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.

1. Social Selling: The ROI For Your Team
Flexing Sugar Platform

2. Christopher Lamb
IBM Program Director, Social CRM
chrislam@us.ibm.com,
Twitter: chrisscottlamb
3/18/2022 ©2012 SugarCRM Inc. All rights reserved. 2

3. Tweet: #SCON12
Agenda
 Your Sales Team
 Social Selling
 ROI Methodology
 How to get started?
 Questions
3/18/2022 ©2012 SugarCRM Inc. All rights reserved. 3
#ibmsocialbiz

4. Tweet: #SCON12 © 2011 IBM Corporation
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 don't help them sell
 Wasting time on leads that don't 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 customers

5. Tweet: #SCON12 © 2011 IBM Corporation
Reach
Spend more time
with customers
Discover
Understand their
customers better
than the
competition
Act
Focus on
opportunities
that create the
most profit
Engage
Know experts across
the organization who
help him close deals
Characteristics of Top Sales People

6. Tweet: #SCON12
Agenda
 Your Sales Team
 Social Selling
 ROI Methodology
 How to get started?
 Questions
3/18/2022 ©2012 SugarCRM Inc. All rights reserved. 6

7. Tweet: #SCON12 © 2011 IBM Corporation
Focus on management Focus on selling
Create a team of top performers with Social Selling

8. 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

9. Tweet: #SCON12
3/18/2022 ©2012 SugarCRM Inc. All rights reserved. 9
Reach - Spend more time with customers
Collaborate with customers remotely with a rich set of social tools

10. Tweet: #SCON12 © 2011 IBM Corporation
Engage - Apply expertise from across the organization
Easy access to experts so you get customer questions answered

11. Tweet: #SCON12 © 2011 IBM Corporation
Engage - Apply expertise from across the organization
Leverage recommended communities and sales content

12. Tweet: #SCON12 © 2011 IBM Corporation
Engage - Apply expertise from across the organization
Re-use best practices from other teams

13. Tweet: #SCON12 © 2011 IBM Corporation
Discover - Understand your customers better than the
competition
Know what customers are talking about and what they like
and don't like through sentiment analysis of social data

14. Tweet: #SCON12 © 2011 IBM Corporation
Act - Focus on accounts and opportunities that
create the most profit
Use predictive analytic models to focus on right deals and
recommend the best products and pricing

15. Tweet: #SCON12
IBM and SugarCRM Social Selling Software Components
Capabilities
Integration
Access

16. Tweet: #SCON12
Agenda
 Your Sales Team
 Social Selling
 ROI Methodology
 How to get started?
 Questions
3/18/2022 ©2012 SugarCRM Inc. All rights reserved. 16

17. Tweet: #SCON12
3/18/2022 ©2012 SugarCRM Inc. All rights reserved. 17
Business Value Assessment
 Consultative approach to calculating ROI
 Four steps
Day in the life demonstration
Fact gathering
Assumptions
Math

18. Tweet: #SCON12
3/18/2022 ©2012 SugarCRM Inc. All rights reserved. 18
Day in the life demonstration

19. Tweet: #SCON12
3/18/2022 ©2012 SugarCRM Inc. All rights reserved. 19
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
investments
10%
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 data

20. Tweet: #SCON12
3/18/2022 ©2012 SugarCRM Inc. All rights reserved. 20
Assumptions
Your team makes the assumptions after seeing the demo
You decide if time saving results in increase revenue or costs savings
Example Technology Firm
Time saved/deal finding information about the
account during progression cycle
20 min
Time saved/deal finding experts and content during
proposal cycle
20 min
Time saved/deal finding experts and content during
post proposal cycle
30 min
Time saved per deal re-using a best practices template 45 min
Time saved per deal by collaboratively creating new
content
30 min
Adoption rates Varies by year

21. Tweet: #SCON12 Source: McKinsey: How Companies are Benefitting from Web 2.0, 2009
Survey of 1900+ large firms in all industries
Validate Assumptions
 Past Business Value Assessments
 Surveys by analysts firms

22. Tweet: #SCON12
3/18/2022 ©2012 SugarCRM Inc. All rights reserved. 22
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%
($200,000)
($100,000)
$0
$100,000
$200,000
$300,000
$400,000
Year 1 Year 2 Year 3 Year 4
Cashflow and Breakeven

23. Tweet: #SCON12
Agenda
 Your Sales Team
 Social Selling
 ROI Methodology
 How to get started?
 Questions
3/18/2022 ©2012 SugarCRM Inc. All rights reserved. 23

24. © 2011 IBM Corporation
Different starting points for Social Selling
Maximize Reach with
your customers
•IBM SmartCloud Engage
•IBM Customer
Experience Suite
Discover insights
about your customers
•IBM Cognos Consumer
Insight
Act on opportunities that
create the most profit
•IBM Cognos Business
Intelligence
•IBM® SPSS® Decision
Management
Engage expertise
across the organization
•IBM Connections
•IBM Sametime
Link to more info on Social Selling

25. Tweet: #SCON12 © 2011 IBM Corporation
Christopher Lamb,
IBM Program Director, Social CRM
chrislam@us.ibm.com,
Twitter: @chrisscottlamb
Thank You

26. 3/18/2022 ©2012 SugarCRM Inc. All rights reserved. 26
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

27. 3/18/2022 ©2012 SugarCRM Inc. All rights reserved. 27
#SCON12