Social Selling Driving Renaissance In Relationships
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Learn how to implement sales enablement from the person who pioneered CRM with GoldMine and reimagined it with Nimble. Social is changing the buyer journey and how marketing and sales need to adapt. Come learn how modern sales and marketing teams can work together to stay top of mind with social digital prospects. This session will cover how to build a self sustaining brand and network filled with prospects, customers and their influencers by adding value to their journey as trusted advisors so that when they do make a buying decision they not only call you but drag their friends with them.
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Social Selling Driving Renaissance In Relationships
- 1. Social Selling Relationships Driving Evolution of Sales/Marketing @Jon_Ferrara - @Nimble
- 2. Your Brand + Network Equals Your Net worth
- 3. Relationships aren’t Social Connections Relationships are Earned and they’re Built on Trust
- 5. It’s Your Job to Learn about People and Their Company Before You Engage.
- 10. Are You Standing Out From Your Competition?
- 13. Become a Trusted Advisor
- 14. Customer Journey Has Changed
- 15. You Still Operating Your Business Like A Castle?
- 16. Building Brands isn’t Simply Marketing
- 17. Company Brands are Built on Promises Made and Experience Delivered
- 18. Managing Customer Lifecycle Old Customer Journey Models are changing
- 21. Influence by Others is Key
- 24. The 5 E’s of Social Business • Educate with Content • Enchant by being Relevant • Engage with Authenticity • Embrace with Intent • Empower Your Customers
- 25. Marketing’s Not Only Done By Marketing
- 26. @ValaAfshar
- 28. Timothy Huges @OracleTim EMEA Business Development Director Orac Koka Sexton Head of Social Media Member Marketing & Communications Linkedin Corporation Twitter - @KokaSexton
- 30. Timothy Hughes @OracleTim EMEA Business Development Director Orac
- 32. Day Timer
- 34. Sales Forecast
- 35. #Overwhelmed
- 36. The Roots of SFA/CRM • GoldMine was Founded on $5,000 • Zero funding - Bank, VC, Seed, Angel • No Marketing Dept. for 1st Five Years • #1 Rated Product for 10 Years • 2 Million Users Worldwide • 5,000 VARS • 500+ Third Party Apps • Pioneered Relationship Management
- 38. Swimming the Social River
- 39. Our contacts, communications and activities are scatteredall over the place
- 40. The Problem With Contact Management • Metrics for Management! • Value geared towards reporting • Little Value to Sales Reps • Have to force Reps to use • Tons of Manuel Data Entry Contacts in Outlook, Address Book and Google Contacts have no Context cause they are not linked to emails and calendar activities. *Transactional *Stale *Analytical *Un-Social *Manual
- 41. The Problem With Contact Management
- 42. The Problem With CRM • Metrics for Management! • Value geared towards reporting • Little Value to Sales Reps • Have to force Reps to use • Tons of Manuel Data Entry We need to move beyond account-driven paradigm where customers are merely numbers and engagement is lacking. *Transactional *Stale *Analytical *Un-Social *Manual
- 44. Are Sales Tools Helping Sales People or Slowing Them Down? Is This How Most Sales People See Their CRM and Management?
- 45. Are Sales Tools Helping Sales People or Slowing Them Down?
- 46. 60% of Sales Peoples Time is Wasted. Imagine If That Time Was Spent Engaging Customers?
- 47. Ensure that every seller has the required knowledge, skills, processes and behaviors to optimize every interaction with buyers. Sales Enablement #1 Goal
- 65. The Emerging Sales/Marketing Technology Stack • Too Many Tools • Too Much Complexity • Too Much Costs • Tools Don’t Talk to Each Other • Too Much Focus on Sales • Service is The New Sales • Experience Drives Success
- 67. Building Advocate Tribes from Prospects, Customers and Influencers
- 69. Building Your Brand • Be Relevant • Be Authentic • Be Personal • Support Others • Pay it Forward • Content Attracts • Build a Sustainable Community
- 70. About @Jon_Ferrara • Jon is a Relationship Management entrepreneur who helped create the CRM market with his company GoldMine. • He is also a noted speaker on Social Sales and Marketing. His most recent venture is Nimble.com, a leading social relationship manager. • He has recently been recognized on Forbes as one of the Top 10 Social Salespeople In The World and The Top 10 Social Chief Executive Officers (CEOs) on Twitter @Jon_Ferrara @nimble #SocialSelling
- 74. Social Relationships Made Easy™ @Jon_Ferrara - CEO & Founder - Nimble, Inc.
