#DF11 Social Sales Revolution: 7 Steps @Salesforce @bsupakrunk

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We had an #Awesome session yesterday, August 30 2011 @Dreamforce. I presented together with @scottiholden @leeodden @karlgoldfield and @natespeak all of whom inspired the audience with the future of sales. IT was a real pleasure to work with these amazing people.

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  • Bonjour
    Mon nom est Mlle merci hassan j'ai vu votre profil aujourd'hui et je
    est devenu intéressé à vous, je tiens également à vous en savez plus
    et je veux que vous envoyez un e-mail à mon adresse email afin que je puisse vous donner ma photo
    votre nouvel ami.

    mercy_hassan22@yahoo.in

    =====================================================================

    Hello
    My name is Miss mercy hassan I saw your profile today and i
    became interested in you, I will also want to know you more
    and I want you to send an email to my mailbox so that I can give you my picture
    yours new friend.

    mercy_hassan22@yahoo.in
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
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  • Any purchase decisions customer make should be made based on currently available technology. Please visit our website sto review our Safe Harbor statement in detail.
  • They’re educating each other on Facebook, Twitter, blogs, YouTube, and other social media sites<logos for social media sites appear as they are mentioned><customers begin conversations, with questions popping up as speech bubbles matching the color of the relevant social media site. When conversation starts for each, the logo gives a shine effect>
  • Luckily, there’s good news… With the Sales Cloud, you can quickly connect with everyone and everything you need to win<grow connections between the people and documents, then to salesperson. As each connection is made, a subtle glow effect signifying the connection should be used>
  • And connect more easily with customers by knowing what’s important to them on their social networks. <pan the salesperson to the middle, and zoom out while sliding the employee social network to the right, and panning in the customer social network back in from the left. Add the “like” at the end>
  • Neenah Paper was no exception. But when they noticed traditional means of scoring new sales (phone calls and in person meetings) were steadily becoming more ineffective, they took a look at where their potential buyers were. It turned out the graphic designers and printers of the world were spending an ever increasing amount of time cruising social media sites. When Neenah Paper’s sales force started testing out Twitter as a way to engage new prospects, they found a much more receptive audience. Today there are 10 sales reps. who are using their personal Twitter accounts to close new Neenah Paper business.
  • #DF11 Social Sales Revolution: 7 Steps @Salesforce @bsupakrunk

