Embed Size (px)
DESCRIPTION
Overview of InsideView as a sales intelligence application that adds more value than using pure data and marketing lists to drive revenue. also some information that we train on with leveraging social media for sales teams.
Citation preview
Sales Intelligence & Social Selling
@kokasexton
The High Value of Intelligent Aggregation
Finance
Rates &Bonds
TimelyInformation
Indispensable to Customers
Intelligent Aggregation of Multiple Data Streams Analytics that Extract Tailored Relevance Focus on Productivity through Technology (not Data)
Business
The WHO, WHAT and WHEN of SalesWHERE You Need It Most
BROWSER MOBILECRM
InsideView Creates Intelligence from DataTrigger Event Analysis Connection Analysis
Entity Triangulation Natural Language Processing
How does InsideView do this?
| SLIDE :3
SOCIAL MEDIA & NETWORKS:LinkedIn, Facebook, Twitter, Blogs, etc.
TRADITIONAL MEDIA & SOURCES:Company & Contact Data, News, etc.
Find & Qualify
LeadsEngage & Convert
OpportunitiesRenew & Upsell
Customers
How does InsideView do it?
| SLIDE :4
News Social Media ConnectionsCompany Info
InsideView’s Impact
| SLIDE :5
Find & Qualify
LeadsEngage & Convert
OpportunitiesRenew & Upsell
Customers
Competitive Info•Find & research competitors•Monitor activities & news•Presence in accounts
Lead Generation•Find by market, company, contact, social profile•Merge with CRM
Lead Enrichment•Deep contact information•Social profile & activity•Enhance info in your CRM
Prospecting•Use real-time triggers •Social identity & activity•Explore common connections
Pre-Call Research•Common connections•Deep company & contact info•News and social activity
Contract Negotiation•Identify key individuals•Deep profile on individuals•Real-time triggers on events
Relationship Building•Identify key individuals•Social Identity & Activity•Use common connections
Renewal•Real-time business triggers•Insight into social activities•Track info with CRM data
Upsell•Company structure info•Real-time business triggers•Insight into social activities
Data vs. Intelligence – CSO Insights
Assuming $1M Quota, Intelligence vs. Data => $110k/Rep Improvement
INTELLIGENCE
DATA
Social Selling Essential #1: Contact Data vs. Intelligence
DATA
INTELLIGENCE
Social Selling Essential #1: Company Data vs. Intelligence
Impacting the Entire Customer Relationship for great ROI
50% decrease in research time
22->70 New Opportunities/Rep/Month
Improved selling to C-level
Increase Avg. Contract Value by 460%
Find & Qualify
LeadsEngage & Convert
OpportunitiesRenew & Upsell
Customers
4 Steps for Social Selling in B2B1. Listening
2. Trigger Events
3. Empowering sales
4. Leverage B2B Social Networks
SLIDE :10
time
leve
l of
bu
yer
act
ivit
y
“I’m just downloading
stuff”
“We have a project”
“We’vemade a decision”
“I’m just browsing”
“We’ve shortlisted vendors”
awareness consideration purchase
online
“70% of the B2B buying process happens online”SiriusDecisions Inc.
Customer 2.0 has tuned out all of your yellingCustomer 2.0 has tuned out all of your yelling
by Orange_Beard
SLIDE :13
There are 7 Times more web pages on the internet than people on the planet.
SLIDE :14
#1 Listen to your sales territory
SLIDE :15
#2 Look for the Sales Triggers
SLIDE :16
| SLIDE :17
B2B Customers are using social media to make buying decisions. Sales teams need to be engaged to find these prospects.
SLIDE :18
When you can spot an opportunity while it’s still a blip, you have the knowledge to act.
“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 :19
SLIDE :20
#3 Empower Sales to be Super.
SLIDE :21
Engage in communities that discuss topics and issues that you can help with.
Share information that your prospects and customers want.
SLIDE :22
Sales Can Add Value and Build a Pipeline Using Social Media
#4
| SLIDE :24
Customize headline
Add Websites
Add Twitter
Add Photo
The 5 Most Important Items to Update
Customize link
SLIDE :25
Knowing who viewed your profile is an opportunity to find new customers.
Who is looking at you?
| SLIDE :26
Get More From InsideView
