social selling driving renaissance in relationships
TRANSCRIPT
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Social Selling Relationships Driving Evolution of
Sales/Marketing
@Jon_Ferrara - @Nimble
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Your Brand + Network Equals
Your Net worth
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Relationships aren’t Social Connections
Relationships are Earned and they’re
Built on Trust
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It’s Your Job to Learn about
People and Their CompanyBefore YouEngage.
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Are You Standing Out From Your Competition?
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Become a Trusted Advisor
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Customer Journey Has Changed
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You Still Operating Your BusinessLike A Castle?
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Building Brands isn’t Simply Marketing
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Company Brands are Built on Promises
Made and Experience Delivered
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Managing Customer Lifecycle
Old Customer Journey Models are changing
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The Consumer Decision Journey
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Influence by Others is Key
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The 5 E’s of Social Business• Educate with Content
• Enchant by being Relevant
• Engage with Authenticity
• Embrace with Intent
• Empower Your Customers
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Marketing’s Not Only Done By Marketing
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@ValaAfshar
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Timothy Huges @OracleTimEMEA Business Development Director Oracle
Koka Sexton Head of Social MediaMember Marketing & CommunicationsLinkedin Corporation
Twitter - @KokaSexton
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Timothy Hughes @OracleTimEMEA Business Development Director Oracle
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Day Timer
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Sales Forecast
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#Overwhelmed
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The Roots of SFA/CRM
• GoldMine was Founded on $5,000• Zero funding - Bank, VC, Seed, Angel• No Marketing Dept. for 1st Five Years• #1 Rated Product for 10 Years• 2 Million Users Worldwide• 5,000 VARS • 500+ Third Party Apps • Pioneered Relationship Management
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Swimming the Social River
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Our contacts,communications
and activitiesare scattered all over the
place
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The Problem With Contact Management
• Metrics for Management!• Value geared towards
reporting• Little Value to Sales Reps• Have to force Reps to use• Tons of Manuel Data Entry
Contacts in Outlook, Address Book and Google Contacts have no Context cause they are not linked to emails and calendar activities.
*Transactional *Stale *Analytical *Un-Social *Manual
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The Problem With Contact Management
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The Problem With CRM• Metrics for Management!• Value geared towards
reporting• Little Value to Sales Reps• Have to force Reps to use• Tons of Manuel Data Entry
We need to move beyond account-driven paradigm where customers are merely numbers and engagement is lacking.
*Transactional *Stale *Analytical *Un-Social *Manual
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Are Sales Tools Helping Sales
People or Slowing Them
Down?
Is This How Most Sales People See Their CRM and Management?
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Are Sales Tools Helping Sales
People or Slowing Them
Down?
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60% of Sales Peoples Time is
Wasted.
Imagine If That Time Was Spent
EngagingCustomers?
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Ensure that every seller has the required knowledge, skills, processes and behaviors to optimize every interaction with buyers.
Sales Enablement #1 Goal
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The Emerging Sales/Marketing Technology Stack
• Too Many Tools• Too Much Complexity• Too Much Costs• Tools Don’t Talk to Each
Other• Too Much Focus on Sales• Service is The New Sales• Experience Drives
Success
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The Consumer Decision Journey
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Building Advocate Tribes from Prospects, Customers and Influencers
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Building Your Brand
• Be Relevant
• Be Authentic
• Be Personal
• Support Others
• Pay it Forward
•Content Attracts
• Build a Sustainable Community
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About @Jon_Ferrara• Jon is a Relationship Management
entrepreneur who helped create the CRM market with his company GoldMine.
•He is also a noted speaker on Social Sales and Marketing. His most recent venture is Nimble.com, a leading social relationship manager.
•He has recently been recognized on Forbes as one of the Top 10 Social Salespeople In The World and The Top 10 Social Chief Executive Officers (CEOs) on Twitter @Jon_Ferrara @nimble #SocialSelling
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Social Relationships Made Easy™
@Jon_Ferrara - CEO & Founder - Nimble, Inc.
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5 Signs You Just May Be
Ready For a New CRM.
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@Jon_Ferrara - CEO & Founder - Nimble, Inc.
End of Deck
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•Social Selling Made Easy™
Twitter @Jon_Ferrara | CEO Nimble, Inc.Renaissance In Relationships And Evolution of Sales Enablement