The document discusses using social selling and sales intelligence tools to improve sales team performance. It describes how social selling can help salespeople find qualified leads, accelerate deals, and close more business. Implementing social selling and sales intelligence solutions was shown to increase win rates for companies. Concur, a travel and expense management company, struggled with SMB sales due to lack of qualified leads and ineffective processes. A pilot program using social selling and sales intelligence helped Concur salespeople reduce time spent on research and focus on engaging prospects.

1. Managing Your Team to Higher Quotas
With Social Selling
March 23, 2011

2. Today’s Speakers
Andrew Gaffney Greg Brush Mike D’Onofrio
Editor/Publisher Vice President Senior Director SMB
DemandGen Report Sales and Customer Sales
Success Concur
InsideView
| SLIDE :2

3. About DemandGen Report
§
Launched
in
April
2007
to
track
best
prac7ces
in
lead
genera7on,
lead
management
§
Newsle=er
has
grown
to
more
than
25,000
readers
§
We
also
offer
a
menu
of
research
and
best
prac7ces
reports

4. Welcome Webinar Attendees
Your GoToWebinar Attendee Viewer is made of 2 parts:
Type your question
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5. For Your Consideration
• 100 Million…Members Now On LinkedIn
• 71%...of BtoB Inquires Will Be Web-Driven By 2015
• 61%...of BtoB marketers indicated they plan to
increase their use of public social networks as a tactic
• 59%...of buyers engaged with peers who addressed
the challenge
• 41%...of buyers followed discussions to learn more
about topic before making a a buying decision
| SLIDE :5

6. Social Selling
A Brief
Greg Brush
Vice President
Sales and Customer
Overview
Success
InsideView
| SLIDE :6

7. Customer Buying Behavior is Changing!
Customer 1.0 Customer 2.0
“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
| SLIDE :7

8. Sales Professionals Are Overwhelmed
SMB and Enterprise
Sales
| SLIDE :8

9. The Three Key Steps For Social Selling
LINKEDIN CONNECTION TARGET COMPANY
Kendall Collins Salesforce.com
Listen Former Director of Chief Marketing Officer
Now Works at
Marketing
Connect Siebel Systems
Engage
REFERENCE CUSTOMER TARGET COMPANY
James W. Breyer Dell, Inc.
Director Also Works at (Independent Director)
Model N, Inc.
TEAM PREVIOUS EMPLOYER TARGET COMPANY
William H. Gray III Michael S. Dell
Board Chairman of the Board
Former Director of Directors
HP Enterprise Chief Executive Officer
DELL
Services, LLC.
| SLIDE :9

10. Finding, Accelerating, and Closing Deals With Social
Selling
Smart Connections – Identify entry points
My Employer Target Company
Gerald S. Casilli Xactly Corporation
Board Member - Also Works at (Board Member)
InsideView
Team Previous Employer Target Company
Cory Ayres Xactly Corporation
Former, Salesforce.com Now Works at Director, Corp Sales
Daily Summary Alert
Acquisitions Connection via Greg Volm
Xactly, Inc – Xactly to Acquire Centive
Xactly Corporation today announced it has acquired the
Lowell, MA-based company Centive to become the
software industry s largest ….
Smart Agents – Delivered via Email
Smart Records – Close the loop
| SLIDE :10

11. Impacting the Entire Revenue Funnel
Lead
Lead
Opportunity
Renewals
Genera7on
Qualifica7on
Management
and
Up-­‐selling
22-­‐>70
New
Improved
Increase
Avg.
50%
decrease
in
I
N
T
E
L
L
I
G
E
N
C
E
Opportuni7es/ selling
to
C-­‐ Contract
Value
research
7me
Rep/Month
• Business Event Monitoring (Press, Social60%
level
by
4 Media)
• Social Media Profiles
• Connection Mapping
D
A
T
A

12. Exceptional ROI
Win Rates
(2,000 Companies Studied)
52%
50% 50.8%
48%
46%
45.9%
44%
43.4%
42%
40%
No Tools Sales Data Sales
Intelligence
Assuming
$1M
Quota,
Intelligence
vs.
Data
=>
11%
Revenue
improvement

