Social Sales Revolution: 7 Steps to Get AheadSales Professionals Track

Scott Holden

Senior Director, Product Marketing

salesforce.com

@scottiholden

Today’s Presenters

Nathan FreitasCommunity Manager, Salesforce.com

@natespeak

Ben Pruden

Karl Goldfield

Product Marketing Manager, Sales Cloud

@bsupakrunk

VP of Sales, Teambox

@karlgoldfield

Lee OddenCEO, TopRank

@leeodden

Safe Harbor

Safe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services. The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of intellectual property and other litigation, risks associated with possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-Q for the most recent fiscal quarter ended April 30, 2011. This documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site. Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.

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The Social Revolution: Today’s Buyer

22% of time spent on the internet is social

85% of people think companies should interact on social media

56% of people feel a stronger connection with companies who engage on social media

Sources: Comscore, January 2011Cone Business in Social Media Study, 2008 (USA only)Eric Berridge, co-founder: Blue Wolf

Buyers are Frustrated with Sales Reps

My Needs and Objectives

My Technology Environment

My Timeline

My Organizational Structure

IDC 2011 Buyer Experience Survey

64%

42%

40%

9%

% of Buyers Say“I want sales reps to know…”

And Leaving Reps Out of the Buying Process

May I suggest…

May I suggest…

I was hoping to find…

May I suggest…

May I suggest…

Customers Sales Rep

Meanwhile, Reps Are Being Robbed of Sales Time

Too hard to find

Not targeted properly

Out of date

Created for marketing, not sales

IDC Content Management Sales Enablement Survey

% of Sales Reps who say...

65%

42%

38%

26%

“Our company sales content is…”

Because It’s Impossible to Find What They Need

The Social Enterprise Connects the Dots For Reps

Customer Social Network

Employee Social Network

Sales Rep

The Social Sales Revolution: 7 Steps to Get Ahead

6 752 31 4Get in The

GameKnow Your Customer Hangouts

Make Yourself “Like”-able

First Friends, Then Leads

Connect With Social

Intelligence

Tweet-up Your

Pipeline

Get Together, Sell Smarter

The Social Sales Revolution: 7 Steps to Get Ahead

2 3 4Know Your Customer Hangouts

Make Yourself “Like”-able

First Friends, Then Leads

1Get in The

Game

6 75Connect With

Social Intelligence

Tweet-up Your

Pipeline

Get Together, Sell Smarter

Get In The Game, It’s Easy & It Works!

A short daily routine will help you…

Form closer relationships

Find more customers

Help prospective buyers find you

Close deals faster

Karl Goldfield

VP of Sales at TeamBox

@KarlGoldfield

Get In the Game

Before Social Sales After Social Sales

The Social Sales Revolution: 7 Steps to Get Ahead

31 4Get in The

GameMake Yourself

“Like”-ableFirst Friends, Then Leads

Connect With Social

Intelligence

2Know Your Customer Hangouts

6 75Connect With

Social Intelligence

Tweet-up Your

Pipeline

Get Together, Sell Smarter

Know Your Customer Hang-outs

Website

Blog

Facebook Page

Twitter Profile

LinkedIn Page

Nathan FreitasRadian6 Listening & Engagement

Salesforce.com Community Manager

@NateSpeak

Rackspace Knows Their Customer Hangouts

Community Mascot

The Social Sales Revolution: 7 Steps to Get Ahead

21 4Get in The

GameKnow Your Customer Hangouts

First Friends, Then Leads

3Make Yourself

“Like”-able

6 75Connect With

Social Intelligence

Tweet-up Your

Pipeline

Get Together, Sell Smarter

“91% of B2B decision-makers consume social media including blogs, video, and customer reviews.”

- Forrester B2B Social Technographics Survey

“53% Of all time on the internet is content consumption.”

- AOL Nielsen 5/11

Make Yourself “Like”-able

Join relevant social networks

Polish your profile

Post on blogs your customers read

Help customers with questions

1,187 like this

Lee Odden

CEO of TopRank

@LeeOdden

The Art of Being Useful to Prospects

Discovery Consumption Sharing

Neenah Paper

Intersection of Social & Search

Any suggestions for social media marketing software?

