Tapping into Social Media for Sales Empowerment and Productivity

1. How to Tap into Social Media to Drive Enterprise Sales
Results
Umberto Milletti
Founder and CEO

2. Agenda
• Using Social Media To Drive Sales Productivity
• Stories From The Trenches
• Social Media For Marketing Productivity
| SLIDE :2

3. "... 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 :3
Customer 1.0 Customer 2.0
Customer Behavior is Changing!

4. | SLIDE :4
“Social selling allows an average sales person to become a top performer…
in a way that was only accessible to the top sales guard in the past.”
AXEL SCHULZE
Blog : What is Social Selling?
Connect
+
Engage
=
Listen
Social Selling: A New Approach to Engage the
Customer

5. Sales
Staying Relevant is Becoming Overwhelming!

6. InsideView increases sales productivity
by delivering relevant business and social
insights when and where you need them.
What We Do

7. 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
Cory Ayres
Director of Corporate Sales
Xactly Corporation
35 S. Market Street
San Jose, California 95113
Corp. Phone: 1-(408)-977-3132
Corp. Fax: 1-(408)-977-1261
Email: cayres@xactly.com
More Info:
Search Google / Search Jigsaw / Search
LinkedIn
Smart Records – Close the loop
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
Engage at the Right Time with the Right Message

8. STANDARD AGENTS
MERGERS & ACQUISITIONS
LEADERSHIP CHANGES
MARKET EVENTS
CURRENT INITIATIVES
BUSINESS CHALLENGES
NEW REGULATIONS
COMPLIANCE REQUIREMENTS
COMPETITOR EVENTS
Expanding Operations
Granite Const.– Wins 29M Govt
Expansion Contract
Mexico...Granite Construction Incorporated (NYSE: GVA |
PowerRating Financed by the American...TradingMarkets -
Jul 28, 08:32 PDT
Funding Developments
Zynga – Zynga receive additional $75M
in funding
Leadership Changes
Taleo says CFO to resign
CFO Katy Murray announced intention
to resign on October 1 or until
successor is appointed
Competitor Events
Onesource to be sold to private equity
firm – future in doubt…
BUSINESS INSIGHTS
| SLIDE :9
Listen To Your Customers
Get Relevant and Timely Business Insights

9. Stay Relevant With Your Prospects
Get 360° View of Their Social Profiles

10. Co-workers
Reference
Customers
Previous
Employers
Connect With The Right People
Use Your Existing and Hidden Relationships

11. | SLIDE :12
Optimized Interface For Sales Productivity | Seamless Integration | Within Accounts, Leads, Contacts, & Opportunities
SalesView Mashup
For
Oracle CRM
OnDemand
InsideView for Oracle CRM On Demand

12. MARKETING INSIDE SALES FIELD SALES
✔ More high
quality leads
✔ Shorter sales
cycles
✔ Improved win
rates
✔ Increased
account revenue
✔ Higher renewal
rates
✔ Faster pre-call
research
✔ Better lead
conversion rates
Lead
Generation
Lead
Qualification
Opportunity
Management
Up-sell &
Cross-sell
METRICS
SALES LEADERSHIP
✔ Higher sales productivity
✔ Faster ramp-up for new hires
✔ Greater CRM adoption
| SLIDE :14
Increase Productivity: Across the Revenue Cycle

13. | SLIDE :15
600+ Customers / 30,000 End-Users

14. YEAR-OVER-YEAR PERFORMANCE
Reps Achieving Quota Revenue Win/Loss Rate Lead Conversion Rate
Source: Peter Ostrow, Aberdeen Group, October 2009 (n:422 Companies)
| SLIDE :16
InsideView Users Are More Productive

15. 17
| SLIDE :17
200% year-over-year increase in call volume
240% year-over-year increase in transactions
30% increase in productive reps
3X increase in prospect attendance in field events
Reduced pre-call preparation time by 1-2 hours per day per rep
Improved high-end selling through connections to C-suite
12% increase in pipeline over initial 6 month deployment
320+% ROI due to additional deals closed
Increasing Customer Productivity

16. Stories From The Trenches
Mark Campbell
Regional Manager
CRM Application Sales
Deb Westman
Director Sales
Operations

17. “SalesView has increased lead gen productivity by 3x in terms of call
volumes as well as opportunities generated. On-boarding SalesView has
been the easiest thing we’ve done, with respect to sales applications.”
• CHALLENGES
– Gathering account and contact intelligence quickly
– Cost of getting sales data for all sales reps
– Integration with CRM
• SOLUTION
– SalesView for Oracle CRM On Demand
• RESULTS
– 3x increase in rep productivity (call quantity)
– 3x increase in opportunity generation
– On-boarding in just minutes
- Deb Westman
Director Business Services Operations
Experian Marketing Services
Case Study:

18. “SalesView significantly accelerates account research with one-stop-shop access to
prospect data and enables more relevant customer engagement with alerts on compelling
business events.”
• CHALLENGES
– Improving account intelligence
– Better alignment between inside & outside sales
• SOLUTION
– SalesView for Oracle CRM On Demand
• RESULTS
– Accelerated account research
– More impactful customer interactions drive deals forward
“SalesView is easy-to-demo and critical for prospecting”
- Michelle Coolican
Business Development Manager
Oracle Health Sciences Global Business Unit
- Christina Langone
Sales Representative
Oracle CRM OnDemand
Case Study:

19. • Defining Productivity
• Individual Rep Productivity
• Productivity Across Sales Teams
• Using Social Media
| SLIDE :21
Key Topics

20. Social Media For Marketing Productivity
Sundeep Parsa
Director Product Management
Oracle

21. | SLIDE :23
The Sales & Marketing Divide
Lack of Intelligence Limits Marketing Productivity
Scoring
based on
data
Name
Email
Paid Lists
Inbound
Inquiries
$$$
• Expensive lists with inaccurate
contact information
• Nurturing and scoring based
only on user behavior
• Limited lead intelligence
Nurturing
based on
data
Marketing Qualified Leads ≠ Sales Qualified Leads

22. | SLIDE :24
InsideView Marketing Intelligence
Business and Social Insights to Increase Marketing Productivity
Paid Lists
Inbound
Inquiries
$$$
Scoring based
on intelligence
Nurturing
based on
intelligence
DEMOGRAPHICS ENRICHED WITH
SOCIAL PROFILES
Name
Title
Email
Phone
Relationships
Work History
Interests
Address
Biography
BUSINESS INSIGHTS
New Regulation
New Initiatives
Leadership Changes
Funding Developments
Expanding Operations
Marketing Qualified Leads = Sales Qualified Leads

23. | SLIDE :25
Identify New Opportunities | Revive Passive Opportunities | Tighter Sales and Marketing Alignment
InsideView Powers
Oracle Marketing
On Demand
InsideView Marketing Intelligence
Business Insights Trigger Event-Based Campaigns

24. THANK YOU
Umberto Milletti,
Founder and CEO
Email: umberto@insideview.com
Twitter: @umbertom