1. Sales 2.0 "Inform me, ask me questions, but don't sell me”
Sunil Maulik

2. Leverage Social Networks
Utilize trust-based networks (LinkedIn, Twitter, Facebook, etc.)
Engage in conversations (Groups, Streams, Blogs)
Enable customers to market your product or service (Comments, Tweets, Links)

3. Profile clients better
Understand the client organization in detail (LinkedIn profiles, Crunchbase, etc.)
Understand the key decision-makers’ needs and motivations (monitor their Twitter streams & online publications).
Seek the appropriate resources from within the organization (Salesforce.com, Yammer)

4. Connect with clients Use trust-based recommendations
Have clients come to you (follow blogs, Twitter streams, etc.)
Send out useful links, documents to targeted audiences
Participate in groups and contribute meaningfully to discussions

5. Generate “peer-to-peer” leads
Participate in the same forums as clients
Organize online groups and invite clients
Be seen as an active contributor
Have clients see you as a trusted advisor
Rank leads based on the strength of your relationships with prospective accounts.

6. Lead Prospecting
If a sales rep has a connection to an account, there is a five times better chance that their call will be returned.
100 people cold-calling vs. 20 people leveraging their networks gets the same number of call- backs.
If conversion rates stay the same, the additional opportunities created result in a 243% increase in sales productivity.

7. Use social media statistics
Use Klout score, number of tweets, etc. as metric for marketing influence
Other metrics for influence:
Retweets
Likes
Views
Web-site stats (Google Analytics), etc.
Profile both you and the customer!

8. Remote sales calls
Use webinars, virtual white-boards to replace sales calls
Replace brochures with web-links, downloadable white-paper PDFs
Replace contracts with clickable EULAs (End User License Agreements)

9. Transform Internal Sales into Client Intelligence
Replace cold-calls/ s with newsletters
Replace inbound marketing with online monitoring
Obtain and share valuable information with clients, not just internally
Clients reward quantitative improvements in their success

10. New Communication Tools
Clients respond to emotions & stories:
Prezzie or YouTube rather than PowerPoint
Online animations that tell stories
Examples of clients discussing applications
Videos and blogs are replacing graphics and web-sites

11. Ongoing Sales Coaching
Use Yammer and other chat tools to communicate with sales in real-time
Use CRM tools to motivate and monitor performance
Set up monthly sales “book-clubs” rather than yearly “sales meetings”
Set up weekly reviews of online training videos, blogs, to keep teams motivated

12. Understand the “cognitive complexity” of today’s sales process
Coaching 2.0
Understand the “cognitive complexity” of today’s sales process
Sales skills: What to teach
Motivation: How to teach
Cognitive coaching: How to change

13. Cognitive Coaching Analytics
Conventional Coaching targets the pre-frontal complex (conscious, analytical decision-making):
Quotas, Performance, Results
Cognitive Coaching targets the limbic system:
Feelings, Impulses, Drives
Requires knowledge of rep & actual behavior:
utilize real-time feedback to encourage behavior- change

14. Effective CRM
Provides business insight (dashboards, analytics, trends)
Spots new revenue opportunities (identify qualified leads; target opportunities for upselling)
Inspires team to be productive (gamification; social; sharing etc.)
Transforms enterprise into a customer-centric organization (everyone understands the customer)
Enables workflows that drive revenue (contract negotiations, renewals, license agreements, etc.)

15. CRM 2.0 Tailor CRM to include "social" information such as:
Communication style (amiable, expressive, analytical, etc.)
Communication preference (phone, , Skype, Twitter, SMS, etc.)
Decision-making characteristics (white-papers, comparisons, references, etc.)
Sentiment analysis (frustrated with current system; needs to reduce costs; etc.)

16. Social CRM Data Analytics
Traditional CRM Data:
Contact
Member
Activities
Products
Financial
Operations
Service
Competition
Marketing
Relationships
Social CRM Data:
Sentiment
Conversation
Hobbies
Groups
Engagement
Activity
Advocacy
Loyalty

17. Social CRM Tools InsightView Data.com Rypple Discover.org DocuSign
Box.net
Eloqua
Full Circle CRM
HoopLa
Reachable
SilverPop
Genius.com

18. *Harvard Business School profile, 2009
Sales Gamification
Effective sales people are "happy losers" - they lose a lot but win a lot*. They are:
Resilient
Enjoy fun activities
Expect the organization to support them
Enjoy recognition, competition, and measurement
Provide them with:
Leaderboards for top performing sales reps
Pipeline and forecasts showing up in CRM daily
Team and individual incentives
*Harvard Business School profile, 2009

19. Summary Social Sales (Sales 2.0) requires:
Listening: getting real-time feedback (not just surveys)
Thinking: using fact-based analytics (big data)
Empowering: allowing people to do the right thing for the customer
Creating: innovating new ideas and offering them to the customers
Delighting: surprising the customer by surpassing expectations
Top performing sales organizations have Leaders who are addicted to their customers