Managing your team to higher quotas with social selling

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  • 1.Managing Your Team to Higher QuotasWith Social Selling March 23, 2011

2. Todays SpeakersAndrew Gaffney Greg BrushMike DOnofrioEditor/Publisher Vice President Senior Director SMBDemandGen Report Sales and CustomerSales SuccessConcur InsideView| SLIDE :2 3. About DemandGen Report Launched in April 2007 to track best prac7ces in lead genera7on, lead management Newsle=er has grown to more than 25,000 readers We also oer a menu of research and best prac7ces reports 4. Welcome Webinar AttendeesYour GoToWebinar Attendee Viewer is made of 2 parts:Type your question here 5. For Your Consideration 100 MillionMembers Now On LinkedIn 71%...of BtoB Inquires Will Be Web-Driven By 2015 61%...of BtoB marketers indicated they plan toincrease their use of public social networks as a tactic 59%...of buyers engaged with peers who addressedthe challenge 41%...of buyers followed discussions to learn moreabout topic before making a a buying decision | SLIDE :5 6. Social SellingA BriefGreg BrushVice PresidentSales and Customer OverviewSuccessInsideView| SLIDE :6 7. Customer Buying Behavior is Changing! Customer 1.0Customer 2.0Social media has become massively more important because customers have stopped listeningto vendors and analyst/reviewers. Think about that. Most of your marketing and analystrelations and press relations are being trumped by customers talking to customers.Geoffrey James, BNET|SLIDE :7 8. Sales Professionals Are OverwhelmedSMB and EnterpriseSales | SLIDE :8 9. The Three Key Steps For Social SellingLINKEDIN CONNECTIONTARGET COMPANYKendall Collins Salesforce.comListenFormer Director ofChief Marketing OfficerNow Works atMarketing ConnectSiebel Systems EngageREFERENCE CUSTOMER TARGET COMPANYJames W. Breyer Dell, Inc.DirectorAlso Works at (Independent Director)Model N, Inc.TEAM PREVIOUS EMPLOYER TARGET COMPANYWilliam H. Gray III Michael S. Dell BoardChairman of the BoardFormer Director of DirectorsHP Enterprise Chief Executive Officer DELLServices, LLC.| SLIDE :9 10. Finding, Accelerating, and Closing Deals With Social Selling Smart Connections Identify entry points My EmployerTarget CompanyGerald S. CasilliXactly CorporationBoard Member -Also Works at (Board Member)InsideView Team Previous Employer Target Company Cory Ayres Xactly CorporationFormer, Salesforce.comNow Works atDirector, Corp Sales Daily Summary AlertAcquisitions Connection via Greg VolmXactly, Inc Xactly to Acquire CentiveXactly Corporation today announced it has acquired theLowell, MA-based company Centive to become thesoftware industry s largest . Smart Agents Delivered via Email Smart Records Close the loop| SLIDE :10 11. Impacting the Entire Revenue FunnelLead Lead Opportunity Renewals Genera7on Qualica7on Management and Up-selling 22->70 New Improved Increase Avg. 50% decrease in I N T E L L I G E N C E Opportuni7es/ selling to C- Contract Value research 7me Rep/Month Business Event Monitoring (Press, Social60% level by 4 Media) Social Media Profiles Connection Mapping D A T A 12. Exceptional ROIWin Rates(2,000 Companies Studied) 52% 50% 50.8% 48% 46%45.9% 44% 43.4% 42% 40% No Tools Sales DataSales Intelligence Assuming $1M Quota, Intelligence vs. Data => 11% Revenue improvement 13. Managing Sales at Mike DOnofrioSenior Director SMB Sales ConcurConcur| SLIDE :13 14. Concur and InsideView Mike DOnofrio Senior Director, SMB Sales 15. What does Concur do?We enable organizations to controlcosts by automating the processesthey use to manage employee spending 16. Concur Fast FactsLeader in integratedStarted as an on-travel and expensepremise solution inmanagement solutions1994SaaS solution 10,000+ customers inintroduced in 2000more than 90 countriesCNQR: $292M FY101,400 employeesannual revenues 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc. 17. Manual P rocesses l ike T ravel B ooking a nd E xpense ReporCng a re I necient & L abor I ntensive Travel BookedIn Compliance?Upgrade? TravelChanges?Receipts Gathered Manager ReviewMailroom Mailed to OfficeManually Forwarded Checks/Payment Audited in AP ScheduledManually Signed Match up? Manually KeyedChecks Printed/Data Entry to BankCheck Received!MailroomMailed 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc.Concur Copyright 2008 18. Technology: W eve C ome a L ong W ay with T ravel a nd E xpense BeforeComplete and Submit ReimbursementBook Trip Expense Report Audit Reporting Managers AP, Managers,AP ExecutivesEnd-UsersAfter Online travel booking tool E-receiptsAuto-populated expenses T&E access on mobile devicePro-active policy enforcement Now: