CRM Made Social with SugarCRM Webcast
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InsideView Introduction Ralf VonSosen, VP of Marketing Dan Tajbl, Sr. Sales Engineer
description
Learn how InsideView works inside SugarCRM. Prospects and customers spend more time online than ever before. They're sharing their business needs and telling salespeople exactly how and when they want to do business. Social media provides an unprecedented platform for companies and individuals to express their business challenges. Statistics prove that sales people who follow their prospects and customers through social media have higher win rates and shorter sales cycles. InsideView helps salespeople use social media to uncover the right prospects and build relationships with them. Presenter: Ralf VonSosen, VP Marketing, InsideView
Transcript of CRM Made Social with SugarCRM Webcast
InsideView Introduction
Ralf VonSosen, VP of MarketingDan Tajbl, Sr. Sales Engineer
Agenda
• Getting harder to find, close, and keep customers?
• The InsideView Solution
• Intelligence vs. Data
• Customer Success
• Demo
• InsideView for SugarCRM
| SLIDE :2
Getting harder to find, close, and keep customers?
| SLIDE :3
Find
Qualify
Engage
Convert
Renew
Upsell
Leads Opportunities Customers
Information Customers Relationships
time
leve
l of
bu
yer
act
ivit
y
“I’m just downloading
stuff”
“We have a project” “We’ve
made a decision”
“I’m just browsing”
“We’ve shortlisted vendors”
awareness consideration purchase
online
New Customer Dynamics - “70% of the B2B buying process happens
online”SiriusDecisions Inc.
Are You Adapting to these Changes?
| SLIDE :5
Leads Opportunities Customers
• Leads– How do you ensure comprehensive market and competitive research is done to find the best new leads?
– Describe your process for finding and segmenting new leads based on market, company, and contact
information.
– How do you ensure the most comprehensive information is available for new leads?
– How are leads scored based on quality and routed to sales reps?
• Opportunities– How much time should rep’s spend preparing for a call and how much do they actually spend?
– Do top-performers prepare more? More effectively? Both?
– Do your presentations and proposals provide a clear picture that your rep’s understand the prospect’s
business and company?
– How are your reps differentiating or prioritizing their calls for the day?
• Customers– How do account managers build their relationship with customers?
– How do they prepare for upsell and renewal conversations?
The Promise of InsideView
| SLIDE :6
Find
Qualify
Engage
Convert
Renew
Upsell
Leads Opportunities Customers
Find
Qualify
Engage
Convert
Renew
Upsell
Find & Qualify
LeadsEngage & Convert
OpportunitiesRenew & Upsell
Customers
How does InsideView do it?
| SLIDE :7
News Social Media ConnectionsCompany Info
InsideView’s Impact
| SLIDE :8
Find & Qualify
LeadsEngage & Convert
OpportunitiesRenew & Upsell
Customers
Competitive Info• Find & research competitors• Monitor activities & news• Presence in accounts
Lead Generation• Find by market, company,
contact, social profile• Merge with CRM
Lead Enrichment• Deep contact information• Social profile & activity• Enhance info in your CRM
Prospecting• Use real-time triggers • Social identity & activity• Explore common connections
Pre-Call Research• Common connections• Deep company & contact info• News and social activity
Contract Negotiation• Identify key individuals• Deep profile on individuals• Real-time triggers on events
Relationship Building• Identify key individuals• Social Identity & Activity• Use common connections
Renewal• Real-time business triggers• Insight into social activities• Track info with CRM data
Upsell• Company structure info• Real-time business triggers• Insight into social activities
BROWSER MOBILECRM
InsideView Creates Intelligence from DataTrigger Event Analysis Connection Analysis
Entity Triangulation Natural Language Processing
How does InsideView do this?
| SLIDE :9
SOCIAL MEDIA & NETWORKS:LinkedIn, Facebook, Twitter, Blogs, etc.
TRADITIONAL MEDIA & SOURCES:Company & Contact Data, News, etc.
Data vs. Intelligence – CSO Insights
No Tools Sales Data Sales Intelligence40%
42%
44%
46%
48%
50%
52%
43.4%
45.9%
50.8%
Win Rates (2,000 Companies Studied)
Assuming $1M Quota, Intelligence vs. Data => 11% Revenue improvement
INTELLIGENCE
DATA
Social Selling Essential #1: Contact Data vs. Intelligence
DATA
INTELLIGENCE
Social Selling Essential #1: Company Data vs. Intelligence
| SLIDE :13
Social Selling Essential #2: When & Why to Call
Social CRM Watchlist— ZDNet / Paul Greenberg, January 2011
Top 100 Private Software Company— JMP Securities, 2010
#1 Rated & Most Popular App— Force.com AppExchange
Accelerating Momentum & Recognized Leader
2007 2008 2009 2010
Impacting the Entire Customer Relationship for great ROI
LeadGeneration
LeadQualification
OpportunityManagement
CustomerRenewals/Upsells
50% decrease in research time
22->70 New Opportunities/Rep/Month
Improved selling to C-level
Increase Avg. Contract Value by 460%
Find & Qualify
LeadsEngage & Convert
OpportunitiesRenew & Upsell
Customers
DEMO
| SLIDE :16
InsideView for SugarCRM Features
| SLIDE :17
FREECRM+ PRO
…for Individuals
for Sugar …for Sales Teams
…for Acct Mgrs.
Sales Data
Company Details ü ü üTwitter & Blog Mentions ü ü üNews Aggregation ü ü üSocial Profiles ü ü üFamily Trees ü üCompetitor Profiles ü üContact Details ü ü
Sales Intelligence
Company Tracking Limited Limited üStandard Sales Triggers Limited ü üCustom Sales Triggers üSocial Network Connections ü üTriggers & Connection Sharing ü
CRM Integration & List Export
CRM Import & Sync Limited üCRM Data Governance ü üList Building üCompany List Export üContact List Export ü
PRICE $0 $19/user/month
$49/user/ month
CRM + for Sugar Requires activation of all CRM users. 5 user minimum. PRO for Individuals No min seat requirement. PRO for Sales Required 5 seat min. PRO for Account Mgmt Required 5 seat min.
