SlideShare une entreprise Scribd logo
1  sur  21
Télécharger pour lire hors ligne
Relationships Matter
Rob Begg, VP Marketing @rbegg
Relationships Rule.

          It’s been core to sales
          since the beginning.

          We hire for it.
          We train for it.
          We buy tools to manage it.


Relationships Matter.
Relationships Create:
                        Competitive Differentiation
                        In competitive industries with closely positioned
                        product, price and customer experience, relationships
                        matter.

                        Expanded Markets
                        Your addressable market isn’t who you could sell to it’s
                        who you can reach.

                        Higher Rep Productivity
                        Less time spent prospecting and more time with qualified
                        connections means better sales results.

                        Better Results
                        Use existing strong relationships to focus the buying
                        journey on decisions.
Relationships Matter.
We Invest Heavily


            Social         CRM    Data      Hiring




Relationships Matter.
But is it working?



Relationships Matter.
With all of the channels of connection
                  is selling getting easier?

                         Does social REALLY make
                           an impact for sales?

                        How are businesses managing
                             and hiring for this?


Relationships Matter.
So we asked people like you.
              Introhive commissioned a survey of:
              •    Sales and Sales Managers
              •    In companies of over 250 employees
              •    All B2B
              •    Some field and some inside
              •    Throughout the stages of their career

              The survey was done by
              http://www.visioncritical.com/ in February 2013


Relationships Matter.
Explored 6 Themes

                 Compared to          How has social
                  three years       media affected your      How has social
               ago, how effective    ability to find new   media affected your
               would you say cold     prospects and        sales productivity?
                calling is now?      potential buyers?




                                       How does your
                What are the most                            What are the
                                        organization
                important sources                            most valuable
                                     currently manage
                  you rely on to                            characteristics
                                        the value of
                  research new                               when you are
                                    relationships with
                  prospects and                            considering a new
                                      those outside of
                   customers.                                 sales hire?
                                    your organization?




Relationships Matter.
Cold Calling Is Still Dead.

                              believe cold
                              calling is less
                    35%       effective now than
                              it was 3 years ago.



Relationships Matter.
Cold Calling Is Still Dead.


                              said it was neither
                    29%       more nor less
                              effective than 3 years.



Relationships Matter.
Cold Calling Is Still Dead.


                              said it hasn’t
                    64%       improved.



Relationships Matter.
And some don’t know.


                           didn’t know if it was
                    64%    effective or not.

                           Seriously.


Relationships Matter.
What about social media?


                         of respondents said that
                         social media has had no
            55%          effect on their sales
                         efforts at all.




Relationships Matter.
What about social media?


                         of our respondents
                         said social media has had
            77%          no effect on the speed at
                         which they close deals.




Relationships Matter.
What about social research?

                 Less than 15% said they
                bothered with LinkedIn and
              only about 6% said they looked
                 a company up on Twitter.


Relationships Matter.
So where are they going?
                47% of sales professionals told us
                        they talked to fellow employees.

                        31% said they were talking to
              friends and family as one of their most
                        important sources.


Relationships Matter.
What about technology to
                  manage relationships?


                              just use CRM.
                        75%   That’s good!




Relationships Matter.
And it matters when they hire.

                        67% of respondents said a
                    potential hire’s existing
               relationships were an important
              or very important consideration in
                      the hiring process.


Relationships Matter.
So what are the takeaways?
                         At best prospecting is stagnant and
                         worse it’s dead.

                         Social has huge promise but results
                         and adoption in sales needs
                         improvement.

                         We turn to colleagues and friends for
                         introductions and intelligence.

                         • But we only manage it via CRM.

                         We want connected reps.


Relationships Matter.
We believe in a Relationship Revolution

                            Organizations will unlock relationships.
                            Turn a sea of data intro warm introductions
                            and real insight.

                            Uncover and map the relationships with
                            customers. Discover true indicators of
                            customer success and opportunity.

                            Hire and reward based on connectedness.
                            Proactively hire for relationship coverage and
                            include the whole company.

                            Arm sales with tools that solve these
                            problems. Bring together CRM, social and
                            data to understand relationships.



Relationships Matter.
We’d Love to Connect

                LinkedIn – Introhive
                Twitter – @Introhive
                Facebook – Introhive

                Email – info@introhive.com

                Request a Demo - http://pages.introhive.com/freedemo




Relationships Matter.

