Upload
ben-pruden
View
1.429
Download
4
Tags:
Embed Size (px)
DESCRIPTION
We had an #Awesome session yesterday, August 30 2011 @Dreamforce. I presented together with @scottiholden @leeodden @karlgoldfield and @natespeak all of whom inspired the audience with the future of sales. IT was a real pleasure to work with these amazing people.
Citation preview
Social Sales Revolution: 7 Steps to Get AheadSales Professionals Track
Scott Holden
Senior Director, Product Marketing
salesforce.com
@scottiholden
Today’s Presenters
Nathan FreitasCommunity Manager, Salesforce.com
@natespeak
Ben Pruden
Karl Goldfield
Product Marketing Manager, Sales Cloud
@bsupakrunk
VP of Sales, Teambox
@karlgoldfield
Lee OddenCEO, TopRank
@leeodden
Safe Harbor
Safe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services. The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of intellectual property and other litigation, risks associated with possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-Q for the most recent fiscal quarter ended April 30, 2011. This documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site. Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.
Ask Your Questions in Our Session on Chatter
Go to:Social Sales Revolution7 Steps to Get Ahead
Ask your questions directly on session wall
The Social Revolution: Today’s Buyer
22% of time spent on the internet is social
85% of people think companies should interact on social media
56% of people feel a stronger connection with companies who engage on social media
Sources: Comscore, January 2011Cone Business in Social Media Study, 2008 (USA only)Eric Berridge, co-founder: Blue Wolf
Buyers are Frustrated with Sales Reps
My Needs and Objectives
My Technology Environment
My Timeline
My Organizational Structure
IDC 2011 Buyer Experience Survey
64%
42%
40%
9%
% of Buyers Say“I want sales reps to know…”
And Leaving Reps Out of the Buying Process
May I suggest…
May I suggest…
I was hoping to find…
May I suggest…
May I suggest…
Customers Sales Rep
Meanwhile, Reps Are Being Robbed of Sales Time
Too hard to find
Not targeted properly
Out of date
Created for marketing, not sales
IDC Content Management Sales Enablement Survey
% of Sales Reps who say...
65%
42%
38%
26%
“Our company sales content is…”
Because It’s Impossible to Find What They Need
The Social Enterprise Connects the Dots For Reps
Customer Social Network
Employee Social Network
Sales Rep
The Social Sales Revolution: 7 Steps to Get Ahead
6 752 31 4Get in The
GameKnow Your Customer Hangouts
Make Yourself “Like”-able
First Friends, Then Leads
Connect With Social
Intelligence
Tweet-up Your
Pipeline
Get Together, Sell Smarter
The Social Sales Revolution: 7 Steps to Get Ahead
2 3 4Know Your Customer Hangouts
Make Yourself “Like”-able
First Friends, Then Leads
1Get in The
Game
6 75Connect With
Social Intelligence
Tweet-up Your
Pipeline
Get Together, Sell Smarter
Get In The Game, It’s Easy & It Works!
A short daily routine will help you…
Form closer relationships
Find more customers
Help prospective buyers find you
Close deals faster
Karl Goldfield
VP of Sales at TeamBox
@KarlGoldfield
Get In the Game
Before Social Sales After Social Sales
The Social Sales Revolution: 7 Steps to Get Ahead
31 4Get in The
GameMake Yourself
“Like”-ableFirst Friends, Then Leads
Connect With Social
Intelligence
2Know Your Customer Hangouts
6 75Connect With
Social Intelligence
Tweet-up Your
Pipeline
Get Together, Sell Smarter
Know Your Customer Hang-outs
Website
Blog
Facebook Page
Twitter Profile
LinkedIn Page
Nathan FreitasRadian6 Listening & Engagement
Salesforce.com Community Manager
@NateSpeak
Rackspace Knows Their Customer Hangouts
Community Mascot
The Social Sales Revolution: 7 Steps to Get Ahead
21 4Get in The
GameKnow Your Customer Hangouts
First Friends, Then Leads
3Make Yourself
“Like”-able
6 75Connect With
Social Intelligence
Tweet-up Your
Pipeline
Get Together, Sell Smarter
“91% of B2B decision-makers consume social media including blogs, video, and customer reviews.”
- Forrester B2B Social Technographics Survey
“53% Of all time on the internet is content consumption.”
