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Using Social Media Monitoring tools to drive sales
- 1. YOUR DATA WITHDESTINYUsing SOCIALMEDIAMONITORING tools to improve the Sales CycleNITIN KHANDELWAL , ALI OMIDVAR, ANAND SIVAKUMAR
- 2. Web Analytics GenerationOneDATA
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- 5. Web Analytics GenerationTwoDATASOCIALMEDIA MONITORINGTOOLSINSIGHTS
- 6. AGENDAWhat can SMMdo?Impact onSales-CycleCase StudiesRisks /RecommendationsFutureof SMM
- 7. Extraction of SocialLinksHUBBRIDGEOUTLIER
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- 11. Gauging Brand EquityAllowsAccount Managers, Sales managers and the Sales force respond to sentiments formed in crucial social networks. Such responses also create also serve as more valid testimonials to the brand’s performance.Helps the sales team anticipate other problems that can be solved by their product or service based on the social chatter. They can also anticipate objections that they may encounter during a sales call. Shows geographical locations where positive sentiments prevail.
- 12. Customer ProfilingHobbies: LikesBird-watchingName, age, Geographic LocationCurrently searching for:2 door sedans , Electric Vehicles, DSLR camerasActive Blogger , leaves comments on only 3 blog rollsLoyal to Brands: APPLE, Kenneth ColeNegative impressions towards: Microsoft, Armani, Gap4700 Twitter followers : HUB status in Neuro-linguistic programming
- 13. Hot-Spots: Online AddressMostActive on:Less Active on:
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- 15. Case Study 1:Enabling Retail-Channels forEA SportsSMM Software
- 16. Case Study 1:Enabling Retail-Channels forEA Sports
- 17. Case Study 2:Software VendorWEBSMM ToolCRM Software ManufactureUser shows interest in CRM software
- 18. Case Study 2:Software VendorChatter about CRMSMM ToolCRM Software ManufactureCRMCRMCRMCRMCRMCRMCRMCRM
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- 20. Risk and Recommendation#1Next generationSMMRisk2nd generationSMM tools are still in a state of infancy1st generationRecommendation Use these tools in collaboration with other tools
- 21. Second levelanalysis – Insights rather than ReportsCurrent State
- 22. Risk and Recommendation#2RiskNo standards for SMM tools yet Always monitor data relative to each other
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- 24. Risk and Recommendation#3RiskDifferent GlobesRecommendationAnalyse data/information in the context
- 25. Different architecture of data centers may spew incorrect geographical informationFuture TrendsNext generationSMMData for business’s sake – Creating experiments in the social sphere2nd generationValidation of sales channel structureDetermining the solution sequence1st generationConsolidation of data – Data points like twitter and facebook allow futher data leverage
Editor's Notes
- #8 HUBS: Thought leaders, Bloggers, Twitter –ers with mass following over a certain topic etc. ; Hubs sway popular opinion ( perhaps in a particular market, industry or topic)BRIDGES: Bridges connect hubs across various networks. They are generally people who build on a certain idea for a different audience etc. Example : Re-tweetersOUTLIERS: These connections are so far from the hubs and bridges that they either cannot be swayed (over an opinion) or they form their own opinions.
- #11 Allows Account Managers, Sales managers and the Sales force respond to sentiments formed in crucial social networks. Such responses create sentiments that can later serve as more valid testimonials to the brand’s performanceDetermine geographical location where positive sentiments prevailHelps the sales team anticpiate problems that can be solved by their product or service based on the social chatter. THey are also in a better situation to anticipate and handle objections that they may encounter during a sales call.
- #12 Allows Account Managers, Sales managers and the Sales force respond to sentiments formed in crucial social networks. Such responses create sentiments that can later serve as more valid testimonials to the brand’s performanceDetermine geographical location where positive sentiments prevailHelps the sales team anticpiate problems that can be solved by their product or service based on the social chatter. THey are also in a better situation to anticipate and handle objections that they may encounter during a sales call.
- #16 It represents product/service flow from manufacturer to consumer. Based on chatter about products/services manufacture can help Distributors in increasing saels
- #17 Manufacturer can help distributer mainly in three areas: Trainings:Marketing:Geographical Preferences
- #18 In this case study, we are explaining how a software vendor can get sales leads using SMM tools. Let’s say a user of social media shows interest in CRM software. (S)he may start discussion about CRM software on any one or more social media sites. SMM tool will capture that interest and s/w manufacturer will get to know about this potential customer whom he can convert in a client.
- #19 Another way SMM tool can help is helping sales manager in organizing sales force. SMM tools provides the volume of chatter also. More chatter in any region regarding initial enquiry of CRM s/w means more people are interested in buy CRM software which implies sales manger should has more sales rep in that area. Similarly it can help in solving of a problem which is becoming major problem as most of the clients are facing the same problem
- #20 With lots of advantages SMM tools are real asset to company, though there are some risks associated with SMM tool and it proper care has not been taken they may hurt business.
- #23 Different globes = we can divide earth in different regions based on different criteria: culture, political, economicalEach region is unique and same criteria to set up SMM tools’ functionality can not be used in all regions. Sales manger needs to consider special characteristics of each region to monitor chatter in that region.
- #25 Currently there are around 15-20 companies providing SMM tools as this industry will mature M&A will happen and few companies will left which will also make standardization easy.