Contenu connexe

Tendances

Profit from your profile with profile 2 0 - April 2013
Profit from your profile with profile 2 0 - April 2013Profit from your profile with profile 2 0 - April 2013
Profit from your profile with profile 2 0 - April 2013LinkedIn
 
Want to Kill Your Performance Rankings? Here’s How to Ensure Success
Want to Kill Your Performance Rankings? Here’s How to Ensure SuccessWant to Kill Your Performance Rankings? Here’s How to Ensure Success
Want to Kill Your Performance Rankings? Here’s How to Ensure SuccessStrategy&, a member of the PwC network
 
Linked in e-book_7_ways_sales_professionals_drive_revenue_with_social selling
Linked in e-book_7_ways_sales_professionals_drive_revenue_with_social sellingLinked in e-book_7_ways_sales_professionals_drive_revenue_with_social selling
Linked in e-book_7_ways_sales_professionals_drive_revenue_with_social sellingSascha Ambrose
 
7 Ways To Drive Revenue with Linkedin
7 Ways To Drive Revenue with Linkedin 7 Ways To Drive Revenue with Linkedin
7 Ways To Drive Revenue with Linkedin Jill Sida
 
Anz ceo encouraging employees to use linked in
Anz ceo encouraging employees to use linked inAnz ceo encouraging employees to use linked in
Anz ceo encouraging employees to use linked inAlvin Kan
 
Data Duo Orrstown Bank
Data Duo Orrstown BankData Duo Orrstown Bank
Data Duo Orrstown BankBen Wallace
 
Reputation: How it is built and maintained, and the role of PR - A report by ...
Reputation: How it is built and maintained, and the role of PR - A report by ...Reputation: How it is built and maintained, and the role of PR - A report by ...
Reputation: How it is built and maintained, and the role of PR - A report by ...Ashraf Engineer
 
The 7 whiteboard sessions every social media strategist needs to have in 2012
The 7 whiteboard sessions every social media strategist needs to have in 2012The 7 whiteboard sessions every social media strategist needs to have in 2012
The 7 whiteboard sessions every social media strategist needs to have in 2012Valentin Vesa
 
Эффективность social business (исследование Jive)
Эффективность social business (исследование Jive)Эффективность social business (исследование Jive)
Эффективность social business (исследование Jive)Andrei Kamarouski
 
Social business software survey results
Social business software survey resultsSocial business software survey results
Social business software survey resultsWilco Turnhout
 
LinkedIn Whitepaper: How Sales Teams Can Build Pipeline Faster
LinkedIn Whitepaper: How Sales Teams Can Build Pipeline FasterLinkedIn Whitepaper: How Sales Teams Can Build Pipeline Faster
LinkedIn Whitepaper: How Sales Teams Can Build Pipeline FasterRobert Koehler
 
4 Psychological Principles to Build Strong Business Relationships
4 Psychological Principles to Build Strong Business Relationships4 Psychological Principles to Build Strong Business Relationships
4 Psychological Principles to Build Strong Business RelationshipsCureo
 
Unconnected Employee Hurts Your Business-ContactsCount.com
Unconnected Employee Hurts Your Business-ContactsCount.comUnconnected Employee Hurts Your Business-ContactsCount.com
Unconnected Employee Hurts Your Business-ContactsCount.comSidarttha Bezbora
 
Trust Equation Campaign Playbook and Checklist - Email Outreach and Sales Fo...
Trust Equation Campaign Playbook and Checklist -  Email Outreach and Sales Fo...Trust Equation Campaign Playbook and Checklist -  Email Outreach and Sales Fo...
Trust Equation Campaign Playbook and Checklist - Email Outreach and Sales Fo...Connect 365
 
Data Decay: Why Your CRM Data SUCKS
Data Decay: Why Your CRM Data SUCKSData Decay: Why Your CRM Data SUCKS
Data Decay: Why Your CRM Data SUCKSRingLead
 
The Communicator's Guide to Research, Analysis, and Evaluation
The Communicator's Guide to Research, Analysis, and EvaluationThe Communicator's Guide to Research, Analysis, and Evaluation
The Communicator's Guide to Research, Analysis, and EvaluationOlivia Kresic
 

Tendances (20)

Profit from your profile with profile 2 0 - April 2013
Profit from your profile with profile 2 0 - April 2013Profit from your profile with profile 2 0 - April 2013
Profit from your profile with profile 2 0 - April 2013
 
Want to Kill Your Performance Rankings? Here’s How to Ensure Success
Want to Kill Your Performance Rankings? Here’s How to Ensure SuccessWant to Kill Your Performance Rankings? Here’s How to Ensure Success
Want to Kill Your Performance Rankings? Here’s How to Ensure Success
 
Engaging From the Top: A Leader’s Role
Engaging From the Top: A Leader’s RoleEngaging From the Top: A Leader’s Role
Engaging From the Top: A Leader’s Role
 
Linked in e-book_7_ways_sales_professionals_drive_revenue_with_social selling
Linked in e-book_7_ways_sales_professionals_drive_revenue_with_social sellingLinked in e-book_7_ways_sales_professionals_drive_revenue_with_social selling
Linked in e-book_7_ways_sales_professionals_drive_revenue_with_social selling
 
