CRM Made Social with SugarCRM Webcast

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Learn how InsideView works inside SugarCRM. Prospects and customers spend more time online than ever before. They're sharing their business needs and telling salespeople exactly how and when they want to do business. Social media provides an unprecedented platform for companies and individuals to express their business challenges. Statistics prove that sales people who follow their prospects and customers through social media have higher win rates and shorter sales cycles. InsideView helps salespeople use social media to uncover the right prospects and build relationships with them.

Presenter:
Ralf VonSosen, VP Marketing, InsideView

More in: Business , Technology
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  • These gains are summarized in a recent study by CSO Insights (2,000 companies, annual survey)
  • Let’s take a look at what data looks like, vs. intelligence
  • We help customers improve their revenue process.Our approach to driving productivity is fundamentally different than data providers, where $4-9B are spent each year.Just a few examples of customer ROI

Transcript

  • 1. InsideViewIntroductionRalf VonSosen, VP of MarketingDan Tajbl, Sr. Sales Engineer
  • 2. Agenda
    Getting harder to find, close, and keep customers?
    The InsideView Solution
    Intelligence vs. Data
    Customer Success
    Demo
    InsideView for SugarCRM
    | SLIDE :2
  • 3. Getting harder to find, close, and keep customers?
    Renew
    Engage
    Find
    Upsell
    Convert
    Qualify
    Information
    Customers
    Relationships
    Leads
    Opportunities
    Customers
    | SLIDE :3
  • 4. New Customer Dynamics -
    “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
  • 5. Are You Adapting to these Changes?
    Leads
    How do you ensure comprehensive market and competitive research is done to find the best new leads?
    Describe your process for finding and segmenting new leads based on market, company, and contact information.
    How do you ensure the most comprehensive information is available for new leads?
    How are leads scored based on quality and routed to sales reps?
    Opportunities
    How much time should rep’s spend preparing for a call and how much do they actually spend?
    Do top-performers prepare more? More effectively? Both?
    Do your presentations and proposals provide a clear picture that your rep’s understand the prospect’s business and company?
    How are your reps differentiating or prioritizing their calls for the day?
    Customers
    How do account managers build their relationship with customers?
    How do they prepare for upsell and renewal conversations?
    Leads
    Opportunities
    Customers
    | SLIDE :5
  • 6. The Promise of InsideView
    Renew
    Renew
    Engage
    Engage
    Find
    Find
    Upsell
    Upsell
    Convert
    Convert
    Qualify
    Qualify
    Leads
    Opportunities
    Customers
    | SLIDE :6
  • 7. Find & Qualify
    Leads
    Engage & Convert
    Opportunities
    Renew & Upsell
    Customers
    How does InsideView do it?
    News
    Social Media
    Connections
    Company Info
    | SLIDE :7
  • 8. InsideView’s Impact
    Competitive Info
    • Find & research competitors
    • 9. Monitor activities & news
    • 10. Presence in accounts
    Prospecting
    • Use real-time triggers
    • 11. Social identity & activity
    • 12. Explore common connections
    Relationship Building
    • Identify key individuals
    • 13. Social Identity & Activity
    • 14. Use common connections
    Lead Generation
    • Find by market, company, contact, social profile
    • 15. Merge with CRM
    Pre-Call Research
    • Common connections
    • 16. Deep company & contact info
    • 17. News and social activity
    Renewal
    • Real-time business triggers
    • 18. Insight into social activities
    • 19. Track info with CRM data
    Find & Qualify
    Leads
    Engage & Convert
    Opportunities
    Renew & Upsell
    Customers
    Lead Enrichment
    • Deep contact information
    • 20. Social profile & activity
    • 21. Enhance info in your CRM
    Contract Negotiation
    • Identify key individuals
    • 22. Deep profile on individuals
    • 23. Real-time triggers on events
    Upsell
    • Company structure info
    • 24. Real-time business triggers
    • 25. Insight into social activities
    | SLIDE :8
  • 26. SOCIAL MEDIA & NETWORKS:
    LinkedIn, Facebook, Twitter, Blogs, etc.
    TRADITIONAL MEDIA & SOURCES:
    Company & Contact Data, News, etc.
    BROWSER
    MOBILE
    CRM
    InsideViewCreates Intelligence from Data
    Connection Analysis
    Trigger Event Analysis
    Natural Language Processing
    Entity Triangulation
    How does InsideView do this?
    | SLIDE :9
  • 27. Data vs. Intelligence – CSO Insights
    Assuming $1M Quota, Intelligence vs. Data => 11% Revenue improvement
  • 28. Social Selling Essential #1:
    Contact Data vs. Intelligence
    DATA
    INTELLIGENCE
  • 29. Social Selling Essential #1:
    Company Data vs. Intelligence
    DATA
    INTELLIGENCE
  • 30. | SLIDE :13
    Social Selling Essential #2:
    When & Why to Call
  • 31. Accelerating Momentum & Recognized Leader
    Social CRM Watchlist
    — ZDNet / Paul Greenberg, January 2011
    Top 100 Private Software Company
    — JMP Securities, 2010
    #1 Rated & Most Popular App
    — Force.com AppExchange
    2007
    2008
    2009
    2010
  • 32. Impacting the Entire Customer Relationship for great ROI
    Lead
    Generation
    LeadQualification
    Opportunity
    Management
    Customer
    Renewals/Upsells
    22->70 New Opportunities/Rep/Month
    Increase Avg. Contract Value by 460%
    50% decrease in research time
    Improved selling to C-level
    Find & Qualify
    Leads
    Engage & Convert
    Opportunities
    Renew & Upsell
    Customers
  • 33. DEMO
    | SLIDE :16
  • 34. InsideView for SugarCRM Features
    | SLIDE :17
  • 35. THANK YOUEmail: sales@insideview.comTwitter: @insideviewhttp://www.insideview.com/SUGARCRM/