SocialSalesA prerequisite to #winning

The “Caretaker”

Committed to successful implementations, customers love this type. A strong attention to detail and good service makes the Caretaker dependable and trusted.

The “Relationship Builder”

Always on call, Relationship Builders are big customer advocates. Helpful and dependable, this type knows everyone on the account and is ready to respond when the customer needs something.

The “Challenger”

Outspoken and guileless, the Challenger is not afraid to ask “why” (or “why not”)? Assertive and creative, a unique perspective is this type’s claim to fame.

The “Lone Wolf”

This type makes decisions based on gut instinct, and is usually right. Call notes? Nah, no time for that. Rules are made to be broken.

The “Hard Worker”

First to the office, last to get home. Hard Workers never give up and are always looking for ways to improve.

What sales profile do you thinkwins the most?

Common Sales Profiles Research by the Corporate Executive Board (CEB)

The “Relationship Builder”

The fan favorite

What do the numbers say?

Conventional wisdom says reps with the best customer relationships always win.Certainly building connections with your customers and prospects is important–but is it enough?

The “Relationship Builder”

The “Challenger”

The “Lone Wolf”

The “Hard Worker”

The “Care Taker”

The clear winner 39%

25%

17%

12%

7%

It’s not just about relationships. Top sales performers are “Challengers” who force their customers to think outside their norms, push for creative solutions to problems, and even highlight problems that their customers miss.

4X betterperformance10X better forcomplex sales

Source: “The New High Performer”, Corporate Executive Board, 2009Percentages are based on performance

Every rep can be morelike the ChallengerSocial tools help reps understand customers

Win with social

Challengers use 3 techniques:1. Teach for differentiation2. Tailor the message3. Control the conversation

Get your entire team on track

1.Teach fordifferentiation

Listen to customersInformation is currency to the Challenger–the social web provides unique perspectives into industry sentiment, market drivers, and the competitive landscape that can be easily shared with customers.

Collaborate as a teamEven the Challenger can’t do it all–challenger leverages their company social network to connect with experts, getting access to specific and valuable insight and advice that can be used to win deals. Competitive plays are just a connection away.

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Use social insightsThe Challenger includes social feeds from sources like Twitter, Facebook, and LinkedIn to get better insight into customer and prospect thoughts and preferences.

Tap into your company’s knowledgeThe Challenger impresses customers with an in-depth understanding of their business and industry. Connecting with winning strategies and content used in similar deals, and leveraging customer success stories that resonate with prospects is key to success.

2.Tailor the message

@salesleader #winning

Follow every customer interactionThe Challenger stays connected to conversations colleagues are having with customers to ensure they are driving towards a common goal.

Engage and collaboratewith customersThe Challenger doesn’t just rely on email, calls, and occasional visits. Social channels help create a high-touch, two-way environment, and drive the conversation to a successful close.

@ @##

3.Control the conversation

Creating aChallenger army

Promote company-wide transparencyPave the way for open communication among your team with collaborative technologies, transparent analytics, and social tools.

Sales people love to win and managers need to create an environment that makes it easy for reps to share and take up the challenge.

Share what works with each otherRecognize and call out specific activities that exist in each of the Challenger-fueled deals. Create discussion groups to compare notes on challenger deals. Actively review and discuss Challenger concepts and strategies.

Going socialisn’t just for sales

Welcome to the Social EnterpriseBecoming a social enterprise is fast becoming a prerequisite for success. It’s time to transform your business, to delight your customers by connecting to them—and to your employees—in new and powerful ways.

There’s a social component to every department.

Service

Finance

Product

Sales

HR

For more information, please visitsalesforce.com/salescloud

or facebook.com/salescloud