Greg Brush, Vice President of Sales and Customer Success at Insideview shares how social selling is impacting how, to whom and where you sell your products and services.

1. Enabling Social Enterprise
Through Sales
Greg Brush | SVP Sales | InsideView
Will Wiegler | CMO | The TAS Group

2. Talking • Market trends in “Social”
Points • What is Social CRM & Social Selling?
• Why Social Selling?
• Getting started & points to consider
• Q&A

3. 1,180
Twitter reaches 1 in
10 global online
TOTAL UNIQUE VISITORS (MM)
917 users
445 1 in 5 min spent
online is spent
social networking
Social networking
Email IM Social reaches 82% of
world population
SOURCE: COMSCORE OCT 2011
We now create as much information every two 1.2 billionusers
worldwide
days as we did from the dawn of civilization to
2003
ERIC SCHMIDT - FORMER GOOGLE CEO, 2011

4. Social CRM spending is rising 5% of all CRM spend last
year to an expected 30% by end of next year.
GARTNER SOCIAL CRM MAGIC QUADRANT REPORTS 2011
86% of business buyers engage in web 90% of businesses are using social
research independent of the sales cycle. media to market their business.
FORRESTER 2011 B2B SOCIAL TECHNOGRAPHICS STATE OF EMAIL, SOCIAL, & MOBILE MARKETING
2011
65% of businesses report using social
media in their sales efforts. Buyers are skilled at navigating the
internet…and no longer need sales
RICHARDSON/MCCORD SOCIAL MEDIA IN SALES reps to shepherd them through the
early buying process...
SIRIUSDECISIONS
CRM SOCIAL INITIATIVES

5. Social CRM is a business strategy that
mutually benefits online
communities, and the business by
fostering engagement while generating
opportunities for sales, marketing, and
customer service.
Social Selling is a business strategy
that mutually benefits buyers and
sellers by fostering meaningful
engagement throughout the buying
and selling process to generate
efficiency, value, and relationships.

6. Data: Spray & Pray

7. 92%
of prospects & customers never take
a cold call or email
People are not contact records.
Selling is about relationships, and relationships are about
people – not faceless contact records
70%
DONE
70% of buying process completed before sales
contact
Buyers are technologically savvy & socially connected
The Conversation Has Begun…Without You!
75% business buyers likely to use social media in purchase
process
Social channel creates meaningful conversations
From scalable 1:M interactions to 1:1 relationships

8. Contact Data vs. People Insights
ALERTS
PERSONAL BIO
CONNECTIONS
NEWS
SOCIAL PROFILE

9. PEOPLE INSIGHTS COMPANY
INTELLIGENCE
Right Right Right
Person Time Message
Meaningful Conversion Research
Engagement Rate Time

10. Why Social Selling?
 Traditional means are degrading in effectiveness
 The Buyers are already there
 It’s effective
 “In the struggle for survival, the fittest win out at the
expense of their rivals because they succeed in adapting
themselves best to their environment.”
-Charles Darwin

11. Now What?
Optimize your Build watchlists on Share content at Grow your
Commit to a plan
social profiles prospects least twice a week networks
• Focus on • Add value to your • Mention them • Mention people • Quality over
networks your prospects and the news and businesses quantity
prospects are about the
spending time in industry

12. Where You Can Find Us
www.insideview.com
• US (415) 728-9300
• sales@insideview.com
• Twitter: @insideview
More Info
• www.socialsellingu.com
• www.insideview.com/socialselling
• Your CRM supplier

13. Free Resources
• www.dealmakerindex.com
Score your sales effectiveness. Get advice. See how you compare.
• www.dealmakergenius.com
Create a customized sales process.
• www.dealmaker365.com
Read our blog featuring insights on sales effectiveness.
• @dealmaker365 www.thetasgroup.com
@thetasgroup • US 866.570.3836
Follow us on Twitter. • UK 01189 253 251
• International +353 1 631 6140
• www.thetasgroup.com • marketing@thetasgroup.com
Learn more on our website. • Twitter: @thetasgroup
© The TAS Group 2012