Social Media Drives Sales - Customer 2.0


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How social selling drives revenue and sales productivity.

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Social Media Drives Sales - Customer 2.0

  1. 1. “ InsideView is on the leading edge of bringing practical mash-ups into the enterprise that can help the sales and marketing teams achieve their goals. ” Sue Aldrich Analyst for the Sales 2.0: Patricia Seybold Group “ Social networking is finding Tap Into Social Media to Drive its way into the sales department, as…an automated prospecting Enterprise Sales Results tool. SalesView helps sales “It’s not what you know, but who you know.” teams identify leads and target customers. ” You’ve heard that old phrase countless times, no doubt – and it continues to be true for Laurie Flynn many aspects of business relationships even today. However with social data finding New York Times its way into sales departments, a new version of this old business adage is becoming an even bigger truism: it is no longer just who you know that will make business deals happen but “what you know about who you know” along with “when and where you should know it.” As the amount of data available on the Internet has exploded, magnified by increased convergence of previously disparate “professional” and “personal” sources, so too has the need for sales to be able to harness this data to gain a competitive edge and grow top line revenue. However, traditional business information services don’t do anywhere near enough to help sales professionals sort through potential deals and dealmakers. Subscription databases and list building services can give you facts, data and news, but the filtering they provide is rarely enough to help you identify the most relevant prospects for sales and business development activities. Search engines? Though they are pretty good at finding basic business information quickly, they cannot scale to build a powerful business intelligence service. Social networks at least can help you identify specific people in trusted relationships, but they rarely expose their current business activities or needs.
  2. 2. “ InsideView provides an intelligent Maintaining these “parallel universes” of social media for personal relationship solution that enables both high- information and of business information services for news, data and research just end selling through connection doesn’t work for today’s sales professional. It is time-consuming to say the least and analysis, especially with C-level oftentimes results in missed opportunities even when you have the right executives, and volume selling by relationships and the right products. The key to solving this problem is combining reducing preparation time the best enterprise information sources with the best insights from social for calls. ” relationships and get the resulting intelligence where you need it most – within the Customer Relationship Management (CRM) applications that your sales people live Alex Saleh Vice President, Sales Operations, and breathe in. The solution is a new generation of Sales Intelligence applications SuccessFactors based on Sales 2.0 technology. SucceSSFactorS reSultS So, how exactly does Sales 2.0 technology help sales identify the right opportunities • Reduced pre-call preparation at the right time and determine the right people to contact? How does this unique time and increased call readiness approach enable sales and marketing collaboration to drive productivity? And, • Improved high-end selling most importantly, how does it help you close more deals in this increasingly more through connections to C-level connected world? executives • Increased relevancy of customer Know Thy Prospect interactions based on alerts on Let’s start at the beginning of a typical sales cycle with list building and prospecting key business events efforts and discover how Sales 2.0 technology can help you every step of the way. At this stage, the objective is identifying companies where you will have a high likelihood of sales success, getting to know their business – and doing all of this quickly so you spend less time researching and more time selling! Challenge: • Create targeted lists for prospecting • Accelerate research and qualification process Solution: • Simplified List Building: Sales 2.0-based Sales Intelligence applications aggregate executive profiles from multiple sources – including social networks – and identify relationships that are critical to selling at all levels of an organization. Now you can quickly build accurate lists on your target accounts from the CEO and board members down to line-of-business directors and managers. • Automated Prospecting: No more traditional contact database searches! Standardize the prospect identification process by letting your Sales Intelligence application connect the dots for you with automated relationship discovery and mapping across both traditional, subscription- based data providers and Web 2.0 social medial sources. Salespeople can now connect and engage with only the most targeted, sales-ready prospects.