13. Managing
Sales at
Mike D’Onofrio
Senior Director SMB
Sales
Concur
Concur
| SLIDE :13

14. Concur
and
InsideView
Mike
D’Onofrio
Senior
Director,
SMB
Sales

15. What does Concur do?
We enable organizations to control
costs by automating the processes
they use to manage employee
spending

16. Concur Fast Facts
Leader in integrated Started as an on-
travel and expense premise solution in
management solutions 1994
SaaS solution 10,000+ customers in
introduced in 2000 more than 90 countries
CNQR: $292M FY10
1,400 employees
annual revenues
© 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc.

17. Manual
P rocesses
l ike
T ravel
B ooking
a nd
E xpense
ReporCng
a re
I nefficient
&
L abor
I ntensive
Travel Booked In Compliance? Upgrade?
Travel
Changes?
Receipts Gathered
Manager Review
Mailroom Mailed to Office Manually Forwarded
Checks/Payment
Audited in AP Scheduled Manually Signed
Match up?
Manually Keyed Checks Printed/
Data Entry to Bank
Check Received!
Mailroom Mailed
© 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc.
Concur Copyright © 2008

18. Technology:
W e’ve
C ome
a
L ong
W ay
with
T ravel
a nd
E xpense
Before
Complete and Submit Reimbursement
Book Trip Expense Report Audit Reporting
Managers AP, Managers,
AP Executives
End-Users
After Online travel booking tool
E-receipts
Auto-populated expenses
T&E access on mobile device
Pro-active policy enforcement
Now: one end-to-end process
© 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc.

19. A
M obile
A pplicaCon
t hat
S aves
T ime
a nd
M oney
Available
o n
t hese
I ndustry-­‐Leading
P laOorms
© 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc.

20. Great
SoluCons
For
Clients
Manufacturing
Banking
Software
Media &
Entertainment
© 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc.

21. Sales
OrganizaCon
Structure
§ North
America
§ Global/
Enterprise-­‐
6000
Employees+
§ NaConal/
Large
Markets-­‐
500-­‐6000
§ SMB
§ 50-­‐
500;
Virtual
and
Field
§ 1-­‐50
On
line
§ EMEA
and
APAC
© 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc.

22. The
Challenge
§ Transform
a
Primarily
Up
Market
Focused
ORG
and
Sales
Culture
to
SMB
§ Speed
and
Scale
§ Focused
on
Market
Share-­‐
New
Client
AcquisiCon-­‐
Lots
of
them!
§ Relevant
Process,
Methodology,
Tools
and
Training
§ Enable
Efficiencies
along
with
increased
EffecCveness;
many
deals
sCll
have
mulCple
consCtuencies
§ Put
in
Place
a
FoundaCon
to
Grow
SMB-­‐
Revenues,
Market
Share
and
Headcount
© 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc.

23. State
of
the
Business-­‐
2/1/10
Key
Performance
Indicators
§
<
2
Deals
per
Rep
Per
Quarter
§
125
Day
Sales
Cycles
§
New
Hire
Run
Rates
at
30%
of
Full
Year
Plan
in
the
first
12
months
§
25%
of
New
Business
Team
>
100%
© 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc.

24. Underlying
Issues
§ Lack
of
Qualified
Leads
§ Under
Developed
New
Territories-­‐
Expansion
§ IneffecCve
MarkeCng
to
new
Territories
including
outbound
effort
by
MarkeCng
and
MDRs
§ IneffecCve
at
early
stages
in
the
sales
process
§ Poor
Data
with
LimitaCons
on
EffecCve
Market
IdenCficaCon
§ Cumbersome
approach
to
call
readiness,
account
planning
and
decision
structures
§ Tough
New
Hire
Process
(Building
Territories,
IdenCfying
Targets,
Cumbersome/
Disconnected
Tools
and
Processes
© 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc.

