Sales Intelligence and Social Media


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Overview of InsideView as a sales intelligence application that adds more value than using pure data and marketing lists to drive revenue. also some information that we train on with leveraging social media for sales teams.

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  • InsideView has the opportunity to become a company as large and successful as Bloomberg. By aggregating financial data and news, and analyzing to make traders more productive, Bloomberg terminals command a premium value in the market. Their value is the ability to draw intelligence out of big data. As the early market leader, they have built a $7B business with 30%+ Net Income. We have the opportunity to develop similar value in the Business Information market,which is just as large, or potentially larger, and exhibits many of the same characteristics. … One trend that is driving the adoption in enterprises is the advent of social crm
  • 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
  • It shouldn ’t be news to you that customers have disconnected from the traditional sales and marketing communications. The revolution against interruption based marketing is almost complete and in order to survive businesses need to adapt to the new customer 2.0.
  • This may seem like marketing data but its really a call to action for sales teams. People are using social media as a primary tool for getting information on products and services. If from a search in Twitter or a deeper conversation in a LinkedIn group or forum, people are not asking companies for information, they are asking their peers, other customers and trusted advisors.
  • It ’s time to realize that your prospects and customers are connecting and talking to each other more than you know. Learn to be a part of these conversations .
  • The first online profile you should focus on is LinkedIn. Stop thinking of it as a profile only updated when you are looking for a job. Your LI profile is being looked at by 60% or more of the people you come in contact with. Make sure your profile is updated, professional and an excellent example of YOU . I could talk for an hour on ways to enhance your LinkedIn profile but the most important points you should focus on are headline – Photo - websites - work history and summary .
  • Sales Intelligence and Social Media

    1. 1. Sales Intelligence & Social Selling @ kokasexton
    2. 2. Other | SLIDE :
    3. 3. The High Value of Intelligent Aggregation Finance Rates & Bonds Timely Information Indispensable to Customers <ul><li>Intelligent Aggregation of Multiple Data Streams </li></ul><ul><li>Analytics that Extract Tailored Relevance </li></ul><ul><li>Focus on Productivity through Technology (not Data) </li></ul>Business The WHO, WHAT and WHEN of Sales WHERE You Need It Most
    4. 4. How does InsideView do this? | SLIDE : BROWSER MOBILE CRM InsideView Creates Intelligence from Data Trigger Event Analysis Connection Analysis Entity Triangulation Natural Language Processing SOCIAL MEDIA & NETWORKS: LinkedIn, Facebook, Twitter, Blogs, etc. TRADITIONAL MEDIA & SOURCES: Company & Contact Data, News, etc.
    5. 5. How does InsideView do it? | SLIDE : Find & Qualify Leads Engage & Convert Opportunities Renew & Upsell Customers News Social Media Connections Company Info
    6. 6. InsideView’s Impact | SLIDE : Find & Qualify Leads Engage & Convert Opportunities Renew & Upsell Customers <ul><li>Competitive Info </li></ul><ul><li>Find & research competitors </li></ul><ul><li>Monitor activities & news </li></ul><ul><li>Presence in accounts </li></ul><ul><li>Lead Generation </li></ul><ul><li>Find by market, company, contact, social profile </li></ul><ul><li>Merge with CRM </li></ul><ul><li>Lead Enrichment </li></ul><ul><li>Deep contact information </li></ul><ul><li>Social profile & activity </li></ul><ul><li>Enhance info in your CRM </li></ul><ul><li>Prospecting </li></ul><ul><li>Use real-time triggers </li></ul><ul><li>Social identity & activity </li></ul><ul><li>Explore common connections </li></ul><ul><li>Pre-Call Research </li></ul><ul><li>Common connections </li></ul><ul><li>Deep company & contact info </li></ul><ul><li>News and social activity </li></ul><ul><li>Contract Negotiation </li></ul><ul><li>Identify key individuals </li></ul><ul><li>Deep profile on individuals </li></ul><ul><li>Real-time triggers on events </li></ul><ul><li>Relationship Building </li></ul><ul><li>Identify key individuals </li></ul><ul><li>Social Identity & Activity </li></ul><ul><li>Use common connections </li></ul><ul><li>Renewal </li></ul><ul><li>Real-time business triggers </li></ul><ul><li>Insight into social activities </li></ul><ul><li>Track info with CRM data </li></ul><ul><li>Upsell </li></ul><ul><li>Company structure info </li></ul><ul><li>Real-time business triggers </li></ul><ul><li>Insight into social activities </li></ul>
    7. 7. Data vs. Intelligence – CSO Insights Assuming $1M Quota, Intelligence vs. Data => $110k/Rep Improvement
    8. 8. INTELLIGENCE Social Selling Essential #1: Contact Data vs. Intelligence DATA
    9. 9. Social Selling Essential #1: Company Data vs. Intelligence DATA INTELLIGENCE
    10. 10. Impacting the Entire Customer Relationship for great ROI 50% decrease in research time 22->70 New Opportunities/Rep/Month Improved selling to C-level Increase Avg. Contract Value by 460% Find & Qualify Leads Engage & Convert Opportunities Renew & Upsell Customers
    11. 11. 4 Steps for Social Selling in B2B <ul><li>Listening </li></ul><ul><li>Trigger Events </li></ul><ul><li>Empowering sales </li></ul><ul><li>Leverage B2B Social Networks </li></ul>SLIDE :
    12. 12. time level of buyer activity “ I’m just downloading stuff” “ We have a project” “ We’ve made a decision ” “ I’m just browsing” “ We’ve shortlisted vendors” awareness consideration purchase online “ 70% of the B2B buying process happens online” SiriusDecisions Inc.
    13. 13. Customer 2.0 has tuned out all of your yelling by Orange_Beard
    14. 14. SLIDE : There are 7 Times more web pages on the internet than people on the planet.
    15. 15. SLIDE : #1 Listen to your sales territory
    16. 16. SLIDE :
    17. 17. #2 Look for the Sales Triggers SLIDE :
    18. 18. | SLIDE : B2B Customers are using social media to make buying decisions. Sales teams need to be engaged to find these prospects.
    19. 19. SLIDE : When you can spot an opportunity while it ’s still a blip, you have the knowledge to act.
    20. 20. <ul><li>“ 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 </li></ul>| SLIDE :
    21. 21. SLIDE : #3 Empower Sales to be Super .
    22. 22. SLIDE : Engage in communities that discuss topics and issues that you can help with. Share information that your prospects and customers want.
    23. 23. SLIDE : Sales Can Add Value and Build a Pipeline Using Social Media
    24. 24. #4
    25. 25. | SLIDE : Customize headline Add Websites Add Twitter Add Photo The 5 Most Important Items to Update Customize link
    26. 26. SLIDE : Knowing who viewed your profile is an opportunity to find new customers. Who is looking at you?
    27. 27. | SLIDE : Get More From InsideView
    28. 28. | SLIDE : Download our latest guide.
    29. 29. Thank You [email_address] @kokasexton