#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 …

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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  • 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.

Transcript

  • 1. Social Sales Revolution: 7 Steps to Get Ahead
    Sales Professionals Track
    Scott Holden
    Senior Director, Product Marketing
    salesforce.com
    @scottiholden
  • 2. Today’s Presenters
    Nathan Freitas
    Community Manager, Salesforce.com
    @natespeak
    Ben Pruden
    Product Marketing Manager, Sales Cloud
    @bsupakrunk
    Karl Goldfield
    VP of Sales, Teambox
    @karlgoldfield
    Lee Odden
    CEO, TopRank
    @leeodden
  • 3. Safe Harbor
    Safe harbor statement under the Private Securities Litigation Reform Act of 1995:
    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.
    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.
    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.
  • 4. Ask Your Questions in Our Session on Chatter
    Go to:
    Social Sales Revolution
    7 Steps to Get Ahead
    Ask your questions directly on session wall
  • 5. The Social Revolution: Today’s Buyer
    22% of time spent on the internet is social
    85% of people think companies should interact on social media
    56% of people feel a stronger connection with companies who engage on social media
    Sources: Comscore, January 2011
    Cone Business in Social Media Study, 2008 (USA only)
    Eric Berridge, co-founder: Blue Wolf
  • 6. Buyers are Frustrated with Sales Reps
    % of Buyers Say
    “I want sales reps to know…”
    My Needs and Objectives
    My Technology Environment
    My Timeline
    My Organizational Structure
    64%
    42%
    40%
    9%
    IDC 2011 Buyer Experience Survey
  • 7. And Leaving Reps Out of the Buying Process
    Sales Rep
    Customers
    I was hoping to find…
    May I suggest…
    May I suggest…
    May I suggest…
    May I suggest…
  • 8. Meanwhile, Reps Are Being Robbed of Sales Time
    % of Sales Reps who say...
    “Our company sales content is…”
    65%
    Too hard to find
    Not targeted properly
    Out of date
    Created for marketing, not sales
    42%
    38%
    26%
    IDC Content Management Sales Enablement Survey
  • 9. Because It’s Impossible to Find What They Need
  • 10. The Social Enterprise Connects the Dots For Reps
    Customer Social Network
    Employee Social Network
    Sales Rep
  • 11. The Social Sales Revolution: 7 Steps to Get Ahead
    3
    2
    1
    5
    4
    Tweet-up Your Pipeline
    Get in The Game
    Know Your Customer Hangouts
    Make Yourself “Like”-able
    First Friends, Then Leads
    Get Together, Sell Smarter
    Connect With Social Intelligence
    6
    7
  • 12. The Social Sales Revolution: 7 Steps to Get Ahead
    3
    2
    5
    4
    1
    Connect With Social Intelligence
    Tweet-up Your Pipeline
    Know Your Customer Hangouts
    Make Yourself “Like”-able
    First Friends, Then Leads
    Get Together, Sell Smarter
    Get in The Game
    6
    7
  • 13. Get In The Game, It’s Easy & It Works!
    A short daily routine will help you…
    Form closer relationships
    Find more customers
    Help prospective buyers find you
    Close deals faster
  • 14. Karl Goldfield
    VP of Sales at TeamBox
    @KarlGoldfield
  • 15. Get In the Game
    AfterSocial Sales
    BeforeSocial Sales
  • 16. The Social Sales Revolution: 7 Steps to Get Ahead
    3
    1
    5
    4
    2
    Connect With Social Intelligence
    Tweet-up Your Pipeline
    Get in The Game
    Make Yourself “Like”-able
    First Friends, Then Leads
    Connect With Social Intelligence
    Get Together, Sell Smarter
    Know Your Customer Hangouts
    6
    7
  • 17. Know Your Customer Hang-outs
    Website
    Twitter Profile
    Blog
    LinkedIn Page
    Facebook Page
  • 18. Nathan FreitasRadian6 Listening & Engagement
    Salesforce.com Community Manager
    @NateSpeak
  • 19. Rackspace Knows Their Customer Hangouts
    Community Mascot
  • 20. The Social Sales Revolution: 7 Steps to Get Ahead
    2
    1
    5
    4
    3
    Connect With Social Intelligence
    Tweet-up Your Pipeline
    Get in The Game
    Know Your Customer Hangouts
    First Friends, Then Leads
    Get Together, Sell Smarter
    Make Yourself “Like”-able
    6
    7
  • 21. “53% Of all time on the internet is content consumption.”
    - AOL Nielsen 5/11
    “91% of B2B decision-makers consume social media including blogs, video, and customer reviews.”
    - Forrester B2B Social Technographics Survey
  • 22. Make Yourself “Like”-able
    1,187 like this
    Join relevant social networks
    Polish your profile
    Post on blogs your customers read
    Help customers with questions
  • 23. Lee Odden
