Flexing Sugar Platform: Session 4: Social Selling/ the ROI for Your Team

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Every company has top sales people. What if your entire team could work like that? What would that look like and what impact would it have on your business? In this session, IBM will explain and show ...

Every company has top sales people. What if your entire team could work like that? What would that look like and what impact would it have on your business? In this session, IBM will explain and show how adding social collaboration and analytics capabilities to your sales process can improve sales productivity. Then, they will walk through a method to calculate your ROI for social selling. Come learn how you can create a team of top performers with social selling and what results it can drive for your business.

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Flexing Sugar Platform: Session 4: Social Selling/ the ROI for Your Team Flexing Sugar Platform: Session 4: Social Selling/ the ROI for Your Team Presentation Transcript

  • Flexing Sugar PlatformSocial Selling: The ROI For Your Team
  • Christopher LambIBM Program Director, Social CRM chrislam@us.ibm.com, Twitter: chrisscottlamb 4/24/2012 ©2012 SugarCRM Inc. All rights reserved. 2
  • Agenda Your Sales Team Social Selling ROI Methodology How to get started? QuestionsTweet: #SCON12 #ibmsocialbiz 4/24/2012 ©2012 SugarCRM Inc. All rights reserved. 3
  • Challenges for your Average Sales Person Takes too long to prepare for customer meetings Difficulty finding relevant and current product information Forced to use tools that dont help them sell Wasting time on leads that dont pan out Need to understand portfolio with little training Changing roles weaken relationships Spend too much time doing reports and not enough time selling to customersTweet: #SCON12 © 2011 IBM Corporation
  • Characteristics of Top Sales People Engage Reach Know experts across Spend more time the organization who with customers help him close deals Discover Act Understand their Focus on customers better opportunities than the that create the competition most profitTweet: #SCON12 © 2011 IBM Corporation
  • Agenda Your Sales Team Social Selling ROI Methodology How to get started? QuestionsTweet: #SCON12 4/24/2012 ©2012 SugarCRM Inc. All rights reserved. 6
  • Create a team of top performers with Social Selling Focus on management Focus on selling Tweet: #SCON12 © 2011 IBM Corporation
  • Reach - Spend more time with customers Access to experts, content and communities from Apple, Android, RIM and Nokia mobile devices Tweet: #SCON12 © 2011 IBM Corporation
  • Reach - Spend more time with customersCollaborate with customers remotely with a rich set of social toolsTweet: #SCON12 4/24/2012 ©2012 SugarCRM Inc. All rights reserved. 9
  • Engage - Apply expertise from across the organizationEasy access to experts so you get customer questions answered Tweet: #SCON12 © 2011 IBM Corporation
  • Engage - Apply expertise from across the organization Leverage recommended communities and sales content Tweet: #SCON12 © 2011 IBM Corporation
  • Engage - Apply expertise from across the organization Re-use best practices from other teams Tweet: #SCON12 © 2011 IBM Corporation
  • Discover - Understand your customers better than thecompetitionKnow what customers are talking about and what they like and dont like through sentiment analysis of social dataTweet: #SCON12 © 2011 IBM Corporation
  • Act - Focus on accounts and opportunities thatcreate the most profit Use predictive analytic models to focus on right deals and recommend the best products and pricing Tweet: #SCON12 © 2011 IBM Corporation
  • IBM and SugarCRM Social Selling Software ComponentsAccessCapabilitiesIntegration Tweet: #SCON12
  • Agenda Your Sales Team Social Selling ROI Methodology How to get started? QuestionsTweet: #SCON12 4/24/2012 ©2012 SugarCRM Inc. All rights reserved. 16
  • Business Value Assessment Consultative approach to calculating ROI Four steps Day in the life demonstration Fact gathering Assumptions MathTweet: #SCON12 4/24/2012 ©2012 SugarCRM Inc. All rights reserved. 17
  • Day in the life demonstrationTweet: #SCON12 4/24/2012 ©2012 SugarCRM Inc. All rights reserved. 18
  • Fact Gathering Example Technology Firm Number of employees 1000 Number of sales people 100 Average # deals per year 12 Average deal size $125K Internal Discount Rate for 10% investments Pre-tax profit margin 15% Average labor costs Varies by role YTY increase in labor costs 4% Hardware and software costs Varies by year Plus other operational dataTweet: #SCON12 4/24/2012 ©2012 SugarCRM Inc. All rights reserved. 19
  • AssumptionsYour team makes the assumptions after seeing the demo Example Technology Firm Time saved/deal finding information about the 20 min account during progression cycle Time saved/deal finding experts and content during 20 min proposal cycle Time saved/deal finding experts and content during 30 min post proposal cycle Time saved per deal re-using a best practices template 45 min Time saved per deal by collaboratively creating new 30 min content Adoption rates Varies by yearYou decide if time saving results in increase revenue or costs savingsTweet: #SCON12 4/24/2012 ©2012 SugarCRM Inc. All rights reserved. 20
  • Validate Assumptions Past Business Value Assessments Surveys by analysts firms Source: McKinsey: How Companies are Benefitting from Web 2.0, 2009Tweet: #SCON12 Survey of 1900+ large firms in all industries
  • Math: Results for Example Technology Company Year 1 Year 2 Year 3 Year 4 PV Cash Flow of Project Costs ($186,909) ($40,093) ($37,098) ($37,098) PV Cash Flow of Project Benefits $75,661 $152,850 $218,854 $188,177 Net Cash Flow ($111,248) $112,758 $181,756 $151,079 Cumulative Cash Flow ($111,248) $1,510 $183,266 $334,345 NPV Net Present Value of Opportunity $345,093 ROI NPV of Project Costs ($290,449) NPV of Project Benefits $635,542 ROI (IRR) 67% $400,000 Cashflow and Breakeven $300,000 $200,000 $100,000 $0 Year 1 Year 2 Year 3 Year 4 ($100,000) ($200,000)Tweet: #SCON12 4/24/2012 ©2012 SugarCRM Inc. All rights reserved. 22
  • Agenda Your Sales Team Social Selling ROI Methodology How to get started? QuestionsTweet: #SCON12 4/24/2012 ©2012 SugarCRM Inc. All rights reserved. 23
  • Different starting points for Social Selling Maximize Reach with Engage expertise your customers across the organization •IBM SmartCloud Engage •IBM Connections •IBM Customer •IBM Sametime Experience Suite Discover insights Act on opportunities that about your customers create the most profit •IBM Cognos Consumer •IBM Cognos Business Insight Intelligence •IBM® SPSS® Decision Management Link to more info on Social Selling © 2011 IBM Corporation
  • Thank You Christopher Lamb, IBM Program Director, Social CRM chrislam@us.ibm.com, Twitter: @chrisscottlambTweet: #SCON12 © 2011 IBM Corporation
  • Submit Session Feedback Select the SugarCon Mobile App: 1) Tap on this session 2) Tap on survey 3) Submit your feedback*iPad prizes for attendees who submit session feedback using the Mobile App 4/24/2012 ©2012 SugarCRM Inc. All rights reserved. 26
  • #SCON12 4/24/2012 ©2012 SugarCRM Inc. All rights reserved. 27