Drive Revenue with Social CRM
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How to turn social media conversations into sales leads. In today’s business climate, you can’t afford not to be using every tool at your disposal to gain a competitive edge. If your customers are talking about you or your competitors, it’s likely through social media. So how can you use your social media presence to leverage the online chatter about your brand? Buyers have changed how they buy – and this has deep implications for both sales and marketing within your organisation. ‘Social CRM’ provides a platform to help you to better understand your customers, create opportunities and foster on-going engagement. This seminar, showed how Social CRM can put your business ahead. So you can walk away with practical knowledge and glean valuable information that will help your sales team win more deals.
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Drive Revenue with Social CRM
- 1. Drive More Revenue with Social CRM #SocialCRMRevenue Bruce Rasmussen (@bruceras) Managing Director, Carpe Diem Consulting Steven Foster (@FozzyNZ) CRM Product Manager, Intergen
- 2. Our Agenda The Buyer Sales Triggers Sales Workloads Social CRM in Practice
- 3. Outcomes & Objectives #SocialCRMRevenue
- 4. Why are we here? ■ Social media buzz ✓ Sell more stuff ✓ Greater certainty ✓ Less cost ✓ Less risk Social CRM Seminar
- 5. Buyer 2.0 #SocialCRMRevenue
- 6. Who is Buyer 2.0? ■ Time poor ■ Risk averse ■ New knowledge expectations ■ Relating differently ■ Want advice – not ready made solutions ■ Involve more people Copyright © 2012 Bruce Ian Rasmussen Social CRM Seminar
- 7. No. 1 source of trusted advice Social CRM Seminar
- 10. TYPICAL GENERIC SALES PROCESS Suspect Prospect Engage Qualify Propose Defend Close Choice of 3 Choice of 2 LATE Engagement – buyer contacts us SEO, content, social media EARLY Engagement – buyer finds us even if they’re not looking for us How can we shatter the Status Quo? Status Search Frame Talk to Start Calm Quo around problem & peers & engaging shattered problem solution experts provider TYPICAL BUYER’S JOURNEY Copyright © 2012 Bruce Ian Rasmussen
- 11. Sales Triggers #SocialCRMRevenue
- 12. Moving the buyer from “calm” to “loss of status quo”
- 13. Key sales triggers 1 2 3 Bad experience with Awareness of need Change or current supplier to change – to avoid transition within a problem company Social CRM Seminar
- 14. Sales Preparation #SocialCRMRevenue
- 15. Social media in sales workloads ■ SEARCH to identify new opportunities & prospects ■ LEVERAGE networks to be introduced to new prospects ■ RESEARCH prior to meeting a prospect ■ TRACK prospects & customers to identify opportunities ■ PUBLISH content of interest to display expertise ■ MONITOR job/role changes to identify sales triggers ■ MONITOR competitors ■ LEVERAGE networks and communities Copyright © 2012 Bruce Ian Rasmussen Social CRM Seminar
- 16. Social media in sales workloads ■ SEARCH to identify new opportunities & prospects Copyright © 2012 Bruce Ian Rasmussen Social CRM Seminar
- 19. Social media in sales workloads ■ SEARCH to identify new opportunities & prospects ■ LEVERAGE networks to be introduced to new prospects Copyright © 2012 Bruce Ian Rasmussen Social CRM Seminar
- 21. Social media in sales workloads ■ SEARCH to identify new opportunities & prospects ■ LEVERAGE networks to be introduced to new prospects ■ RESEARCH prior to meeting a prospect Copyright © 2012 Bruce Ian Rasmussen Social CRM Seminar
- 23. Social media in sales workloads ■ SEARCH to identify new opportunities & prospects ■ LEVERAGE networks to be introduced to new prospects ■ RESEARCH prior to meeting a prospect ■ TRACK prospects & customers to identify opportunities ■ PUBLISH content of interest to display expertise Copyright © 2012 Bruce Ian Rasmussen Social CRM Seminar
- 28. Social media in sales workloads ■ SEARCH to identify new opportunities & prospects ■ LEVERAGE networks to be introduced to new prospects ■ RESEARCH prior to meeting a prospect ■ TRACK prospects & customers to identify opportunities ■ PUBLISH content of interest to display expertise ■ MONITOR job/role changes to identify sales triggers Copyright © 2012 Bruce Ian Rasmussen Social CRM Seminar
- 30. Social CRM in Practice #SocialCRMRevenue
- 31. So what might this look like, practically? Leverage Social Discovery in your CRM Monitor Social Activity Enabling Internal Social Conversations Social CRM Seminar
- 41. So what might this look like, practically? Leverage Social Discovery in your CRM Monitor Social Activity Enabling Internal Social Conversations Social CRM Seminar
- 46. So what might this look like, practically? Leverage Social Discovery in your CRM Monitor Social Activity Enabling Internal Social Conversations Social CRM Seminar
- 49. Tools that were demonstrated today Social CRM Seminar
- 50. To Receive Further Handouts, Book a 1-1 Consultation, Receive Australasian B2B Social Media Research bit.ly/SCRMrequest
- 51. Drive More Revenue with Social CRM #SocialCRMRevenue Bruce Rasmussen (@bruceras) Managing Director, Carpe Diem Consulting Steven Foster (@FozzyNZ) CRM Product Manager, Intergen