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Building a Complete Lead to Cash Process
Copyright © 2011 SugarCRM, Inc. All rights reserved.
04/18/2023 1
04/18/2023 ©2012 SugarCRM Inc. All rights reserved. 2
Tips for the Social Sale: Understand Today’s Web 2.0
Tips for the Social SaleUnderstand Today’s Web 2.0 Buyer
Presented by: Derek Grant, SVP, Sales
I’m Derek Grant• I manage sales at
Pardot• Motto: Be Brief,
Be Brilliant and Be Gone
Introduction
The Social SaleHow Social Has Changed the Buying Process
Sales 1.0
Sales 1.0
Sales 2.0
Sales 2.0
The Buyers Have Changed
The Buyers Are Social
Usage 25B(Tweets)
30B(Shares)
Subscribers 175M(Total)
600M(Total)
Growth 100M(2010)
250M(2010)
Source: Pingdom
Social MonitoringIdentify and Engage Social Prospects
Listen to Social
Identify via Social
Participate Via Social
Social Selling Appropriate Behavior in the Sales Process
Social Selling - LinkedIn
Social Selling - LinkedIn
Social Selling - Twitter
Social Selling - Facebook
Derek GrantSVP of Sales
@derekgrant
Pardot950 East Paces Ferry RdSuite 3300Atlanta, Georgia 30326
404.492.6848877.3B2B.ROIwww.pardot.com
Contact Information
It’s All About Activities
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WE ARE CHANGING
1,667% increase in app downloads from 2009 to 2010
More YouTube video uploaded in 2 months than all new network content combined since 1948
iTunes users downloaded 16 billions songs in Q1 2011
21% of American adults read an eBook last year - and read almost 10 books more than non-eBook readers
Car-sharing revenues in North America will hit $3.3 billion by 2016
Gartner is forecasting $22.1 billion in SaaS revenue by 2015
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THEN NOW
MORE THAN FORMAT, ACTIVITIES
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THEN NOW
MORE THAN STYLE, ACTIVITIES
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THE BILLING EVOLUTION
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REVENUE OPPORTUNITIES
CO
MPLE
XIT
Y
subscriptions
ACTIVITY MANAGEMENT
ENTITLEMENTS
PERSONALIZATION
ELEMENTS OF ACTIVITY-BASED BILLING
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