demand Inc.
  • How Does Sales Do It? Collaborate • Sales rep isn’t sure how to respond to a question from a prospect or customer. • She refers to a Forum on the sales community page to find her answer. • She doesn’t find an answer, so she adds the question and receives an immediate answer from a colleague. © Copyright 2009 BroadVision On Demand Inc.
  • How Does Sales Do It? Track Progress • Use the Event Calendar for project milestones and key tasks • Use DocuVault for due dates and important files © Copyright 2009 BroadVision On Demand Inc.
  • How Does Sales Do It? Track Progress • Use TeamWork for project tracking © Copyright 2009 BroadVision On Demand Inc.
  • Interactive Selling RFP Response / VIP Networks © Copyright 2009 BroadVision On Demand Inc.
  • Interactive Selling – VIP Network • CEO Welcome: – Sales Rep creates a VIP network for the prospect and sets up an RFP response community – CEO/Executive team join the network and post a personal welcome • Company/Product introduction: – Sales Rep invites all company stakeholders: – Sales rep adds product videos, polls and forums to get prospect/customer feedback about the solution © Copyright 2009 BroadVision On Demand Inc.
  • Executive Management Executive Management Team ––Key contacts: Team Key contacts: sales and company execs sales and company execs RFP Response ––link RFP Response link to community to community Key Resources Key Resources Welcome Message Welcome Message ––CEO introduction CEO introduction © Copyright 2009 BroadVision On Demand Inc.
  • Interactive Selling – RFP Response • Responding to an RFP: – Sales rep clones the specific RFP response community for a prospect and creates it in the new VIP network – Sales rep invites invites the prospect representatives to join the community to view the full response and supporting materials – Sales rep stimulates interaction and Q&A discussion with prospect using Forums © Copyright 2009 BroadVision On Demand Inc.
  • RFP Response RFP Response Welcome Video –– Welcome Video Company Profile Company Profile CEO introduction CEO introduction Q&A Forum Q&A Forum Key dates and activities Key dates and activities © Copyright 2009 BroadVision On Demand Inc.
  • Summary © Copyright 2009 BroadVision On Demand Inc.
  • Sales 2.0 • Marketing and other teams help generate sales with more efficiency. • Sales collaborate in their Clearvale community and share information, thus helping each other manage opportunities more effectively and help close deals. • Sales managers track progress of various deals as well as individual performance through TeamWork. • Because Clearvale is based on Web 2.0, IT has no tasks pertaining to managing the various networks. © Copyright 2009 BroadVision On Demand Inc.
  • Clearvale Advantages • Shorten sales cycle with interactive collaboration communities – Provide a community structure for sales, marketing, partners and other key functional groups to collaborate on sales opportunities. – Share content and users across communities – Clone networks and communities with huge time savings • Manage documents by using DocuVault and ‘Wiki’ Pages – consolidate sales collateral in a single template location • Share calendars, co-ordinate tasks and hit deadlines • Monitor progress and recognize sales effort by using TeamWork. • Differentiate by presenting your Company ‘online’ © Copyright 2009 BroadVision On Demand Inc.
  • Clearvale Summary Clearvale is the next-generation e-business network aimed at revolutionizing knowledge flows and performance gains across and beyond enterprise ecosystems. It empowers global enterprises, as well as all their constituents, to publicize, personalize, and socialize their communication and collaboration directly, yielding unprecedented business agility, immediacy, and productivity. © Copyright 2009 BroadVision On Demand Inc.
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