25. The
Pilot
§ Pre
Quotes:
“As
a
new
hire
I
spent
2-­‐3
hours
a
day
going
into
SF.com
and
trying
to
get
valid
data;
jumping
over
to
hoovers,
website,
press
releases,
key
contact
research,
“it
could
take
2-­‐3
hours
a
day
to
research
10
accounts”
“As
an
MDR-­‐
more
than
½
of
a
day
was
research,
a
minimum
of
5
hours
a
day”
§ Pilot
§ 6
Direct
Sales
§ 3
Pre
Sales
§ 3
Sales
Leaders
§ Mid
Market-­‐
50-­‐499
Ees
§ Rollout-­‐
60+
Seats
across
MDRs,
MM
and
some
Large
Markets
© 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc.

26. SoluCon
HolisCc
Approach;
MarkeCng,
Territories,
Sales
Process,
Training/
On
Boarding,
Price
and
Packaging….
to
name
a
few
§ Revamp
the
Sales
Process,
Approach
and
Tools
for
SMB
§ Adopted
Tools
and
Methodologies
that
enabled:
§
SALES
Efficiency
and
EffecCveness
§ At
the
Pre
QualificaCon
(MDR)
and
Sales
Rep
stage
§ Supported
a
Sales
2.0
approach;
“MQL/SQL”
§ Provided
Leadership
with
Tools
to
IdenCfy
Markets,
Develop
Territories
and
Improve
Account
Management
§ Increased
Usage
and
Data
Integrity
in
SF.com
§ accelerated
sales
cycles
and
increased
new
unit
sales
© 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc.

27. How
InsideView
Helped
§ MDRs-­‐
Pre
Sales
§ Front
Line
Lead
Gen
Team
achieved
dramaCc
improvements
in
quality
of
leads
and
data
passed
to
Sales
§ Direct
Sales
Team
§ Improvement
in
Territory
Development
and
Target
Lists
§ New
Hire
ProducCvity-­‐
geong
off
to
a
quick
start
§ Increased
First
Call
EffecCveness
and
Overall
Account
Planning
§ Sales
Leadership
§ Common
Language
and
Process
§ Simplified
the
Account
Review
Process
§ Increased
the
number
of
reviews
done
per
quarter
§ Improved
Territory
Equity
and
allowed
for
Increased
Headcount
as
appropriate
© 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc.

28. Improving
Sales
and
MarkeCng
Alignment
§ MarkeCng
Team
§ Ability
to
idenCfy
VerCcal
Markets
and
Key
Contacts
for
Campaigns
§ Work
with
the
sales
leadership
team
on
Key
Markets
and
VerCcals
§ Execute
Campaigns
quickly
and
usually
at
lower
cost
compared
with
previous
list
buy
§ Sales
Leadership
§ Improved
EffecCveness
in
Territory
CreaCon
and
Adding
Rep
Headcount
§ Used
a
balanced
approach
in
FY
11
to
Territory
CreaCon
§ Increased
the
number
and
effecCveness
of
Key
Account
Sessions
by
using
InsideView
and
WebEx
§ Easily
idenCfied
LinkedIn
ConnecCons
§ MarkeCng
Lead
Pre-­‐QualificaCon
§ Set
Up
Watch
lists
on
Top
50
Target
Lists
§ Improved
Pre
Call
Planning
on
all
Web
and
Partner
Leads
§ Increased
Profile
Scores
on
Target
Accounts
by
50%
© 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc.

29. Results
§ 190%
Increase
in
Y
o
Y
Performance
§ 2x
Increase
in
Number
of
new
Deals
§ 3x
increase
in
Reps
>
100%
§ 3x
Increase
in
New
Hire
ProducCvity
§ 10%
improvement
in
Close
Rates
§ Cut
Sales
Cycle
Times
by
50%
© 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc.

30. Panel Discussion: Managing Teams To Higher Quotas
With Social Selling
1. Impacting Sales Productivity
2. Tools & Technologies
3. What Metrics and Results To Track
4. How to Implement Social Selling?
5. Ensuring Sales & Marketing Alignment
| SLIDE :30

31. Q&A
Type your question
here

32. THANK YOU