Sales 2.0 panel introhive rob begg

Relationships MatterRob Begg, VP Marketing @rbegg

Relationships Matter.

Relationships Rule.

It’s been core to sales since the beginning.

We hire for it.We train for it.We buy tools to manage it.

Relationships Matter.

Competitive DifferentiationIn competitive industries with closely positioned product, price and customer experience, relationships matter.

Expanded MarketsYour addressable market isn’t who you could sell to it’s who you can reach.

Higher Rep ProductivityLess time spent prospecting and more time with qualified connections means better sales results.

Better ResultsUse existing strong relationships to focus the buying journey on decisions.

Relationships Create:

Relationships Matter.

We Invest Heavily

Social CRM HiringData

Relationships Matter.

But is it working?

Relationships Matter.

With all of the channels of connection is selling getting easier?

Does social REALLY make an impact for sales?

How are businesses managing and hiring for this?

Relationships Matter.

So we asked people like you.

Introhive commissioned a survey of:• Sales and Sales Managers• In companies of over 250 employees• All B2B• Some field and some inside• Throughout the stages of their career

The survey was done by http://www.visioncritical.com/

Relationships Matter.

Explored 6 Themes

Compared to three years ago,

how effective would you say cold

calling is now?

How has social media affected your ability to find new

prospects and potential buyers?

How has social media affected your sales productivity?

What are the most important sources

you rely on to research new prospects and

customers.

How does your organization

currently manage the value of

relationships with those outside of

your organization?

What are the most valuable characteristics when you are

considering a new sales hire?

Relationships Matter.

Cold Calling Is Still Dead.

believe cold calling is less effective now than it was 3 years ago.

35%

Relationships Matter.

Cold Calling Is Still Dead.

said it was neither more nor less effective than 3 years.

29%

Relationships Matter.

Cold Calling Is Still Dead.

said it hasn’t improved.64%

Relationships Matter.

And some don’t know.

didn’t know if it was effective or not.

Seriously.

64%

Relationships Matter.

What about social media?

of respondents said that social media has had no effect on their sales efforts at all.

55%

Relationships Matter.

What about social media?

of our respondents said social media has had no effect on the speed at which they close deals.

77%

Relationships Matter.

What about social research?

Less than 15% said they bothered with LinkedIn and

only about 6% said they looked a company up on Twitter.

Relationships Matter.

So where are they going?

47% of sales professionals told us they talked to fellow employees.

31% said they were talking to friends and family as one of their most

important sources.

Relationships Matter.

What about technology to manage relationships?

just use CRM. That’s good!75%

Relationships Matter.

And it matters when they hire.

67% of respondents said a potential hire’s existing

relationships were an important or very important consideration in

the hiring process.

Relationships Matter.

So what are the takeaways?

At best prospecting is stagnant and worse it’s dead.

Social has huge promise but results and adoption in sales needs improvement.

We turn to colleagues and friends for introductions and intelligence.

• But we only manage it via CRM.

We want connected reps.

Relationships Matter.

We believe in a Relationship Revolution

Organizations will unlock relationships. Turn a sea of data intro warm introductions and real insight.

Uncover and map the relationships with customers. Discover true indicators of customer success and opportunity.

Hire and reward based on connectedness. Proactively hire for relationship coverage and include the whole company.

Arm sales with tools that solve these problems. Bring together CRM, social and data to understand relationships.

Let’s Talk!

Mark BergenEVP Sales