- 75. 5 Signs You Just May Be Ready For a New
- 76. @Jon_Ferrara - CEO & Founder - Nimble, Inc. End of Deck
- 77. •Social Selling Made Easy™ Twitter @Jon_Ferrara | CEO Nimble, Inc. Renaissance In Relationships And Evolution of Sales Enablement
Editor's Notes
- Personal Branding and the Future Of Corporate Marketing? We are all responsible for our own personal brands and we are market ourselves every day via our actions and our words. Whether we work for a company or as an individual we all market ourselves. And now, in the digital-social-media-age, our personal brands are public record. You are your brand and you need to care for your brand on a daily basis. I’ve been able to create my own personal brand as someone who is knowledgeable and experienced in the fields of Customer Relationship Management, Entrepreneurship, Social Media Marketing, Branding. “Your Brand is What People Say About You When You’re Not in the Room. “Jeff Bezos CEO of Amazon says Building your personal brand vs. building your company brand? To me they are often one and the same – your personal brand and your company’s brand. Whether you’re working for someone or yourself, you are, in essence, an ambassador of that brand. You always need to be cognizant that everything you do – be it online or off, is a representation of said brand to a large extent. Today, a company’s brand is built on the promise it makes and the customer experience journey it’s customer has which in many cases, the entire team affects the brand.
- Remember that relationships are built on trust. I never ping or reach out in order to selfishly take from people: I always reach out and meet up in person so we can enjoy each other’s company. The one thing I am thinking when I am pinging is always “How can I add value to this person’s life?“ Be authentic, add value – and nurture your network now, so that they’ll want to help you when a mutually beneficial opportunity arises. Your Professional Net-Worth is the Value of your Personal Brand + the Quality of your Professional Network
- Remember that relationships are built on trust. I never ping or reach out in order to selfishly take from people: I always reach out and meet up in person so we can enjoy each other’s company. The one thing I am thinking when I am pinging is always “How can I add value to this person’s life?“ Be authentic, add value – and nurture your network now, so that they’ll want to help you when a mutually beneficial opportunity arises. Your Professional Net-Worth is the Value of your Personal Brand + the Quality of your Professional Network
- In the old days we built relationships by going and meeting people in their offices. Looking at their walls, finding areas of commonality and sharing them to develop intimacy and trust. It’s only after establishing this that they will open up about their business issues which as a professional you can start helping them solve them. For so many people we are forgetting the power of personal touch and communications. Email and social channels proliferate and actual face to face connections in real life, phone, video chats and hand written notes are becoming less common. The other day I met someone I had conversed with on the phone and social a number of times but it wasn't until we met in person that a conversation happened in which we really got to know each other. It resulted in a huge business opportunity for Nimble.
- The ways we communicate has exploded all over the place and I wonder if it will slow down. We need to be able to listen and engage on the channels our customers are communicating on.
- This is just the first wave of change. The full extent has not even begun to be felt.
- Most people are still on the sidelines looking in at best.
- Those of us that have dove into the social river sometimes feel overwhelmed.
- We are all trying to find our own unique personal voice.
- Personal Branding and the Future Of Corporate Marketing? We are all responsible for our own personal brands and we are market ourselves every day via our actions and our words. Whether we work for a company or as an individual we all market ourselves. And now, in the digital-social-media-age, our personal brands are public record. You are your brand and you need to care for your brand on a daily basis. I’ve been able to create my own personal brand as someone who is knowledgeable and experienced in the fields of Customer Relationship Management, Entrepreneurship, Social Media Marketing, Branding. “Your Brand is What People Say About You When You’re Not in the Room. “Jeff Bezos CEO of Amazon says Building your personal brand vs. building your company brand? To me they are often one and the same – your personal brand and your company’s brand. Whether you’re working for someone or yourself, you are, in essence, an ambassador of that brand. You always need to be cognizant that everything you do – be it online or off, is a representation of said brand to a large extent. Today, a company’s brand is built on the promise it makes and the customer experience journey it’s customer has which in many cases, the entire team affects the brand.
