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.
#DF11 Social Sales Revolution: 7 Steps @Salesforce @bsupakrunk
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
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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 “Our company sales content is…” 65% Too hard to find Not targeted properly Out of date Created for marketing, not sales 42% 38% 26% IDC Content Management Sales Enablement Survey
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
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
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
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
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
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…
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
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
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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.