Falcon Invoice Discounting: Unlock Your Business Potential
Tapping into Social Media for Sales with InsideView
1. How to Tap into Social Media to Drive Enterprise Sales
Results
Umberto Milletti
Founder and CEO
2. Agenda
• Using Social Media To Drive Sales Productivity
• Stories From The Trenches
• Social Media For Marketing Productivity
| SLIDE :2
3. "... 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!
4. | 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 SCHULZE
Blog : What is Social Selling?
Connect
+
Engage
=
Listen
Social Selling: A New Approach to Engage the
Customer
6. InsideView increases sales productivity
by delivering relevant business and social
insights when and where you need them.
What We Do
7. My Employer Target Company
Gerald S. Casilli
Board Member -
InsideView
Also Works at
Xactly Corporation
(Board Member)
Team Previous Employer Target Company
Cory Ayres
Former, Salesforce.com Now Works at
Xactly Corporation
Director, Corp Sales
Connection via Greg Volm
Smart Connections – Identify entry points
Cory Ayres
Director of Corporate Sales
Xactly Corporation
35 S. Market Street
San Jose, California 95113
Corp. Phone: 1-(408)-977-3132
Corp. Fax: 1-(408)-977-1261
Email: cayres@xactly.com
More Info:
Search Google / Search Jigsaw / Search
LinkedIn
Smart Records – Close the loop
Daily Summary Alert
Acquisitions
Xactly, Inc – Xactly to Acquire Centive
Xactly 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
8. STANDARD AGENTS
MERGERS & ACQUISITIONS
LEADERSHIP CHANGES
MARKET EVENTS
CURRENT INITIATIVES
BUSINESS CHALLENGES
NEW REGULATIONS
COMPLIANCE REQUIREMENTS
COMPETITOR 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 resign
CFO 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 Customers
Get Relevant and Timely Business Insights
14. 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
15. 17
| SLIDE :17
200% year-over-year increase in call volume
240% year-over-year increase in transactions
30% increase in productive reps
3X 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 deployment
320+% ROI due to additional deals closed
Increasing Customer Productivity
16. Stories From The Trenches
Mark Campbell
Regional Manager
CRM Application Sales
Deb Westman
Director Sales
Operations
17. “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 Westman
Director Business Services Operations
Experian Marketing Services
Case Study:
18. “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 Langone
Sales Representative
Oracle CRM OnDemand
Case Study:
19. • Defining Productivity
• Individual Rep Productivity
• Productivity Across Sales Teams
• Using Social Media
| SLIDE :21
Key Topics
20. Social Media For Marketing Productivity
Sundeep Parsa
Director Product Management
Oracle
21. | SLIDE :23
The Sales & Marketing Divide
Lack of Intelligence Limits Marketing Productivity
Scoring
based on
data
Name
Email
Paid Lists
Inbound
Inquiries
$$$
• Expensive lists with inaccurate
contact information
• Nurturing and scoring based
only on user behavior
• Limited lead intelligence
Nurturing
based on
data
Marketing Qualified Leads ≠ Sales Qualified Leads
22. | SLIDE :24
InsideView Marketing Intelligence
Business and Social Insights to Increase Marketing Productivity
Paid Lists
Inbound
Inquiries
$$$
Scoring based
on intelligence
Nurturing
based on
intelligence
DEMOGRAPHICS ENRICHED WITH
SOCIAL PROFILES
Name
Title
Email
Phone
Relationships
Work History
Interests
Address
Biography
BUSINESS INSIGHTS
New Regulation
New Initiatives
Leadership Changes
Funding Developments
Expanding Operations
Marketing Qualified Leads = Sales Qualified Leads
23. | SLIDE :25
Identify New Opportunities | Revive Passive Opportunities | Tighter Sales and Marketing Alignment
InsideView Powers
Oracle Marketing
On Demand
InsideView Marketing Intelligence
Business Insights Trigger Event-Based Campaigns
One trend that I have been seeing lately is that customers have gone from a listen mode, to an active engagement mode – before the sales cycle has even begun. They are connecting with customers, reading reviews and blogs, finding people they know and essentially forming a decision before you have even engaged. This is a huge shift that requires a different approach on prospect engagement.
At InsideView, we believe that leading sales organizations are adopting a new approach, Social Selling, to reach customer 2.0 – while at the same time being effective and productive.Social Selling consists of the following components – Listen, Connect, and EngageListening to your prospects and customers, so that you can understand their unique needs and business challengesConnecting with them through networks that are common between you and your prospectsEngaging with them in a relevant conversation about what value you can provide to address their unique needs and challenges
- Bottom box
SalesView can help you get significant improvements in productivity across your revenue cycle – you might call it the Campaign-Renewal cycle. Whether you’re looking to get more results from your marketing, inside sales, or field sales efforts, SalesView can help: For lead generation, SalesView can help you get a much higher quality of leads than traditional marketing data providers Many InsideView customers shave off a 1-2 hours/rep/day that their sales reps need to spend in researching prospects and at the same time are realizing higher lead conversion rates For field sales organizations, using SalesView can help speed up the sales cycles and increase win rates, because the reps can create a value proposition that meets their prospect’s unique business challenges and urgent initiativesSalesView can also help field sales organizations increase account revenue and renewal rates by enabling them to increase their wallet share within their accounts and drive higher renewal ratesFor sales management, SalesView can improve sales productivity across the sales organization - for new reps as well as experienced reps. Many InsideView customers report much higher rates of CRM adoption soon after deploying SalesView, because reps find the intelligence provided by SalesView indispensable
The benefits you’ll hear cited by our individual customers are corroborated by a recent Aberdeen Group study on the impact of various sales intelligence solutions. The study, which surveyed over 400 companies, found that InsideView customers are achieving 32% better performance than non-customers in current lead conversion rates and quota attainment. And despite the 2008 and 2009 recession, InsideView customers have actually posted year-over-year gains in quota attainment, revenue, win rates, and lead conversion rates!