7 Ways To Drive Revenue with Linkedin
7 Ways To Drive Revenue with Linkedin 7 Ways To Drive Revenue with Linkedin
7 Ways To Drive Revenue with Linkedin
 
Anz ceo encouraging employees to use linked in
Anz ceo encouraging employees to use linked inAnz ceo encouraging employees to use linked in
Anz ceo encouraging employees to use linked in
 
Second Annual Study of Advisory Success
Second Annual Study of Advisory SuccessSecond Annual Study of Advisory Success
Second Annual Study of Advisory Success
 
Data Duo Orrstown Bank
Data Duo Orrstown BankData Duo Orrstown Bank
Data Duo Orrstown Bank
 
Reputation: How it is built and maintained, and the role of PR - A report by ...
Reputation: How it is built and maintained, and the role of PR - A report by ...Reputation: How it is built and maintained, and the role of PR - A report by ...
Reputation: How it is built and maintained, and the role of PR - A report by ...
 
The 7 whiteboard sessions every social media strategist needs to have in 2012
The 7 whiteboard sessions every social media strategist needs to have in 2012The 7 whiteboard sessions every social media strategist needs to have in 2012
The 7 whiteboard sessions every social media strategist needs to have in 2012
 
Эффективность social business (исследование Jive)
Эффективность social business (исследование Jive)Эффективность social business (исследование Jive)
Эффективность social business (исследование Jive)
 
Social business software survey results
Social business software survey resultsSocial business software survey results
Social business software survey results
 
LinkedIn Whitepaper: How Sales Teams Can Build Pipeline Faster
LinkedIn Whitepaper: How Sales Teams Can Build Pipeline FasterLinkedIn Whitepaper: How Sales Teams Can Build Pipeline Faster
LinkedIn Whitepaper: How Sales Teams Can Build Pipeline Faster
 
4 Psychological Principles to Build Strong Business Relationships
4 Psychological Principles to Build Strong Business Relationships4 Psychological Principles to Build Strong Business Relationships
4 Psychological Principles to Build Strong Business Relationships
 
Connecting work and productivity
Connecting work and productivityConnecting work and productivity
Connecting work and productivity
 
Unconnected Employee Hurts Your Business-ContactsCount.com
Unconnected Employee Hurts Your Business-ContactsCount.comUnconnected Employee Hurts Your Business-ContactsCount.com
Unconnected Employee Hurts Your Business-ContactsCount.com
 
Trust Equation Campaign Playbook and Checklist - Email Outreach and Sales Fo...
Trust Equation Campaign Playbook and Checklist -  Email Outreach and Sales Fo...Trust Equation Campaign Playbook and Checklist -  Email Outreach and Sales Fo...
Trust Equation Campaign Playbook and Checklist - Email Outreach and Sales Fo...
 
Data Decay: Why Your CRM Data SUCKS
Data Decay: Why Your CRM Data SUCKSData Decay: Why Your CRM Data SUCKS
Data Decay: Why Your CRM Data SUCKS
 
Business Strategy And Excellent Communication
Business Strategy And Excellent CommunicationBusiness Strategy And Excellent Communication
Business Strategy And Excellent Communication
 
The Communicator's Guide to Research, Analysis, and Evaluation
The Communicator's Guide to Research, Analysis, and EvaluationThe Communicator's Guide to Research, Analysis, and Evaluation
The Communicator's Guide to Research, Analysis, and Evaluation
 

En vedette

Sales Interview Presentation
Sales Interview PresentationSales Interview Presentation
Sales Interview PresentationNovin
 
INTERVIEW PRESENTATION
INTERVIEW PRESENTATIONINTERVIEW PRESENTATION
INTERVIEW PRESENTATIONAce Abdul
 
An interview presentation that lands senior-level jobs
An interview presentation that lands senior-level jobsAn interview presentation that lands senior-level jobs
An interview presentation that lands senior-level jobspsymar
 
Why Hire Me presentation
Why Hire Me presentationWhy Hire Me presentation
Why Hire Me presentationSteveWhite
 
Job interview slide show
Job interview slide showJob interview slide show
Job interview slide showlmcdonaldbe
 
20 Rules of Change Management in Organizations by Catherine Adenle
20 Rules of Change Management in Organizations by Catherine Adenle20 Rules of Change Management in Organizations by Catherine Adenle
20 Rules of Change Management in Organizations by Catherine AdenleCatherine Adenle
 

En vedette (6)

Sales Interview Presentation
Sales Interview PresentationSales Interview Presentation
Sales Interview Presentation
 