- AOL Nielsen 5/11
Make Yourself “Like”-able
Join relevant social networks
Polish your profile
Post on blogs your customers read
Help customers with questions
1,187 like this
Lee Odden
CEO of TopRank
@LeeOdden
The Art of Being Useful to Prospects
Discovery Consumption Sharing
Neenah Paper
Intersection of Social & Search
Any suggestions for social media marketing software?
We picked Awareness Inc.
Neenah Paper - Facebook
4k+ Fans
Being HelpfulIs Likeable
Inspires Shares,Endorsements
Neenah Paper: Reps on Twitter
8k+ Followers
10 Sales RepsOn Twitter
Engaging,Responding,Sharing Info& Products
Build Your Rep
Join Groups Create Groups
Get Connected
Complete Your Profile
Communicate and Reap Dividends
Communicate Review Interest
Connect With Prospect
The Social Sales Revolution: 7 Steps to Get Ahead
6 752 31Get in The
GameKnow Your Customer Hangouts
Make Yourself “Like”-able
Connect With Social
Intelligence
Tweet-up Your
Pipeline
Get Together, Sell Smarter
4First Friends, Then Leads
Friends First, Leads Second
Inspired by QuickSprout.com
First Friends, Then Leads
Caterpillar’s community creates sales opportunities
The Social Sales Revolution: 7 Steps to Get Ahead
6 72 31 4Get in The
GameKnow Your Customer Hangouts
Make Yourself “Like”-able
First Friends, Then Leads
Connect With Social
Intelligence
Get Together, Sell Smarter
5Tweet-up
Your Pipeline
Tweet-up Your Pipeline
Listen for problems
Share information
Don’t push product
Nurture your network
@rep thanks for the info
Watch & Share What’s Relevant
Blogging for Virality
Write compelling story
Get syndicated on sites with reach
Enjoy the Traffic Boost
#PRWebChat
9000+ Followers
#PRWebchat tweet-up hosted Monthly
1,200+ Tweets, RTs / chat
Conversations archived publicly on BurrelsLuce.com
#PRWebChat
• Useful 3rd party info
• Creates blog content
• Extends PRWeb brand reach
• Builds thought leadership
• Creates goodwill
• Lowers barriers of trust
• Shortens sales cycles
• Few resources to produce
The Social Sales Revolution: 7 Steps to Get Ahead
752 31 4Get in The
GameKnow Your Customer Hangouts
Make Yourself “Like”-able
First Friends, Then Leads
Tweet-up Your
Pipeline
Get Together, Sell Smarter
6Connect With
Social Intelligence
Connect with Social Intelligence
Listen for the point of need
Create social “alerts”
Look for opportunities to connect
What do you think about…? Here is an
interesting article…
Anyone know whether…?
What is the deal with…
Social Intelligence Wins Deals
Find Prospect
Study Behavior
Identify Need
Ben Pruden
Product Marketing Manager,
Salesforce.com Sales Cloud
@bsupakrunk
Social Contacts Demonstration
Ben Pruden, salesforce.com
The Social Sales Revolution: 7 Steps to Get Ahead
652 31 4Get in The
GameKnow Your Customer Hangouts
Make Yourself “Like”-able
First Friends, Then Leads
Connect With Social
Intelligence
Tweet-up Your
Pipeline
7Get Together, Sell Smarter
Your Deal
Employee Social Network
Accelerate Your Deal with All Your Company’s Expertise
Marketing
Product
Quotes Rep
Ops
Files
Customer Groups Demonstration
Ben Pruden, salesforce.com
www.slideshare.net/Salesforce/the-social-sales-revolution
To Learn More, Check Out Our New eBook
The Social Sales Revolution: 7 Steps to Get Ahead
6 752 31 4Get in The
GameKnow Your Customer Hangouts
Make Yourself “Like”-able
First Friends, Then Leads
Connect With Social
Intelligence
Tweet-up Your
Pipeline
Get Together, Sell Smarter
Questions & Answers
Nathan FreitasCommunity Manager, Salesforce.com
@natespeak
Ben Pruden
Karl Goldfield
Product Marketing Manager Salesforce.com
@bsupakrunk
VP of Sales, Teambox
@karlgoldfield
Lee OddenCEO, TopRank
@leeodden
Scott HoldenSenior Director Product Marketing Salesforce.com
@scottiholden
Thank You!
Watch your inbox at the end of each day for an email from our survey partner, Alliance Tech.
Click on the personalized link to be directed to the survey page for the sessions you attended.
How Could Dreamforce Be Even Better? Tell Us!
Every session survey you submit is a chance to win
an iPad 2!
Social Sales Revolution: Show Flow