Getting a Competitive Advantage through Social Selling | #scon11 @sugarcon

Driving Sales Productivity With InsideViewRalf VonSosen, Vice President of MarketingKoka Sexton, Director of Social Marketing

Agenda
Social Selling Intro
Social Selling Basics for a Competitive Advantage
InsideView Overview
Success Stories
Q&A
SLIDE :2

How Social Selling fits into the Social Landscape
| SLIDE :3
Social Activities
Acquire Influencers
Publish Content
Engage in
Communities
Community
Monitor & Analyze
Target Market and Market Segments
Individual Prospects and Customers
Marketing
Sales
Service

How Social Selling fits into the Social Landscape
| SLIDE :4
Social Activities
Acquire Influencers
Publish Content
Engage in
Communities
Community
Monitor & Analyze
Target Market and Market Segments
Individual Prospects and Customers
Marketing
Sales
Service
Find & Qualify
Leads
Engage & Drive
Opportunities
Renew & Upsell
Customers
Find & Qualify
Leads
Engage & Drive
Opportunities
Renew & Upsell
Customers

3 Changes Driving a New Social Selling Process
| SLIDE :5
3. All Remote
2. Customer 2.0
1. BIG Data
How do I adjust ?
Find & Qualify
Leads
Engage & Drive
Opportunities
Renew & Upsell
Customers
Find & Qualify
Leads
Engage & Drive
Opportunities
Renew & Upsell
Customers
| SLIDE :5

Intelligence to Discover Opportunities & Engage People.
| SLIDE :6
News
Social Media
Connections
Company Info
Find & Qualify
Leads
Engage & Drive
Opportunities
Renew & Upsell
Customers

Social Selling: Proven Results
Data vs. Intelligence – significant impact
Assuming $1M Quota, Intelligence vs. Data => 11% Revenue improvement

Social Selling Basics
ACompetitive Advantage
| SLIDE :8

Overview
Social Media is relevant in B2B sales
Why sales needs to use social media
Sales Intelligence & Social Selling
| SLIDE :9

Customer 2.0 has tuned out all of your yelling
by Orange_Beard

Customer Behavior has changed!
| SLIDE :11
Customer 1.0
Customer 2.0
“Social media has become massively more important because customers have stopped listening to vendors and analyst/reviewers. Think about that. Most of your marketing and analyst
relations and press relations are being trumped by customers talking to customers.”Geoffrey James,BNET

Look for the Sales Triggers
SLIDE :12

Social Media by the numbers
500 million connect their social graphs in Facebook
140 Million Tweets per Day
YouTube celebrates 2 billion daily views
100 million users on LinkedIn

SLIDE :14
When you can spot an opportunity while it’s still a blip,
you have the knowledge to act.

“Social media has become massively more important because customers have stopped listening to vendors and analyst/reviewers. Think about that. Most of your marketing and analyst
relations and press relations are being trumped by customers talking to customers.”Geoffrey James,BNET
| SLIDE :15
Social media empowers sales people!
1876
1982
Sales 1.0
Sales 2.0

Your Customers are talking to each other if you like it or not!
| SLIDE :16
“

“70% of the B2B buying process happens online”
SiriusDecisions Inc.
purchase
consideration
awareness
“ We have a project”
online
“I’m just downloading stuff”
“ We’ve
made a decision”
level of buyer activity
“ We’ve shortlisted vendors”
“I’m just browsing”
time

Engagement is appreciated

SLIDE :19
There are 7 Times more web pages on the internet than people on the planet.

Sales Intelligence, built for sales
BusiessWeek
20

InsideView Solution
What does InsideView do?
| SLIDE :21

How does InsideView do it? Create Intelligence from Data.
DELIVERY
BROWSER
MOBILE
INTELLIGENCE
Connection Analysis
Trigger Event Analysis
Natural Language Processing
& Information Extraction
Entity Triangulation
AGGREGATION
Semi-structured
Web Content
Social Network
Content
CompanyContent
User Generated
Content
Editorial Content
News SEC
Jobs
Blogs
Websites
Blogs

How does InsideView do it? User Friendly.
| SLIDE :23
Discover Opportunities. Engage People. Accelerate Sales.
SOCIAL NETWORKS:
LinkedIn, Facebook, Twitter, Blogs, etc.
TRADITIONAL MEDIA:
Company & Contact Data, News, etc.
CRM
BROWSER
MOBILE
InsideView

Identify Targets & Create Lists
| SLIDE :24

Monitor Contacts & Companies. Triggers.
| SLIDE :25

Smart Connections
| SLIDE :26

Identify Connections & Profiles
| SLIDE :27

Company Profiles
| SLIDE :28

CRM Integration
| SLIDE :29

Social Selling Essential #1: Data vs. Intelligence
DATA
INTELLIGENCE

Impacting the Entire Customer Relationship for great ROI
Lead
Generation
LeadQualification
Opportunity
Management
Customer
Renewals/Upsells
I N T E L L I G E N C E
22->70 New Opportunities/Rep/Month
Increase Avg. Contract Value by 460%
50% decrease in research time
Improved selling to C-level
Business Event Monitoring (Press, Social Media)
Social Media Profiles
Connection Mapping

THANK YOUEmail: sales@insideview.comTwitter: @insideview

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Getting a Competitive Advantage through Social Selling | #scon11 @sugarcon

by InsideView on Apr 05, 2011

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Getting a Competitive Advantage through Social Selling | #scon11 @sugarcon Presentation Transcript