INTERVIEW PRESENTATION
INTERVIEW PRESENTATIONINTERVIEW PRESENTATION
INTERVIEW PRESENTATION
 
An interview presentation that lands senior-level jobs
An interview presentation that lands senior-level jobsAn interview presentation that lands senior-level jobs
An interview presentation that lands senior-level jobs
 
Why Hire Me presentation
Why Hire Me presentationWhy Hire Me presentation
Why Hire Me presentation
 
Job interview slide show
Job interview slide showJob interview slide show
Job interview slide show
 
20 Rules of Change Management in Organizations by Catherine Adenle
20 Rules of Change Management in Organizations by Catherine Adenle20 Rules of Change Management in Organizations by Catherine Adenle
20 Rules of Change Management in Organizations by Catherine Adenle
 

Similaire à Sales 2.0 Panel Presentation

Sales 2.0 panel introhive rob begg
Sales 2.0 panel introhive rob beggSales 2.0 panel introhive rob begg
Sales 2.0 panel introhive rob beggRob Begg
 
ConnectIn São Paulo 2015: Conecte-se. Transforme-se. Inspire-se. The Power o...
ConnectIn São Paulo 2015: Conecte-se. Transforme-se. Inspire-se.  The Power o...ConnectIn São Paulo 2015: Conecte-se. Transforme-se. Inspire-se.  The Power o...
ConnectIn São Paulo 2015: Conecte-se. Transforme-se. Inspire-se. The Power o...LinkedIn
 
How Top Sales Teams Leverage LinkedIn for Social Selling
How Top Sales Teams Leverage LinkedIn for Social SellingHow Top Sales Teams Leverage LinkedIn for Social Selling
How Top Sales Teams Leverage LinkedIn for Social SellingLinkedIn Sales Solutions
 
How to Move Your Team to Social Selling
How to Move Your Team to Social SellingHow to Move Your Team to Social Selling
How to Move Your Team to Social SellingJen Fiocca
 
Client Loyalty Reprint[1]
Client Loyalty Reprint[1]Client Loyalty Reprint[1]
Client Loyalty Reprint[1]marly_heidkamp
 
Context is King -- Building Meaningful Relationships with LinkedIn Followers
Context is King -- Building Meaningful Relationships with LinkedIn FollowersContext is King -- Building Meaningful Relationships with LinkedIn Followers
Context is King -- Building Meaningful Relationships with LinkedIn FollowersLinkedIn
 
The Role of Transparency & Authenticity in Building a Trusted Brand
The Role of Transparency & Authenticity in Building a Trusted BrandThe Role of Transparency & Authenticity in Building a Trusted Brand
The Role of Transparency & Authenticity in Building a Trusted Brandahadden
 
The Transformative Power of Talent Brand | Webcast
The Transformative Power of Talent Brand | WebcastThe Transformative Power of Talent Brand | Webcast
The Transformative Power of Talent Brand | WebcastLinkedIn Talent Solutions
 
Tranformational power of employer brand
Tranformational power of employer brandTranformational power of employer brand
Tranformational power of employer brandBarbara Gilleran
 
SearchLove Boston 2017 | Rhea Drysdale | Reputation Marketing Tactics to Driv...
SearchLove Boston 2017 | Rhea Drysdale | Reputation Marketing Tactics to Driv...SearchLove Boston 2017 | Rhea Drysdale | Reputation Marketing Tactics to Driv...
SearchLove Boston 2017 | Rhea Drysdale | Reputation Marketing Tactics to Driv...Distilled
 
Hanging by a thread: an opportunity for growth
Hanging by a thread: an opportunity for growthHanging by a thread: an opportunity for growth
Hanging by a thread: an opportunity for growthAndy Solty
 
How Uncertainty Can Be An Opportunity For Growth
How Uncertainty Can Be An Opportunity For GrowthHow Uncertainty Can Be An Opportunity For Growth
How Uncertainty Can Be An Opportunity For GrowthAlex Hisaka
 
Beyond Blogging: How B2B Tech Marketers Can Build Trust Through Content Marke...
Beyond Blogging: How B2B Tech Marketers Can Build Trust Through Content Marke...Beyond Blogging: How B2B Tech Marketers Can Build Trust Through Content Marke...
Beyond Blogging: How B2B Tech Marketers Can Build Trust Through Content Marke...Kiwi Creative
 
Sales for life social selling presentation final
Sales for life   social selling presentation finalSales for life   social selling presentation final
Sales for life social selling presentation finalJamie Shanks
 
The Power of LinkedIn - How it has Revolutionized my Sales Results
The Power of LinkedIn - How it has Revolutionized my Sales ResultsThe Power of LinkedIn - How it has Revolutionized my Sales Results
The Power of LinkedIn - How it has Revolutionized my Sales ResultsLarry Levine
 