    1. 1. Social Sales Revolution: 7 Steps to Get Ahead<br />Sales Professionals Track<br />Scott Holden<br />Senior Director, Product Marketing<br />salesforce.com<br />@scottiholden<br />
    2. 2. Today’s Presenters<br />Nathan Freitas<br />Community Manager, Salesforce.com<br />@natespeak<br />Ben Pruden<br />Product Marketing Manager, Sales Cloud<br />@bsupakrunk<br />Karl Goldfield<br />VP of Sales, Teambox<br />@karlgoldfield<br />Lee Odden<br />CEO, TopRank<br />@leeodden<br />
    3. 3. Safe Harbor<br />Safe harbor statement under the Private Securities Litigation Reform Act of 1995:<br />This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services.<br />The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of intellectual property and other litigation, risks associated with possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-Q for the most recent fiscal quarter ended April 30, 2011. This documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site.<br />Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.<br />
    4. 4. Ask Your Questions in Our Session on Chatter<br />Go to:<br />Social Sales Revolution<br />7 Steps to Get Ahead<br />Ask your questions directly on session wall<br />
    5. 5. The Social Revolution: Today’s Buyer<br />22% of time spent on the internet is social<br />85% of people think companies should interact on social media<br />56% of people feel a stronger connection with companies who engage on social media<br />Sources: Comscore, January 2011<br />Cone Business in Social Media Study, 2008 (USA only)<br />Eric Berridge, co-founder: Blue Wolf<br />
    6. 6. Buyers are Frustrated with Sales Reps<br />% of Buyers Say<br />“I want sales reps to know…”<br />My Needs and Objectives<br />My Technology Environment<br />My Timeline<br />My Organizational Structure<br />64%<br />42%<br />40%<br />9%<br />IDC 2011 Buyer Experience Survey<br />
    7. 7. And Leaving Reps Out of the Buying Process<br />Sales Rep<br />Customers<br />I was hoping to find…<br />May I suggest…<br />May I suggest…<br />May I suggest…<br />May I suggest…<br />
    8. 8. Meanwhile, Reps Are Being Robbed of Sales Time<br />% of Sales Reps who say...<br />“Our company sales content is…”<br />65%<br />Too hard to find<br />Not targeted properly<br />Out of date<br />Created for marketing, not sales<br />42%<br />38%<br />26%<br />IDC Content Management Sales Enablement Survey<br />
    9. 9. Because It’s Impossible to Find What They Need<br />
    10. 10. The Social Enterprise Connects the Dots For Reps<br />Customer Social Network<br />Employee Social Network<br />Sales Rep<br />
    11. 11. The Social Sales Revolution: 7 Steps to Get Ahead<br />3<br />2<br />1<br />5<br />4<br />Tweet-up Your Pipeline<br />Get in The Game<br />Know Your Customer Hangouts<br />Make Yourself “Like”-able<br />First Friends, Then Leads<br />Get Together, Sell Smarter<br />Connect With Social Intelligence<br />6<br />7<br />
    12. 12. The Social Sales Revolution: 7 Steps to Get Ahead<br />3<br />2<br />5<br />4<br />1<br />Connect With Social Intelligence<br />Tweet-up Your Pipeline<br />Know Your Customer Hangouts<br />Make Yourself “Like”-able<br />First Friends, Then Leads<br />Get Together, Sell Smarter<br />Get in The Game<br />6<br />7<br />
    13. 13. Get In The Game, It’s Easy & It Works!<br />A short daily routine will help you…<br />Form closer relationships<br />Find more customers<br />Help prospective buyers find you<br />Close deals faster<br />
    14. 14. Karl Goldfield<br />VP of Sales at TeamBox<br />@KarlGoldfield<br />
    15. 15. Get In the Game<br />AfterSocial Sales<br />BeforeSocial Sales<br />
    16. 16. The Social Sales Revolution: 7 Steps to Get Ahead<br />3<br />1<br />5<br />4<br />2<br />Connect With Social Intelligence<br />Tweet-up Your Pipeline<br />Get in The Game<br />Make Yourself “Like”-able<br />First Friends, Then Leads<br />Connect With Social Intelligence<br />Get Together, Sell Smarter<br />Know Your Customer Hangouts<br />6<br />7<br />
    17. 17. Know Your Customer Hang-outs<br />Website<br />Twitter Profile<br />Blog<br />LinkedIn Page<br />Facebook Page<br />
    18. 18. Nathan FreitasRadian6 Listening & Engagement<br />Salesforce.com Community Manager<br />@NateSpeak<br />
    19. 19. Rackspace Knows Their Customer Hangouts<br />Community Mascot<br />
    20. 20. The Social Sales Revolution: 7 Steps to Get Ahead<br />2<br />1<br />5<br />4<br />3<br />Connect With Social Intelligence<br />Tweet-up Your Pipeline<br />Get in The Game<br />Know Your Customer Hangouts<br />First Friends, Then Leads<br />Get Together, Sell Smarter<br />Make Yourself “Like”-able<br />6<br />7<br />
    21. 21. “53% Of all time on the internet is content consumption.”<br />- AOL Nielsen 5/11<br />“91% of B2B decision-makers consume social media including blogs, video, and customer reviews.”<br />- Forrester B2B Social Technographics Survey<br />
    22. 22. Make Yourself “Like”-able<br />1,187 like this<br />Join relevant social networks<br />Polish your profile<br />Post on blogs your customers read<br />Help customers with questions<br />
    23. 23. Lee Odden<br />CEO of TopRank<br />@LeeOdden<br />
