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CRM Made Social with SugarCRM Webcast
CRM Made Social with SugarCRM Webcast
CRM Made Social with SugarCRM Webcast
CRM Made Social with SugarCRM Webcast
CRM Made Social with SugarCRM Webcast
CRM Made Social with SugarCRM Webcast
CRM Made Social with SugarCRM Webcast
CRM Made Social with SugarCRM Webcast
CRM Made Social with SugarCRM Webcast
CRM Made Social with SugarCRM Webcast
CRM Made Social with SugarCRM Webcast
CRM Made Social with SugarCRM Webcast
CRM Made Social with SugarCRM Webcast
CRM Made Social with SugarCRM Webcast
CRM Made Social with SugarCRM Webcast
CRM Made Social with SugarCRM Webcast
CRM Made Social with SugarCRM Webcast
CRM Made Social with SugarCRM Webcast
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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

Published 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/

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