This is a presentation I presented at The Big Social 2011 about how to incorporate community into your sales process.

1. The Big Social
2011
Telligent Customer Conference
#Telligent #TheBigSocial
Amplify Your Sales Teams with Communities
Forrest W. Lymburner
WW Community Program Manager, Texas Instruments Inc.

2. The Big Social 2011
Session Objective
Provide steps on
how to successfully
get community to be
an integrated part of
your sales strategy
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3. The Big Social 2011
Who is ?
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4. The Big Social 20114
Understand
Integrate
Amplify

5. The Big Social 20115

6. The Big Social 2011
How Does it Work Today?
 What do you sell?
 What is the process?
 How is your sales forces organized?
 Where are your sales offices?
 Do you have any central sales?
 What tools is your field using?
 Who are your largest customers?
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7. The Big Social 2011
 What do the field complain about?
 What do they need to succeed?
 What can’t the current tool set do?
7
Identify Challenges

8. The Big Social 2011
What We Found
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 Déjà-vu
Email was
King
 Lost
Treasure
 Old Way of
Thinking

9. The Big Social 2011
Integrate
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10. The Big Social 2011
Top Side/Bottom Side Buy In
 Start at the
bottom for pilots
 Once you have a
story…go up the
ladder
 When the
program is ready
go to the top
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11. The Big Social 2011
Build to Suit
 Don’t go crazy
 Stick to the plan
 Start small
 Find your story
 Find your advocates
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12. The Big Social 2011
Slow & Steady
 Social Media is
scary
 Solve a problem
…use the gratitude
 Use the momentum
 Never Stop Selling!
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13. The Big Social 2011
What We Implemented
13
 Started
with
internal
first
 Launched
an external
pilot with a
handful of
product
segments
 Wrote a
story…
started
telling the
story

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15. The Big Social 201115
If you build
it, they will
come… doesn’t
Sell It!

16. The Big Social 2011
Start Rewarding
 Field Motivation…
Money and
Recognition
 Recognize your
advocates and early
adopters
 Get included in
existing bonus
programs
 Encourage
competition
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17. The Big Social 2011
Make it “Part of” not “Extra”
 Become part of the sales process
 If you become too much extra
work…you will fail
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18. The Big Social 2011
Take it Global…Smartly
 Don’t Assume
 Don’t Cookie Cutter
 Field Sales is
different regionally
 Go back to step
one and start again
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19. The Big Social 2011
What We Implemented
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 Combined
our internal
& external
sites into
one
 Expanded
the pilot to
include the
entire
business
 Integrated
with other
social
media
programs

20. The Big Social 2011
What We Implemented
 Customer
intelligence
integration
 Employee
Reward &
Recognition
program
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21. The Big Social 2011
What We Implemented
 Email wasn’t
going away
 Integrate email
into the
community
functionality
 Email-in, Email-
out
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22. The Big Social 2011
Summary
 Research before
you begin
 Start small but keep
moving
 Communicate a lot
 Expand slowly and
steadily
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23. The Big Social 2011
Our Sites & Contact Info
 WW English Community
 http://e2e.ti.com
 China Community
 http://www.deyisupport.com
 Open Source Portal
 http://designsomething.org
 Forrest W. Lymburner
 f-lymburner@ti.com
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24. The Big Social 201124

25. REMINDER
#Telligent #TheBigSocial
Continue your learning:
 Developer Jam
 Usability Lab
 Partner Pavilions
 Networking
 Telligent demonstrations
 Documentation
 Keynotes

26. REMINDER
#Telligent #TheBigSocial
After The Big Social is over
Visit Telligent.com/bigsocial/
 Customer Connection – Telligent Community
customers
 Employee Community – Telligent Enterprise
customers
 Telligent Support – Customer service and support
 Developer Space – Extend and integrate the platform