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Managing Your Team to Higher Quotas With Social Selling

March 23, 2011

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Andrew Gaffney Editor/Publisher

DemandGen Report

Greg Brush Vice President

Sales and Customer Success

InsideView

Mike D’Onofrio Senior Director SMB

Sales Concur

Today’s Speakers

§  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 offer a menu of research and best prac7ces

reports

About DemandGen Report

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Welcome Webinar Attendees

For Your Consideration

•  100 Million…Members Now On LinkedIn •  71%...of BtoB Inquires Will Be Web-Driven By 2015

•  61%...of BtoB marketers indicated they plan to increase their use of public social networks as a tactic

•  59%...of buyers engaged with peers who addressed the challenge

•  41%...of buyers followed discussions to learn more about topic before making a a buying decision

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Greg Brush Vice President

Sales and Customer Success

InsideView

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Social Selling A Brief

Overview

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“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

Customer 1.0 Customer 2.0

Customer Buying Behavior is Changing!

Sales

Sales Professionals Are Overwhelmed

SMB and Enterprise

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Listen

The Three Key Steps For Social Selling

| SLIDE :9

Connect

Salesforce.com Chief Marketing Officer

TARGET COMPANY

James W. Breyer Director Model N, Inc.

REFERENCE CUSTOMER

Also Works at

Dell, Inc. (Independent Director)

TARGET COMPANY

Board of Directors

DELL

Michael S. Dell Chairman of the Board Chief Executive Officer

TARGET COMPANY

William H. Gray III Former Director HP Enterprise Services, LLC.

TEAM PREVIOUS EMPLOYER

Now Works at

Kendall Collins Former Director of Marketing Siebel Systems

LINKEDIN CONNECTION

Engage

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

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

Finding, Accelerating, and Closing Deals With Social Selling

Smart Records – Close the loop

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Impacting the Entire Revenue Funnel

Lead Genera7on

Lead Qualifica7on

Opportunity Management

Renewals and Up-‐selling

I N T E L L I G E N C E

•  Business Event Monitoring (Press, Social Media) •  Social Media Profiles •  Connection Mapping

D A T A

50% decrease in research 7me

22-‐>70 New Opportuni7es/Rep/Month

Improved selling to C-‐

level

Increase Avg. Contract Value

by 460%

Exceptional ROI

43.4%

45.9%

50.8%

40%

42%

44%

46%

48%

50%

52%

No Tools Sales Data Sales Intelligence

Win Rates (2,000 Companies Studied)

Assuming $1M Quota, Intelligence vs. Data => 11% Revenue improvement

Mike D’Onofrio Senior Director SMB

Sales Concur

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Managing Sales at Concur

Concur and InsideView

Mike D’Onofrio Senior Director, SMB Sales

What does Concur do?

We enable organizations to control costs by automating the processes

they use to manage employee spending

© 2011 Concur, all rights reserved. Concur is a registered trademark of Concur Technologies, Inc.

Concur Fast Facts

Leader in integrated travel and expense management solutions

Started as an on-premise solution in 1994

SaaS solution introduced in 2000

10,000+ customers in more than 90 countries

1,400 employees CNQR: $292M FY10 annual revenues


Checks Printed/ Data Entry to Bank

Checks/Payment Scheduled

Mailed to Office

Changes?

In Compliance?

Manager Review

Match up?

Manually Keyed

Check Received!

Mailroom

Manually Signed

Mailed

Upgrade? Travel

Manually Forwarded

Audited in AP

Mailroom

Travel Booked

Receipts Gathered

Manual Processes like Travel Booking and Expense ReporCng are Inefficient & Labor Intensive

Concur Copyright © 2008 Concur Copyright © 2008 Concur Copyright © 2008


Technology: We’ve Come a Long Way with Travel and Expense

Online travel booking tool E-receipts

Auto-populated expenses T&E access on mobile device Pro-active policy enforcement Now: one end-to-end process

After

Before Book Trip

Complete and Submit Expense Report

End-Users

Audit

Managers

Reimbursement

AP

Reporting

AP, Managers, Executives


A Mobile ApplicaCon that Saves Time and Money Available on these Industry-‐Leading PlaOorms


Great SoluCons For Clients

Manufacturing

Banking

Software

Media & Entertainment


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


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 Efficiencies along with increased EffecCveness; many deals sCll have mulCple consCtuencies

§ Put in Place a FoundaCon to Grow SMB-‐ Revenues, Market Share and Headcount


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 first 12 months

§  25% of New Business Team > 100%


Underlying Issues § Lack of Qualified Leads § Under Developed New Territories-‐ Expansion

§  IneffecCve MarkeCng to new Territories including outbound effort by MarkeCng and MDRs

§  IneffecCve at early stages in the sales process

§ Poor Data with LimitaCons on EffecCve Market IdenCficaCon

§ Cumbersome approach to call readiness, account planning and decision structures

§ Tough New Hire Process (Building Territories, IdenCfying Targets, Cumbersome/ Disconnected Tools and Processes


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 ½ 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


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 Efficiency and EffecCveness

§ At the Pre QualificaCon (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


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 off to a quick start

§  Increased First Call EffecCveness and Overall Account Planning

§  Sales Leadership

§  Common Language and Process

§  Simplified the Account Review Process

§  Increased the number of reviews done per quarter

§  Improved Territory Equity and allowed for Increased Headcount as appropriate


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 EffecCveness in Territory CreaCon and Adding Rep Headcount §  Used a balanced approach in FY 11 to Territory CreaCon §  Increased the number and effecCveness of Key Account Sessions by using InsideView and WebEx

§  Easily idenCfied LinkedIn ConnecCons § MarkeCng Lead Pre-‐QualificaCon

§  Set Up Watch lists on Top 50 Target Lists §  Improved Pre Call Planning on all Web and Partner Leads §  Increased Profile Scores on Target Accounts by 50%


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%

1.  Impacting Sales Productivity

2.  Tools & Technologies

3.  What Metrics and Results To Track

4.  How to Implement Social Selling?

5.  Ensuring Sales & Marketing Alignment

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Panel Discussion: Managing Teams To Higher Quotas With Social Selling

Q&A

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