At The End of every B is a C: B2B Customer Engagement with Paul Greenberg
At The End of every B is a C: B2B Customer Engagement with Paul GreenbergAt The End of every B is a C: B2B Customer Engagement with Paul Greenberg
At The End of every B is a C: B2B Customer Engagement with Paul GreenbergDale Roberts
 
The Future of the Client Agency Relationship - A presentation by Hall and Par...
The Future of the Client Agency Relationship - A presentation by Hall and Par...The Future of the Client Agency Relationship - A presentation by Hall and Par...
The Future of the Client Agency Relationship - A presentation by Hall and Par...The_IPA
 
Advisor success in social media white paper
Advisor success in social media white paperAdvisor success in social media white paper
Advisor success in social media white paperVictor Gaxiola
 

Similaire à Sales 2.0 Panel Presentation (20)

Sales 2.0 panel introhive rob begg
Sales 2.0 panel introhive rob beggSales 2.0 panel introhive rob begg
Sales 2.0 panel introhive rob begg
 
ConnectIn São Paulo 2015: Conecte-se. Transforme-se. Inspire-se. The Power o...
ConnectIn São Paulo 2015: Conecte-se. Transforme-se. Inspire-se.  The Power o...ConnectIn São Paulo 2015: Conecte-se. Transforme-se. Inspire-se.  The Power o...
ConnectIn São Paulo 2015: Conecte-se. Transforme-se. Inspire-se. The Power o...
 
How Top Sales Teams Leverage LinkedIn for Social Selling
How Top Sales Teams Leverage LinkedIn for Social SellingHow Top Sales Teams Leverage LinkedIn for Social Selling
How Top Sales Teams Leverage LinkedIn for Social Selling
 
How to Move Your Team to Social Selling
How to Move Your Team to Social SellingHow to Move Your Team to Social Selling
How to Move Your Team to Social Selling
 
Client Loyalty Reprint[1]
Client Loyalty Reprint[1]Client Loyalty Reprint[1]
Client Loyalty Reprint[1]
 
Context is King -- Building Meaningful Relationships with LinkedIn Followers
Context is King -- Building Meaningful Relationships with LinkedIn FollowersContext is King -- Building Meaningful Relationships with LinkedIn Followers
Context is King -- Building Meaningful Relationships with LinkedIn Followers
 
The Role of Transparency & Authenticity in Building a Trusted Brand
The Role of Transparency & Authenticity in Building a Trusted BrandThe Role of Transparency & Authenticity in Building a Trusted Brand
The Role of Transparency & Authenticity in Building a Trusted Brand
 
How to Move Your Team to Social Selling
How to Move Your Team to Social SellingHow to Move Your Team to Social Selling
How to Move Your Team to Social Selling
 
The Transformative Power of Talent Brand | Webcast
The Transformative Power of Talent Brand | WebcastThe Transformative Power of Talent Brand | Webcast
The Transformative Power of Talent Brand | Webcast
 
Tranformational power of employer brand
Tranformational power of employer brandTranformational power of employer brand
Tranformational power of employer brand
 
SearchLove Boston 2017 | Rhea Drysdale | Reputation Marketing Tactics to Driv...
SearchLove Boston 2017 | Rhea Drysdale | Reputation Marketing Tactics to Driv...SearchLove Boston 2017 | Rhea Drysdale | Reputation Marketing Tactics to Driv...
SearchLove Boston 2017 | Rhea Drysdale | Reputation Marketing Tactics to Driv...
 
Hanging by a thread: an opportunity for growth
Hanging by a thread: an opportunity for growthHanging by a thread: an opportunity for growth
Hanging by a thread: an opportunity for growth
 
How Uncertainty Can Be An Opportunity For Growth
How Uncertainty Can Be An Opportunity For GrowthHow Uncertainty Can Be An Opportunity For Growth
How Uncertainty Can Be An Opportunity For Growth
 
Beyond Blogging: How B2B Tech Marketers Can Build Trust Through Content Marke...
Beyond Blogging: How B2B Tech Marketers Can Build Trust Through Content Marke...Beyond Blogging: How B2B Tech Marketers Can Build Trust Through Content Marke...
Beyond Blogging: How B2B Tech Marketers Can Build Trust Through Content Marke...
 
Sales for life social selling presentation final
Sales for life   social selling presentation finalSales for life   social selling presentation final
Sales for life social selling presentation final
 
The Power of LinkedIn - How it has Revolutionized my Sales Results
The Power of LinkedIn - How it has Revolutionized my Sales ResultsThe Power of LinkedIn - How it has Revolutionized my Sales Results
The Power of LinkedIn - How it has Revolutionized my Sales Results
 
At The End of every B is a C: B2B Customer Engagement with Paul Greenberg
At The End of every B is a C: B2B Customer Engagement with Paul GreenbergAt The End of every B is a C: B2B Customer Engagement with Paul Greenberg
At The End of every B is a C: B2B Customer Engagement with Paul Greenberg
 
The Future of the Client Agency Relationship - A presentation by Hall and Par...
The Future of the Client Agency Relationship - A presentation by Hall and Par...The Future of the Client Agency Relationship - A presentation by Hall and Par...
The Future of the Client Agency Relationship - A presentation by Hall and Par...
 
