tapping into social media for sales with insideview
DESCRIPTION
Tapping into Social Media for Sales Empowerment and ProductivityTRANSCRIPT
How to Tap into Social Media to Drive Enterprise Sales Results
Umberto MillettiFounder and CEO
Agenda
• Using Social Media To Drive Sales Productivity
• Stories From The Trenches
• Social Media For Marketing Productivity
| SLIDE :2
"... 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 :3
Customer 1.0 Customer 2.0
Customer Behavior is Changing!
| SLIDE :4
“Social selling allows an average sales person to become a top performer… in a way that was only accessible to the top sales guard in the past.”
AXEL SCHULZEBlog : What is Social Selling?
Connect
+Engage
=Listen
Social Selling: A New Approach to Engage the Customer
Sales
Staying Relevant is Becoming Overwhelming!
InsideView increases sales productivity by delivering relevant business and social insights when and where you need them.
What We Do
My Employer Target CompanyGerald S. CasilliBoard Member -
InsideView
Also Works atXactly Corporation
(Board Member)
Team Previous Employer Target Company
Cory AyresFormer, Salesforce.com Now Works at
Xactly CorporationDirector, Corp Sales
Connection via Greg Volm
Smart Connections – Identify entry points
Cory AyresDirector of Corporate Sales
Xactly Corporation35 S. Market Street
San Jose, California 95113Corp. Phone: 1-(408)-977-3132
Corp. Fax: 1-(408)-977-1261
Email: [email protected]
More Info: Search Google / Search Jigsaw / Search
Smart Records – Close the loop
Daily Summary AlertAcquisitions
Xactly, Inc – Xactly to Acquire CentiveXactly Corporation today announced it has acquired the
Lowell, MA-based company Centive to become the software industry’s largest ….
Smart Agents – Delivered via Email
Engage at the Right Time with the Right Message
STANDARD AGENTS
MERGERS & ACQUISITIONSLEADERSHIP CHANGES
MARKET EVENTSCURRENT INITIATIVES
BUSINESS CHALLENGESNEW REGULATIONS
COMPLIANCE REQUIREMENTSCOMPETITOR EVENTS
Expanding Operations
Granite Const.– Wins 29M Govt Expansion Contract
Mexico...Granite Construction Incorporated (NYSE: GVA | PowerRating Financed by the American...TradingMarkets -
Jul 28, 08:32 PDT
Funding Developments
Zynga – Zynga receive additional $75M in funding
Leadership Changes
Taleo says CFO to resignCFO Katy Murray announced intention
to resign on October 1 or until successor is appointed
Competitor Events
Onesource to be sold to private equity firm – future in doubt…
BUSINESS INSIGHTS
| SLIDE :9
Listen To Your CustomersGet Relevant and Timely Business Insights
Stay Relevant With Your ProspectsGet 360° View of Their Social Profiles
Co-workers
Reference Customers
Previous Employers
Connect With The Right PeopleUse Your Existing and Hidden Relationships
| SLIDE :12
Optimized Interface For Sales Productivity | Seamless Integration | Within Accounts, Leads, Contacts, & Opportunities
SalesView Mashup For
Oracle CRM OnDemand
InsideView for Oracle CRM On Demand
MARKETING INSIDE SALES FIELD SALES
✔ More high quality leads
✔ Shorter sales cycles
✔ Improved win rates
✔ Increased account revenue
✔ Higher renewal rates
✔ Faster pre-call research
✔ Better lead conversion rates
LeadGeneration
Lead Qualification
Opportunity Management
Up-sell &Cross-sell
ME
TR
ICS
SALES LEADERSHIP
✔ Higher sales productivity
✔ Faster ramp-up for new hires
✔ Greater CRM adoption
| SLIDE :14
Increase Productivity: Across the Revenue Cycle
| SLIDE :15
M I D - S I Z E
E N T E R P R I S E
S M B
600+ Customers / 30,000 End-Users
YEAR-OVER-YEAR PERFORMANCE
Reps Achieving Quota Revenue Win/Loss Rate Lead Conversion Rate
Source: Peter Ostrow, Aberdeen Group, October 2009 (n:422 Companies)
| SLIDE :16
InsideView Users Are More Productive
17
| SLIDE :17
200% year-over-year increase in call volume240% year-over-year increase in transactions
30% increase in productive reps3X increase in prospect attendance in field events
Reduced pre-call preparation time by 1-2 hours per day per rep Improved high-end selling through connections to C-suite
12% increase in pipeline over initial 6 month deployment320+% ROI due to additional deals closed
Increasing Customer Productivity
Stories From The Trenches
Mark CampbellRegional ManagerCRM Application
Sales
Deb WestmanDirector Sales
Operations
“SalesView has increased lead gen productivity by 3x in terms of call volumes as well as opportunities generated. On-boarding SalesView has been the easiest thing we’ve done, with respect to sales applications.”
• CHALLENGES– Gathering account and contact intelligence quickly– Cost of getting sales data for all sales reps– Integration with CRM
• SOLUTION– SalesView for Oracle CRM On Demand
• RESULTS– 3x increase in rep productivity (call quantity)– 3x increase in opportunity generation– On-boarding in just minutes
- Deb WestmanDirector Business Services Operations
Experian Marketing Services
Case Study:
“SalesView significantly accelerates account research with one-stop-shop access to prospect data and enables more relevant customer engagement with alerts on compelling business events.”
• CHALLENGES– Improving account intelligence– Better alignment between inside & outside sales
• SOLUTION– SalesView for Oracle CRM On Demand
• RESULTS– Accelerated account research– More impactful customer interactions drive deals forward
“SalesView is easy-to-demo and critical for prospecting”
- Michelle Coolican
Business Development Manager
Oracle Health Sciences Global Business Unit
- Christina LangoneSales Representative
Oracle CRM OnDemand
Case Study:
• Defining Productivity
• Individual Rep Productivity
• Productivity Across Sales Teams
• Using Social Media
| SLIDE :21
Key Topics
Social Media For Marketing Productivity
Sundeep ParsaDirector Product Management
Oracle
| SLIDE :23
The Sales & Marketing DivideLack of Intelligence Limits Marketing Productivity
Scoring based on
data
NameEmail
Paid ListsInbound Inquiries
$$$ • Expensive lists with inaccurate contact information
• Nurturing and scoring based only on user behavior
• Limited lead intelligence
Nurturing based on
data
Marketing Qualified Leads ≠ Sales Qualified Leads
| SLIDE :24
InsideView Marketing IntelligenceBusiness and Social Insights to Increase Marketing Productivity
Paid ListsInbound Inquiries
$$$
Scoring based on
intelligence
Nurturing based on
intelligence
DEMOGRAPHICS ENRICHED WITH SOCIAL PROFILES
NameTitleEmailPhone
RelationshipsWork History
Interests
Address
Biography
BUSINESS INSIGHTS
New Regulation
New Initiatives
Leadership Changes
Funding Developments
Expanding Operations
Marketing Qualified Leads = Sales Qualified Leads
| SLIDE :25
Identify New Opportunities | Revive Passive Opportunities | Tighter Sales and Marketing Alignment
InsideView PowersOracle Marketing
On Demand
InsideView Marketing IntelligenceBusiness Insights Trigger Event-Based Campaigns