    CEO of TopRank
    @LeeOdden
  • 24. The Art of Being Useful to Prospects
    Sharing
    Discovery
    Consumption
  • 25. Neenah Paper
  • 26. Intersection of Social & Search
    Any suggestions for social media marketing software?
    We picked Awareness Inc.
  • 27. Neenah Paper - Facebook
    4k+ Fans
    Being Helpful
    Is Likeable
    Inspires Shares,
    Endorsements
  • 28. Neenah Paper: Reps on Twitter
    8k+ Followers
    10 Sales Reps
    On Twitter
    Engaging,
    Responding,
    Sharing Info
    & Products
  • 29. Get Connected
    Build Your Rep
    Complete Your Profile
    Join Groups
    Create Groups
  • 30. Communicate and Reap Dividends
    Communicate
    Review Interest
    Connect With Prospect
  • 31. The Social Sales Revolution: 7 Steps to Get Ahead
    3
    2
    1
    5
    4
    Connect With Social Intelligence
    Tweet-up Your Pipeline
    Get in The Game
    Know Your Customer Hangouts
    Make Yourself “Like”-able
    Get Together, Sell Smarter
    First Friends, Then Leads
    6
    7
  • 32. Friends First, Leads Second
    Inspired by QuickSprout.com
  • 33. First Friends, Then Leads
    Caterpillar’s community creates sales opportunities
  • 34. The Social Sales Revolution: 7 Steps to Get Ahead
    3
    2
    1
    4
    5
    Get in The Game
    Know Your Customer Hangouts
    Make Yourself “Like”-able
    First Friends, Then Leads
    Get Together, Sell Smarter
    Connect With Social Intelligence
    Tweet-up Your Pipeline
    6
    7
  • 35. Tweet-up Your Pipeline
    @rep thanks for the info
    Listen for problems
    Share information
    Don’t push product
    Nurture your network
  • 36. Watch & Share What’s Relevant
  • 37. Blogging for Virality
    Write compelling story
    Get syndicated
    on sites with reach
    Enjoy the Traffic Boost
  • 38. #PRWebChat
    9000+ Followers
    #PRWebchat tweet-up hosted Monthly
    1,200+ Tweets, RTs / chat
    Conversations archived publicly on BurrelsLuce.com
  • 39. #PRWebChat
    • Useful 3rd party info
    • 40. Creates blog content
    • 41. Extends PRWeb brand reach
    • 42. Builds thought leadership
    • 43. Creates goodwill
    • 44. Lowers barriers of trust
    • 45. Shortens sales cycles
    • 46. Few resources to produce
  • The Social Sales Revolution: 7 Steps to Get Ahead
    3
    2
    1
    5
    4
    Tweet-up Your Pipeline
    Get in The Game
    Know Your Customer Hangouts
    Make Yourself “Like”-able
    First Friends, Then Leads
    Get Together, Sell Smarter
    Connect With Social Intelligence
    7
    6
  • 47. Connect with Social Intelligence
    What is the deal with…
    Anyone know whether…?
    Listen for the point of need
    Create social “alerts”
    Look for opportunities to connect
    What do you think about…?
    Here is an interesting article…
  • 48. Social Intelligence Wins Deals
    Identify Need
    Find Prospect
    Study Behavior
  • 49. Ben Pruden
    Product Marketing Manager, Salesforce.com Sales Cloud
    @bsupakrunk
  • 50. Social Contacts Demonstration
    Ben Pruden, salesforce.com
  • 51. The Social Sales Revolution: 7 Steps to Get Ahead
    3
    2
    1
    5
    4
    Tweet-up Your Pipeline
    Get in The Game
    Know Your Customer Hangouts
    Make Yourself “Like”-able
    First Friends, Then Leads
    Connect With Social Intelligence
    Get Together, Sell Smarter
    6
    7
  • 52. Accelerate Your Deal with All Your Company’s Expertise
    Employee Social Network
    Your Deal
    Ops
    Product
    Rep
    Quotes
    Files
    Marketing
  • 53. Customer Groups Demonstration
    Ben Pruden, salesforce.com
  • 54. www.slideshare.net/Salesforce/the-social-sales-revolution
    To Learn More, Check Out Our New eBook
  • 55. The Social Sales Revolution: 7 Steps to Get Ahead
    3
    2
    1
    5
    4
    Tweet-up Your Pipeline
    Get in The Game
    Know Your Customer Hangouts
    Make Yourself “Like”-able
    First Friends, Then Leads
    Get Together, Sell Smarter
    Connect With Social Intelligence
    6
    7
  • 56. Questions & Answers
    Nathan Freitas
    Community Manager, Salesforce.com
    @natespeak
    Ben Pruden
    Product Marketing Manager Salesforce.com
    @bsupakrunk
    Karl Goldfield
    VP of Sales, Teambox
    @karlgoldfield
    Lee Odden
    CEO, TopRank
    @leeodden
    Scott Holden
    Senior Director Product Marketing Salesforce.com
    @scottiholden
  • 57. Thank You!
  • 58. How Could Dreamforce Be Even Better? Tell Us!
    Every session survey you submit is a chance to win an iPad 2!
    Watch your inbox at the end of each day for an email from our survey partner, Alliance Tech.
    Click on the personalized link to be directed to the survey page for the sessions you attended.
  • 59. Social Sales Revolution: Show Flow