Advisor success in social media white paper
Advisor success in social media white paperAdvisor success in social media white paper
Advisor success in social media white paper
 
Social media new trends
Social media new trendsSocial media new trends
Social media new trends
 

Dernier

Computer 10: Lesson 10 - Online Crimes and Hazards
Computer 10: Lesson 10 - Online Crimes and HazardsComputer 10: Lesson 10 - Online Crimes and Hazards
Computer 10: Lesson 10 - Online Crimes and HazardsSeth Reyes
 
Designing A Time bound resource download URL
Designing A Time bound resource download URLDesigning A Time bound resource download URL
Designing A Time bound resource download URLRuncy Oommen
 
UiPath Solutions Management Preview - Northern CA Chapter - March 22.pdf
UiPath Solutions Management Preview - Northern CA Chapter - March 22.pdfUiPath Solutions Management Preview - Northern CA Chapter - March 22.pdf
UiPath Solutions Management Preview - Northern CA Chapter - March 22.pdfDianaGray10
 
activity_diagram_combine_v4_20190827.pdfactivity_diagram_combine_v4_20190827.pdf
activity_diagram_combine_v4_20190827.pdfactivity_diagram_combine_v4_20190827.pdfactivity_diagram_combine_v4_20190827.pdfactivity_diagram_combine_v4_20190827.pdf
activity_diagram_combine_v4_20190827.pdfactivity_diagram_combine_v4_20190827.pdfJamie (Taka) Wang
 
Videogame localization & technology_ how to enhance the power of translation.pdf
Videogame localization & technology_ how to enhance the power of translation.pdfVideogame localization & technology_ how to enhance the power of translation.pdf
Videogame localization & technology_ how to enhance the power of translation.pdfinfogdgmi
 
VoIP Service and Marketing using Odoo and Asterisk PBX
VoIP Service and Marketing using Odoo and Asterisk PBXVoIP Service and Marketing using Odoo and Asterisk PBX
VoIP Service and Marketing using Odoo and Asterisk PBXTarek Kalaji
 
Comparing Sidecar-less Service Mesh from Cilium and Istio
Comparing Sidecar-less Service Mesh from Cilium and IstioComparing Sidecar-less Service Mesh from Cilium and Istio
Comparing Sidecar-less Service Mesh from Cilium and IstioChristian Posta
 
How Accurate are Carbon Emissions Projections?
How Accurate are Carbon Emissions Projections?How Accurate are Carbon Emissions Projections?
How Accurate are Carbon Emissions Projections?IES VE
 
IaC & GitOps in a Nutshell - a FridayInANuthshell Episode.pdf
IaC & GitOps in a Nutshell - a FridayInANuthshell Episode.pdfIaC & GitOps in a Nutshell - a FridayInANuthshell Episode.pdf
IaC & GitOps in a Nutshell - a FridayInANuthshell Episode.pdfDaniel Santiago Silva Capera
 
AI Fame Rush Review – Virtual Influencer Creation In Just Minutes
AI Fame Rush Review – Virtual Influencer Creation In Just MinutesAI Fame Rush Review – Virtual Influencer Creation In Just Minutes
AI Fame Rush Review – Virtual Influencer Creation In Just MinutesMd Hossain Ali
 
Machine Learning Model Validation (Aijun Zhang 2024).pdf
Machine Learning Model Validation (Aijun Zhang 2024).pdfMachine Learning Model Validation (Aijun Zhang 2024).pdf
Machine Learning Model Validation (Aijun Zhang 2024).pdfAijun Zhang
 
Salesforce Miami User Group Event - 1st Quarter 2024
Salesforce Miami User Group Event - 1st Quarter 2024Salesforce Miami User Group Event - 1st Quarter 2024
Salesforce Miami User Group Event - 1st Quarter 2024SkyPlanner
 
COMPUTER 10 Lesson 8 - Building a Website
COMPUTER 10 Lesson 8 - Building a WebsiteCOMPUTER 10 Lesson 8 - Building a Website
COMPUTER 10 Lesson 8 - Building a Websitedgelyza
 
UiPath Studio Web workshop series - Day 7
UiPath Studio Web workshop series - Day 7UiPath Studio Web workshop series - Day 7
UiPath Studio Web workshop series - Day 7DianaGray10
 
Linked Data in Production: Moving Beyond Ontologies
Linked Data in Production: Moving Beyond OntologiesLinked Data in Production: Moving Beyond Ontologies
Linked Data in Production: Moving Beyond OntologiesDavid Newbury
 