  3. 3. “ Of the leads that are generated... Thanks to Sales 2.0 technology, you now have access to real-time insights from we’re finding that our sales force thousands of content sources, including Thomson Reuters, Capital IQ, Jigsaw, is closing about 25% of those Facebook, Twitter and LinkedIn, delivered right into your CRM application. The opportunities... a 100% intelligence delivered within CRM mash-ups can save some serious research and improvement on other lead prospecting time. Focusing only on timely, relevant information also helps sales and generation methods we’ve used. ” marketing build high-quality targeted prospect lists. James Zagelmeyer EVP of Advantage, Inc. Timing is Everything Once you identify the right companies and the right contacts within those aDVaNtaGe, INc. reSultS companies, the next step is determining the right time to contact them. Timely • Significantly improved the quality actions on key trigger events – i.e. changes within or outside your target company and number of sales leads that can create the perfect opening for your products or services – can help you get • Converted 50% of leads to in the door and close the deal. actual opportunities • Increased overall close rate from 10% to 50% Challenge: • Experienced 100% adoption by • Effective account planning sales team • Long sales cycles • Visibility into pipeline performance Solution: • Complete, Fresh Intelligence for Account Planning: Trigger events can play a very significant role in your sales strategy. With a Sales Intelligence mash-up in your CRM solution, you will be alerted on relevant personal, professional and corporate data automatically. Alerts on key business events in your target accounts, such leadership changes, new product offerings, acquisitions, expanding operations, and litigation – all delivered directly into your CRM application – will help you drive a successful and informed sales strategy. • Improved Sales Efficiency: Sales 2.0 applications are designed to mash- up seamlessly with existing sales processes and applications, enabling consolidation of multiple sales tools into one powerful application. Sales people can now easily build a single dashboard that provides visibility into key events, insights, and relationships across all of their prospects and customers. The breadth of the information sources and the freshness of the data delivered by this new generation of Sales Intelligence applications will give you and your sales team timely insights into your prospect base. While conventional tools produce too many irrelevant results and miss too many critical events, Sales 2.0 applications spot the best opportunities and supply just the intelligence you need to act on opportunities immediately to accelerate the sales cycle.
  4. 4. “ The kind of mash-up envisioned Making the Most of Your CRM by InsideView affords CRM Investment for the Sales Professional users huge gains in productivity Most sales organizations are in various stages of CRM implementations; by consolidating all key data however, user adoption has often been driven by compulsory edicts from senior elements into one application or management, rather than a satisfying user experience for its intended user: the sales portal, as opposed to making person. Lack of regular use by the entire sales organization often leads to issues with users search multiple sources data accuracy and challenges with operational data management. The key is turning and pulling all that information the CRM application from a sales management tool into a selling tool to encourage together manually. ” broad adoption and use. Mark Corley Senior Director of CRM Channel Challenge: Strategy, Microsoft • CRM adoption • Account information management & accuracy Solution: “ InsideView has contributed greatly • From a Sales Management tool to a Selling tool: Sales 2.0 applications are to our revenue, transaction and by definition designed to mash-up seamlessly with existing sales processes pipeline growth over the past year, and applications – and deliver relevant, actionable information right at the with 200% increase in call volume, point of need. They allow users to transparently access fresh and complete 240% increase in transactions and sales intelligence from within their CRM environment and easily move data nearly 1000% increase in between the two. customers contacted! ” • Improved Operational Data Management and Accuracy: Sales Intelligence Kevin Kern applications based on Sales 2.0 technology can capture business insights in Vice President of Worldwide Sales, real time from thousands of structured and unstructured content sources Innotas and deliver this customer intelligence within the existing CRM framework. The resulting mash-up improves operational data management and accuracy – and takes away any ambiguities from account ownership. Sales 2.0 applications provide significant value to many stakeholders across sales and marketing throughout the sales cycle. Designed with the convergence of sales and marketing processes in mind, they institutionalize a collaborative and repeatable work flow to drive sales productivity – automating prospecting, accelerating sales cycles, and ultimately, resulting in more closed deals.
  5. 5. About InsideView InsideView is a Sales 2.0 leader, bringing intelligence gained from social media and traditional editorial sources to the enterprise to increase sales productivity and velocity. InsideView’s award-winning sales intelligence solution, SalesView, continuously aggregates and analyzes relevant executive and corporate data from thousands of content sources to uncover new sales opportunities. SalesView delivers this intelligence natively within CRMs and mobile devices for optimum usability. The San Francisco-headquartered company was founded in 2005 and is venture-backed by Emergence Capital Partners, Rembrandt Venture Partners and Greenhouse Capital Partners. InsideView’s products are used by more than 15,000 sales professionals and 1,700 companies worldwide, including Adobe, BMC, CapGemini, IBM, Polycom, and VMWare. InsideView’s CRM partners include, SugarCRM, NetSuite, Microsoft, and Oracle. For more information, visit 444 De Haro Street, Suite 210 San Francisco, California 94107 Main: (415) 728-9340 Fax: (415) 728-9350 rev 1009