Social Selling Relationships Driving Evolution of

Sales/Marketing

@Jon_Ferrara - @Nimble

Your Brand + Network Equals

Your Net worth

Relationships aren’t Social Connections

Relationships are Earned and they’re

Built on Trust

It’s Your Job to Learn about

People and Their CompanyBefore YouEngage.

Are You Standing Out From Your Competition?

Become a Trusted Advisor

Customer Journey Has Changed

You Still Operating Your BusinessLike A Castle?

Building Brands isn’t Simply Marketing

Company Brands are Built on Promises

Made and Experience Delivered

Managing Customer Lifecycle

Old Customer Journey Models are changing

The Consumer Decision Journey

Influence by Others is Key

The 5 E’s of Social Business• Educate with Content

• Enchant by being Relevant

• Engage with Authenticity

• Embrace with Intent

• Empower Your Customers

Marketing’s Not Only Done By Marketing

@ValaAfshar

Timothy Huges @OracleTimEMEA Business Development Director Oracle

Koka Sexton Head of Social MediaMember Marketing & CommunicationsLinkedin Corporation

Twitter - @KokaSexton

Timothy Hughes @OracleTimEMEA Business Development Director Oracle

Day Timer

Sales Forecast

#Overwhelmed

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

Swimming the Social River

Our contacts,communications

and activitiesare scattered all over the

place

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

The Problem With Contact Management

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

Are Sales Tools Helping Sales

People or Slowing Them

Down?

Is This How Most Sales People See Their CRM and Management?

Are Sales Tools Helping Sales

People or Slowing Them

Down?

60% of Sales Peoples Time is

Wasted.

Imagine If That Time Was Spent

EngagingCustomers?

Ensure that every seller has the required knowledge, skills, processes and behaviors to optimize every interaction with buyers.

Sales Enablement #1 Goal

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

The Consumer Decision Journey

Building Advocate Tribes from Prospects, Customers and Influencers

Building Your Brand

• Be Relevant

• Be Authentic

• Be Personal

• Support Others

• Pay it Forward

•Content Attracts

• Build a Sustainable Community

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

Social Relationships Made Easy™

@Jon_Ferrara - CEO & Founder - Nimble, Inc.

5 Signs You Just May Be

Ready For a New CRM.

@Jon_Ferrara - CEO & Founder - Nimble, Inc.

End of Deck

•Social Selling Made Easy™

Twitter @Jon_Ferrara | CEO Nimble, Inc.Renaissance In Relationships And Evolution of Sales Enablement