Introduction to Matsuo Laboratory (ENG).pptx
Introduction to Matsuo Laboratory (ENG).pptxIntroduction to Matsuo Laboratory (ENG).pptx
Introduction to Matsuo Laboratory (ENG).pptxMatsuo Lab
 
NIST Cybersecurity Framework (CSF) 2.0 Workshop
NIST Cybersecurity Framework (CSF) 2.0 WorkshopNIST Cybersecurity Framework (CSF) 2.0 Workshop
NIST Cybersecurity Framework (CSF) 2.0 WorkshopBachir Benyammi
 
Building Your Own AI Instance (TBLC AI )
Building Your Own AI Instance (TBLC AI )Building Your Own AI Instance (TBLC AI )
Building Your Own AI Instance (TBLC AI )Brian Pichman
 

Dernier (20)

Computer 10: Lesson 10 - Online Crimes and Hazards
Computer 10: Lesson 10 - Online Crimes and HazardsComputer 10: Lesson 10 - Online Crimes and Hazards
Computer 10: Lesson 10 - Online Crimes and Hazards
 
Designing A Time bound resource download URL
Designing A Time bound resource download URLDesigning A Time bound resource download URL
Designing A Time bound resource download URL
 
UiPath Solutions Management Preview - Northern CA Chapter - March 22.pdf
UiPath Solutions Management Preview - Northern CA Chapter - March 22.pdfUiPath Solutions Management Preview - Northern CA Chapter - March 22.pdf
UiPath Solutions Management Preview - Northern CA Chapter - March 22.pdf
 
activity_diagram_combine_v4_20190827.pdfactivity_diagram_combine_v4_20190827.pdf
activity_diagram_combine_v4_20190827.pdfactivity_diagram_combine_v4_20190827.pdfactivity_diagram_combine_v4_20190827.pdfactivity_diagram_combine_v4_20190827.pdf
activity_diagram_combine_v4_20190827.pdfactivity_diagram_combine_v4_20190827.pdf
 
Videogame localization & technology_ how to enhance the power of translation.pdf
Videogame localization & technology_ how to enhance the power of translation.pdfVideogame localization & technology_ how to enhance the power of translation.pdf
Videogame localization & technology_ how to enhance the power of translation.pdf
 
VoIP Service and Marketing using Odoo and Asterisk PBX
VoIP Service and Marketing using Odoo and Asterisk PBXVoIP Service and Marketing using Odoo and Asterisk PBX
VoIP Service and Marketing using Odoo and Asterisk PBX
 
Comparing Sidecar-less Service Mesh from Cilium and Istio
Comparing Sidecar-less Service Mesh from Cilium and IstioComparing Sidecar-less Service Mesh from Cilium and Istio
Comparing Sidecar-less Service Mesh from Cilium and Istio
 
How Accurate are Carbon Emissions Projections?
How Accurate are Carbon Emissions Projections?How Accurate are Carbon Emissions Projections?
How Accurate are Carbon Emissions Projections?
 
IaC & GitOps in a Nutshell - a FridayInANuthshell Episode.pdf
IaC & GitOps in a Nutshell - a FridayInANuthshell Episode.pdfIaC & GitOps in a Nutshell - a FridayInANuthshell Episode.pdf
IaC & GitOps in a Nutshell - a FridayInANuthshell Episode.pdf
 
AI Fame Rush Review – Virtual Influencer Creation In Just Minutes
AI Fame Rush Review – Virtual Influencer Creation In Just MinutesAI Fame Rush Review – Virtual Influencer Creation In Just Minutes
AI Fame Rush Review – Virtual Influencer Creation In Just Minutes
 
Machine Learning Model Validation (Aijun Zhang 2024).pdf
Machine Learning Model Validation (Aijun Zhang 2024).pdfMachine Learning Model Validation (Aijun Zhang 2024).pdf
Machine Learning Model Validation (Aijun Zhang 2024).pdf
 
Salesforce Miami User Group Event - 1st Quarter 2024
Salesforce Miami User Group Event - 1st Quarter 2024Salesforce Miami User Group Event - 1st Quarter 2024
Salesforce Miami User Group Event - 1st Quarter 2024
 
COMPUTER 10 Lesson 8 - Building a Website
COMPUTER 10 Lesson 8 - Building a WebsiteCOMPUTER 10 Lesson 8 - Building a Website
COMPUTER 10 Lesson 8 - Building a Website
 
UiPath Studio Web workshop series - Day 7
UiPath Studio Web workshop series - Day 7UiPath Studio Web workshop series - Day 7
UiPath Studio Web workshop series - Day 7
 