- Personal Branding and the Future Of Corporate Marketing? We are all responsible for our own personal brands and we are market ourselves every day via our actions and our words. Whether we work for a company or as an individual we all market ourselves. And now, in the digital-social-media-age, our personal brands are public record. You are your brand and you need to care for your brand on a daily basis. I’ve been able to create my own personal brand as someone who is knowledgeable and experienced in the fields of Customer Relationship Management, Entrepreneurship, Social Media Marketing, Branding. “Your Brand is What People Say About You When You’re Not in the Room. “Jeff Bezos CEO of Amazon says Building your personal brand vs. building your company brand? To me they are often one and the same – your personal brand and your company’s brand. Whether you’re working for someone or yourself, you are, in essence, an ambassador of that brand. You always need to be cognizant that everything you do – be it online or off, is a representation of said brand to a large extent. Today, a company’s brand is built on the promise it makes and the customer experience journey it’s customer has which in many cases, the entire team affects the brand.
- Your market has already been disrupted. Through an unforgiving series of technology revolutions paired with an era of individual empowerment, your customers are not only more informed, their expectations have matured. The “C” change in consumerism has ushered in a genre of connected consumers. As a result, your customers are learning about you or your competitors differently. How they make decisions does not at all follow a linear path. How they are influenced and in turn influence others is profound in its reach and effect. What was once simplistic, or overly simplistic depending on your point of view, representation of a fluted customer journey is in fact much more dynamic and connected.
- Personal Branding and the Future Of Corporate Marketing? We are all responsible for our own personal brands and we are market ourselves every day via our actions and our words. Whether we work for a company or as an individual we all market ourselves. And now, in the digital-social-media-age, our personal brands are public record. You are your brand and you need to care for your brand on a daily basis. I’ve been able to create my own personal brand as someone who is knowledgeable and experienced in the fields of Customer Relationship Management, Entrepreneurship, Social Media Marketing, Branding. “Your Brand is What People Say About You When You’re Not in the Room. “Jeff Bezos CEO of Amazon says Building your personal brand vs. building your company brand? To me they are often one and the same – your personal brand and your company’s brand. Whether you’re working for someone or yourself, you are, in essence, an ambassador of that brand. You always need to be cognizant that everything you do – be it online or off, is a representation of said brand to a large extent. Today, a company’s brand is built on the promise it makes and the customer experience journey it’s customer has which in many cases, the entire team affects the brand.
- Traditional relationships, roles and leadership models are being challenged every day in our post industrial, social web enabled, information driven, people centric business world. Old approaches to managing employees, with their roots in the industrial society are not adequate for hyper-connected, socially aware employees. We need a new paradigm for getting things done and for empowering a new breed of employee that does not function well in a hierarchal, top down, highly controlled environment. This is a start anyway. This new social business model can, I believe, create a work environment that values the individual and increases employee productivity significantly with the correct balance of individual to corporate control. Striking that balance will no doubt take some experimentation and vary by industry and role but is critical in the emerging social business culture. It is not sufficient to only address the social customer in this new model, the new interaction models span customers, employees, suppliers and partners. You can't, IMHO expect to change corporate culture around customer engagement if you can't first create an environment for the social employee.
- We have to find a way to manage these channels efficiently, don’t we? -- so we don’t start our days fretting. We have to find a productive way to work, and to me that place to start is to become an organism with everyone on one team. We’ve got to get rid of departments, because they work against the efficiency of the team.