one end-to-end process 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc. 19. A M obile A pplicaCon t hat S aves T ime a nd M oney Available o n t hese I ndustry-Leading P laOorms 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc. 20. Great SoluCons For Clients Manufacturing Banking SoftwareMedia & Entertainment 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc. 21. Sales OrganizaCon Structure North America Global/ Enterprise- 6000 Employees+ NaConal/ Large Markets- 500-6000 SMB 50- 500; Virtual and Field 1-50 On line EMEA and APAC 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc. 22. The Challenge Transform a Primarily Up Market Focused ORG and Sales Culture to SMB Speed and Scale Focused on Market Share- New Client AcquisiCon- Lots of them! Relevant Process, Methodology, Tools and Training Enable Eciencies along with increased EecCveness; many deals sCll have mulCple consCtuencies Put in Place a FoundaCon to Grow SMB- Revenues, Market Share and Headcount 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc. 23. State of the Business- 2/1/10 Key Performance Indicators < 2 Deals per Rep Per Quarter 125 Day Sales Cycles New Hire Run Rates at 30% of Full Year Plan in the rst 12 months 25% of New Business Team > 100% 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc. 24. Underlying Issues Lack of Qualied Leads Under Developed New Territories- Expansion IneecCve MarkeCng to new Territories including outbound eort by MarkeCng and MDRs IneecCve at early stages in the sales process Poor Data with LimitaCons on EecCve Market IdenCcaCon Cumbersome approach to call readiness, account planning and decision structures Tough New Hire Process (Building Territories, IdenCfying Targets, Cumbersome/ Disconnected Tools and Processes 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc. 25. The Pilot Pre Quotes: As a new hire I spent 2-3 hours a day going into SF.com and trying to get valid data; jumping over to hoovers, website, press releases, key contact research, it could take 2-3 hours a day to research 10 accounts As an MDR- more than of a day was research, a minimum of 5 hours a day Pilot 6 Direct Sales 3 Pre Sales 3 Sales Leaders Mid Market- 50-499 Ees Rollout- 60+ Seats across MDRs, MM and some Large Markets 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc. 26. SoluCon HolisCc Approach; MarkeCng, Territories, Sales Process, Training/ On Boarding, Price and Packaging. to name a few Revamp the Sales Process, Approach and Tools for SMB Adopted Tools and Methodologies that enabled: SALES Eciency and EecCveness At the Pre QualicaCon (MDR) and Sales Rep stage Supported a Sales 2.0 approach; MQL/SQL Provided Leadership with Tools to IdenCfy Markets, Develop Territories and Improve Account Management Increased Usage and Data Integrity in SF.com accelerated sales cycles and increased new unit sales 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc. 27. How InsideView Helped MDRs- Pre Sales Front Line Lead Gen Team achieved dramaCc improvements in quality of leads and data passed to Sales Direct Sales Team Improvement in Territory Development and Target Lists New Hire ProducCvity- geong o to a quick start Increased First Call EecCveness and Overall Account Planning Sales Leadership Common Language and Process Simplied the Account Review Process Increased the number of reviews done per quarter Improved Territory Equity and allowed for Increased Headcount as appropriate 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc. 28. Improving Sales and MarkeCng Alignment MarkeCng Team Ability to idenCfy VerCcal Markets and Key Contacts for Campaigns Work with the sales leadership team on Key Markets and VerCcals Execute Campaigns quickly and usually at lower cost compared with previous list buy Sales Leadership Improved EecCveness in Territory CreaCon and Adding Rep Headcount Used a balanced approach in FY 11 to Territory CreaCon Increased the number and eecCveness of Key Account Sessions by using InsideView and WebEx Easily idenCed LinkedIn ConnecCons MarkeCng Lead Pre-QualicaCon Set Up Watch lists on Top 50 Target Lists Improved Pre Call Planning on all Web and Partner Leads Increased Prole Scores on Target Accounts by 50% 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc. 29. Results 190% Increase in Y o Y Performance 2x Increase in Number of new Deals 3x increase in Reps > 100% 3x Increase in New Hire ProducCvity 10% improvement in Close Rates Cut Sales Cycle Times by 50% 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc. 30. Panel Discussion: Managing Teams To Higher QuotasWith Social Selling 1. Impacting Sales Productivity 2. Tools & Technologies