Linked Data in Production: Moving Beyond Ontologies
Linked Data in Production: Moving Beyond OntologiesLinked Data in Production: Moving Beyond Ontologies
Linked Data in Production: Moving Beyond Ontologies
 
20150722 - AGV
20150722 - AGV20150722 - AGV
20150722 - AGV
 
Introduction to Matsuo Laboratory (ENG).pptx
Introduction to Matsuo Laboratory (ENG).pptxIntroduction to Matsuo Laboratory (ENG).pptx
Introduction to Matsuo Laboratory (ENG).pptx
 
NIST Cybersecurity Framework (CSF) 2.0 Workshop
NIST Cybersecurity Framework (CSF) 2.0 WorkshopNIST Cybersecurity Framework (CSF) 2.0 Workshop
NIST Cybersecurity Framework (CSF) 2.0 Workshop
 
201610817 - edge part1
201610817 - edge part1201610817 - edge part1
201610817 - edge part1
 
Building Your Own AI Instance (TBLC AI )
Building Your Own AI Instance (TBLC AI )Building Your Own AI Instance (TBLC AI )
Building Your Own AI Instance (TBLC AI )
 

Sales 2.0 Panel Presentation

  • 1. Relationships Matter Rob Begg, VP Marketing @rbegg
  • 2. Relationships Rule. It’s been core to sales since the beginning. We hire for it. We train for it. We buy tools to manage it. Relationships Matter.
  • 3. Relationships Create: Competitive Differentiation In competitive industries with closely positioned product, price and customer experience, relationships matter. Expanded Markets Your addressable market isn’t who you could sell to it’s who you can reach. Higher Rep Productivity Less time spent prospecting and more time with qualified connections means better sales results. Better Results Use existing strong relationships to focus the buying journey on decisions. Relationships Matter.
  • 4. We Invest Heavily Social CRM Data Hiring Relationships Matter.
  • 5. But is it working? Relationships Matter.
  • 6. With all of the channels of connection is selling getting easier? Does social REALLY make an impact for sales? How are businesses managing and hiring for this? Relationships Matter.
  • 7. So we asked people like you. Introhive commissioned a survey of: • Sales and Sales Managers • In companies of over 250 employees • All B2B • Some field and some inside • Throughout the stages of their career The survey was done by http://www.visioncritical.com/ in February 2013 Relationships Matter.
  • 8. Explored 6 Themes Compared to How has social three years media affected your How has social ago, how effective ability to find new media affected your would you say cold prospects and sales productivity? calling is now? potential buyers? How does your What are the most What are the organization important sources most valuable currently manage you rely on to characteristics the value of research new when you are relationships with prospects and considering a new those outside of customers. sales hire? your organization? Relationships Matter.
  • 9. Cold Calling Is Still Dead. believe cold calling is less 35% effective now than it was 3 years ago. Relationships Matter.
  • 10. Cold Calling Is Still Dead. said it was neither 29% more nor less effective than 3 years. Relationships Matter.
  • 11. Cold Calling Is Still Dead. said it hasn’t 64% improved. Relationships Matter.
  • 12. And some don’t know. didn’t know if it was 64% effective or not. Seriously. Relationships Matter.
  • 13. What about social media? of respondents said that social media has had no 55% effect on their sales efforts at all. Relationships Matter.
  • 14. What about social media? of our respondents said social media has had 77% no effect on the speed at which they close deals. Relationships Matter.
  • 15. What about social research? Less than 15% said they bothered with LinkedIn and only about 6% said they looked a company up on Twitter. Relationships Matter.
  • 16. So where are they going? 47% of sales professionals told us they talked to fellow employees. 31% said they were talking to friends and family as one of their most important sources. Relationships Matter.
  • 17. What about technology to manage relationships? just use CRM. 75% That’s good! Relationships Matter.
  • 18. And it matters when they hire. 67% of respondents said a potential hire’s existing relationships were an important or very important consideration in the hiring process. Relationships Matter.
  • 19. So what are the takeaways? At best prospecting is stagnant and worse it’s dead. Social has huge promise but results and adoption in sales needs improvement. We turn to colleagues and friends for introductions and intelligence. • But we only manage it via CRM. We want connected reps. Relationships Matter.
  • 20. We believe in a Relationship Revolution Organizations will unlock relationships. Turn a sea of data intro warm introductions and real insight. Uncover and map the relationships with customers. Discover true indicators of customer success and opportunity. Hire and reward based on connectedness. Proactively hire for relationship coverage and include the whole company. Arm sales with tools that solve these problems. Bring together CRM, social and data to understand relationships. Relationships Matter.
  • 21. We’d Love to Connect LinkedIn – Introhive Twitter – @Introhive Facebook – Introhive Email – info@introhive.com Request a Demo - http://pages.introhive.com/freedemo Relationships Matter.