We picked Awareness Inc.

Neenah Paper - Facebook

4k+ Fans

Being HelpfulIs Likeable

Inspires Shares,Endorsements

Neenah Paper: Reps on Twitter

8k+ Followers

10 Sales RepsOn Twitter

Engaging,Responding,Sharing Info& Products

Build Your Rep

Join Groups Create Groups

Get Connected

Complete Your Profile

Communicate and Reap Dividends

Communicate Review Interest

Connect With Prospect

The Social Sales Revolution: 7 Steps to Get Ahead

6 752 31Get in The

GameKnow Your Customer Hangouts

Make Yourself “Like”-able

Connect With Social

Intelligence

Tweet-up Your

Pipeline

Get Together, Sell Smarter

4First Friends, Then Leads

Friends First, Leads Second

Inspired by QuickSprout.com

First Friends, Then Leads

Caterpillar’s community creates sales opportunities

The Social Sales Revolution: 7 Steps to Get Ahead

6 72 31 4Get in The

GameKnow Your Customer Hangouts

Make Yourself “Like”-able

First Friends, Then Leads

Connect With Social

Intelligence

Get Together, Sell Smarter

5Tweet-up

Your Pipeline

Tweet-up Your Pipeline

Listen for problems

Share information

Don’t push product

Nurture your network

@rep thanks for the info

Watch & Share What’s Relevant

Blogging for Virality

Write compelling story

Get syndicated on sites with reach

Enjoy the Traffic Boost

#PRWebChat

9000+ Followers

#PRWebchat tweet-up hosted Monthly

1,200+ Tweets, RTs / chat

Conversations archived publicly on BurrelsLuce.com

#PRWebChat

• Useful 3rd party info

• Creates blog content

• Extends PRWeb brand reach

• Builds thought leadership

• Creates goodwill

• Lowers barriers of trust

• Shortens sales cycles

• Few resources to produce

The Social Sales Revolution: 7 Steps to Get Ahead

752 31 4Get in The

GameKnow Your Customer Hangouts

Make Yourself “Like”-able

First Friends, Then Leads

Tweet-up Your

Pipeline

Get Together, Sell Smarter

6Connect With

Social Intelligence

Connect with Social Intelligence

Listen for the point of need

Create social “alerts”

Look for opportunities to connect

What do you think about…? Here is an

interesting article…

Anyone know whether…?

What is the deal with…

Social Intelligence Wins Deals

Find Prospect

Study Behavior

Identify Need

Ben Pruden

Product Marketing Manager,

Salesforce.com Sales Cloud

@bsupakrunk

Social Contacts Demonstration

Ben Pruden, salesforce.com

The Social Sales Revolution: 7 Steps to Get Ahead

652 31 4Get in The

GameKnow Your Customer Hangouts

Make Yourself “Like”-able

First Friends, Then Leads

Connect With Social

Intelligence

Tweet-up Your

Pipeline

7Get Together, Sell Smarter

Your Deal

Employee Social Network

Accelerate Your Deal with All Your Company’s Expertise

Marketing

Product

Quotes Rep

Ops

Files

Customer Groups Demonstration

Ben Pruden, salesforce.com

www.slideshare.net/Salesforce/the-social-sales-revolution

To Learn More, Check Out Our New eBook

The Social Sales Revolution: 7 Steps to Get Ahead

6 752 31 4Get in The

GameKnow Your Customer Hangouts

Make Yourself “Like”-able

First Friends, Then Leads

Connect With Social

Intelligence

Tweet-up Your

Pipeline

Get Together, Sell Smarter

Questions & Answers

Nathan FreitasCommunity Manager, Salesforce.com

@natespeak

Ben Pruden

Karl Goldfield

Product Marketing Manager Salesforce.com

@bsupakrunk

VP of Sales, Teambox

@karlgoldfield

Lee OddenCEO, TopRank

@leeodden

Scott HoldenSenior Director Product Marketing Salesforce.com

@scottiholden

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