    24. 24. The Art of Being Useful to Prospects<br />Sharing<br />Discovery<br />Consumption<br />
    25. 25. Neenah Paper<br />
    26. 26. Intersection of Social & Search <br />Any suggestions for social media marketing software?<br />We picked Awareness Inc.<br />
    27. 27. Neenah Paper - Facebook<br />4k+ Fans<br />Being Helpful<br />Is Likeable<br />Inspires Shares,<br />Endorsements<br />
    28. 28. Neenah Paper: Reps on Twitter<br />8k+ Followers<br />10 Sales Reps<br />On Twitter<br />Engaging,<br />Responding,<br />Sharing Info<br />& Products<br />
    29. 29. Get Connected<br />Build Your Rep<br />Complete Your Profile<br />Join Groups<br />Create Groups<br />
    30. 30. Communicate and Reap Dividends<br />Communicate<br />Review Interest<br />Connect With Prospect<br />
    31. 31. The Social Sales Revolution: 7 Steps to Get Ahead<br />3<br />2<br />1<br />5<br />4<br />Connect With Social Intelligence<br />Tweet-up Your Pipeline<br />Get in The Game<br />Know Your Customer Hangouts<br />Make Yourself “Like”-able<br />Get Together, Sell Smarter<br />First Friends, Then Leads<br />6<br />7<br />
    32. 32. Friends First, Leads Second<br />Inspired by QuickSprout.com<br />
    33. 33. First Friends, Then Leads<br />Caterpillar’s community creates sales opportunities<br />
    34. 34. The Social Sales Revolution: 7 Steps to Get Ahead<br />3<br />2<br />1<br />4<br />5<br />Get in The Game<br />Know Your Customer Hangouts<br />Make Yourself “Like”-able<br />First Friends, Then Leads<br />Get Together, Sell Smarter<br />Connect With Social Intelligence<br />Tweet-up Your Pipeline<br />6<br />7<br />
    35. 35. Tweet-up Your Pipeline<br />@rep thanks for the info<br />Listen for problems<br />Share information<br />Don’t push product<br />Nurture your network<br />
    36. 36. Watch & Share What’s Relevant<br />
    37. 37. Blogging for Virality<br />Write compelling story<br />Get syndicated <br />on sites with reach<br />Enjoy the Traffic Boost<br />
    38. 38. #PRWebChat<br />9000+ Followers<br />#PRWebchat tweet-up hosted Monthly<br />1,200+ Tweets, RTs / chat<br />Conversations archived publicly on BurrelsLuce.com<br />
    39. 39. #PRWebChat<br /><ul><li>Useful 3rd party info
    40. 40. Creates blog content
    41. 41. Extends PRWeb brand reach
    42. 42. Builds thought leadership
    43. 43. Creates goodwill
    44. 44. Lowers barriers of trust
    45. 45. Shortens sales cycles
    46. 46. Few resources to produce</li></li></ul><li>The Social Sales Revolution: 7 Steps to Get Ahead<br />3<br />2<br />1<br />5<br />4<br />Tweet-up Your Pipeline<br />Get in The Game<br />Know Your Customer Hangouts<br />Make Yourself “Like”-able<br />First Friends, Then Leads<br />Get Together, Sell Smarter<br />Connect With Social Intelligence<br />7<br />6<br />
    47. 47. Connect with Social Intelligence<br />What is the deal with…<br />Anyone know whether…?<br />Listen for the point of need<br />Create social “alerts”<br />Look for opportunities to connect<br />What do you think about…?<br />Here is an interesting article…<br />
    48. 48. Social Intelligence Wins Deals<br />Identify Need<br />Find Prospect<br />Study Behavior<br />
    49. 49. Ben Pruden<br />Product Marketing Manager, Salesforce.com Sales Cloud<br />@bsupakrunk<br />
    50. 50. Social Contacts Demonstration<br />Ben Pruden, salesforce.com<br />
    51. 51. The Social Sales Revolution: 7 Steps to Get Ahead<br />3<br />2<br />1<br />5<br />4<br />Tweet-up Your Pipeline<br />Get in The Game<br />Know Your Customer Hangouts<br />Make Yourself “Like”-able<br />First Friends, Then Leads<br />Connect With Social Intelligence<br />Get Together, Sell Smarter<br />6<br />7<br />
    52. 52. Accelerate Your Deal with All Your Company’s Expertise<br />Employee Social Network<br />Your Deal<br />Ops<br />Product<br />Rep<br />Quotes<br />Files<br />Marketing<br />
    53. 53. Customer Groups Demonstration<br />Ben Pruden, salesforce.com<br />
    54. 54. www.slideshare.net/Salesforce/the-social-sales-revolution<br />To Learn More, Check Out Our New eBook<br />
    55. 55. The Social Sales Revolution: 7 Steps to Get Ahead<br />3<br />2<br />1<br />5<br />4<br />Tweet-up Your Pipeline<br />Get in The Game<br />Know Your Customer Hangouts<br />Make Yourself “Like”-able<br />First Friends, Then Leads<br />Get Together, Sell Smarter<br />Connect With Social Intelligence<br />6<br />7<br />
    56. 56. Questions & Answers<br />Nathan Freitas<br />Community Manager, Salesforce.com<br />@natespeak<br />Ben Pruden<br />Product Marketing Manager Salesforce.com<br />@bsupakrunk<br />Karl Goldfield<br />VP of Sales, Teambox<br />@karlgoldfield<br />Lee Odden<br />CEO, TopRank<br />@leeodden<br />Scott Holden<br />Senior Director Product Marketing Salesforce.com<br />@scottiholden<br />
    57. 57. Thank You!<br />
    58. 58. How Could Dreamforce Be Even Better? Tell Us!<br />Every session survey you submit is a chance to win an iPad 2!<br />Watch your inbox at the end of each day for an email from our survey partner, Alliance Tech.<br />Click on the personalized link to be directed to the survey page for the sessions you attended. <br />
    59. 59. Social Sales Revolution: Show Flow<br />

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