- I’d like to start this talk by taking a look at the big picture of what has happened in social business (aka CRM) in recent history So in the recent past, CRM as we knew it was transactional databases -- because management didn’t trust Sales -- It was basically a software ball-and-chain for people. It was about running reports. The whole idea was sales tracking, it wasn’t really about customers. You had the modules: the “service module, the “marketing module,” and the “sales module,” and they didn’t communicate with each other --
- I’d like to start this talk by taking a look at the big picture of what has happened in social business (aka CRM) in recent history So in the recent past, CRM as we knew it was transactional databases -- because management didn’t trust Sales -- It was basically a software ball-and-chain for people. It was about running reports. The whole idea was sales tracking, it wasn’t really about customers. You had the modules: the “service module, the “marketing module,” and the “sales module,” and they didn’t communicate with each other --
- I’d like to start this talk by taking a look at the big picture of what has happened in social business (aka CRM) in recent history So in the recent past, CRM as we knew it was transactional databases -- because management didn’t trust Sales -- It was basically a software ball-and-chain for people. It was about running reports. The whole idea was sales tracking, it wasn’t really about customers. You had the modules: the “service module, the “marketing module,” and the “sales module,” and they didn’t communicate with each other --
- I’d like to start this talk by taking a look at the big picture of what has happened in social business (aka CRM) in recent history So in the recent past, CRM as we knew it was transactional databases -- because management didn’t trust Sales -- It was basically a software ball-and-chain for people. It was about running reports. The whole idea was sales tracking, it wasn’t really about customers. You had the modules: the “service module, the “marketing module,” and the “sales module,” and they didn’t communicate with each other --
- Personal Branding and the Future Of Corporate Marketing? We are all responsible for our own personal brands and we are market ourselves every day via our actions and our words. Whether we work for a company or as an individual we all market ourselves. And now, in the digital-social-media-age, our personal brands are public record. You are your brand and you need to care for your brand on a daily basis. I’ve been able to create my own personal brand as someone who is knowledgeable and experienced in the fields of Customer Relationship Management, Entrepreneurship, Social Media Marketing, Branding. “Your Brand is What People Say About You When You’re Not in the Room. “Jeff Bezos CEO of Amazon says Building your personal brand vs. building your company brand? To me they are often one and the same – your personal brand and your company’s brand. Whether you’re working for someone or yourself, you are, in essence, an ambassador of that brand. You always need to be cognizant that everything you do – be it online or off, is a representation of said brand to a large extent. Today, a company’s brand is built on the promise it makes and the customer experience journey it’s customer has which in many cases, the entire team affects the brand.
- Your market has already been disrupted. Through an unforgiving series of technology revolutions paired with an era of individual empowerment, your customers are not only more informed, their expectations have matured. The “C” change in consumerism has ushered in a genre of connected consumers. As a result, your customers are learning about you or your competitors differently. How they make decisions does not at all follow a linear path. How they are influenced and in turn influence others is profound in its reach and effect. What was once simplistic, or overly simplistic depending on your point of view, representation of a fluted customer journey is in fact much more dynamic and connected.
- So my wife was building a garden.... and she wanted it to be self sustaining. The plants she selected attracted the right ecosystem -- insects and birds -- that created a self-sustaining environment. She brought them in and nurtured them and encouraged them to thrive. It’s the same with business, people attract the right people, nurture them, and that model can be the foundation of a garden that gets more established and valuable each year. NOW COMES THE BIG ENDING -- sort of a “kumbaya” ending -- just leave the garden slide up through to the end You know, I talk all the time about how important relationships are. They are important, but ultimately it’s not even about the relationship. The relationship is a means to an end -- and that end goal is about serving, about helping each other. That’s what we are wired to do. That’s what these smart kids are saying when they say they want to “change the world” with their startups. I think they might just be on to something -- that it might be possible, with all the great things that are happening -- with all the great tools that are available -- it might be possible to find a way to merge our personal lives and our business lives. To create revenue AND to do good. To profit AND have happy employees. To create a more mutually beneficial future. To create a better world.
- I’d like to start this talk by taking a look at the big picture of what has happened in social business (aka CRM) in recent history So in the recent past, CRM as we knew it was transactional databases -- because management didn’t trust Sales -- It was basically a software ball-and-chain for people. It was about running reports. The whole idea was sales tracking, it wasn’t really about customers. You had the modules: the “service module, the “marketing module,” and the “sales module,” and they didn’t communicate with each other --