using social media monitoring tools to drive sales
TRANSCRIPT
YOUR DATA WITH DESTINYUsing SOCIAL MEDIA MONITORING tools to improve the Sales Cycle
NITIN KHANDELWAL , ALI OMIDVAR, ANAND SIVAKUMAR
Web Analytics Generation One
DATA
Web Analytics Generation One
Web Analytics Generation Two
Web Analytics Generation Two
DATA
SOCIAL MEDIA MONITORING TOOLS
INSIGHTS
AGENDA
What can SMM do?
Impact on Sales-Cycle
Case Studies
Risks / Recommendations
Future of SMM
SMM does…
Sales Cycle Case-studyRisk/
Recommendation
Extraction of Social Links
HUB
BRIDGE
OUTLIER
SMM does…
Sales Cycle Case-studyRisk/
Recommendation
Sentiment Analysis
SMM does…
Sales Cycle Case-studyRisk/
Recommendation
Trend Analysis
SMM does…
Sales Cycle Case-studyRisk/
Recommendation
Gauging Brand Equity
SMM does…
Sales Cycle Case-studyRisk/
Recommendation
Gauging Brand Equity
1. Allows Account Managers, Sales managers and the Sales force respond to sentiments formed in crucial social networks. Such responses also create also serve as more valid testimonials to the brand’s performance.
2. Helps the sales team anticipate other problems that can be solved by their product or service based on the social chatter. They can also anticipate objections that they may encounter during a sales call.
3. Shows geographical locations where positive sentiments prevail.
SMM does…
Sales Cycle Case-studyRisk/
Recommendation
Customer Profiling
Name, age, Geographic Location
Currently searching for:2 door sedans , Electric Vehicles, DSLR cameras
Active Blogger , leaves comments on only 3 blog rolls
Loyal to Brands: APPLE, Kenneth Cole
Negative impressions towards: Microsoft, Armani, Gap
4700 Twitter followers : HUB status in Neuro-linguistic programming
Hobbies: Likes Bird-watching
SMM does…
Sales Cycle Case-studyRisk/
Recommendation
Hot-Spots: Online AddressMost Active on:
Less Active on:
Case Studies
SMM does…
Sales Cycle Case-studyRisk/
Recommendation
Case Study 1: Enabling Retail-Channels for EA Sports
Manufacturing, Service Producer (EA sports)
Distributors (Best Buy)
Consumers
SMMSoftware
SMM does…
Sales Cycle Case-studyRisk/
Recommendation
Training sessions
• Additional Resources
• Customized Training
• Sales Literature
Marketing
• Consumer Sentiment
• Feedbacks, Complains
Geographical Preferences
• Cultural Differences
• Globalization
Case Study 1: Enabling Retail-Channels for EA Sports
SMM does…
Sales Cycle Case-studyRisk/
Recommendation
Case Study 2: Software Vendor
User shows interest in CRM software
WEB
SMM Tool CRM
Software Manufacture
SMM does…
Sales Cycle Case-studyRisk/
Recommendation
Case Study 2: Software Vendor
CRM
CRMCRM
CRM
CRM
CRM
CRM
CRM
Chatter about CRM
SMM Tool CRM
Software Manufacture
Risks and Recommendations
Risk and Recommendation #1
1st generation
2nd generation
Next generation
SMM tools are still in a state of infancy
• Use these tools in collaboration with other tools• Second level analysis – Insights rather than Reports
Risk
Recommendation
Current State
SMM does…
Sales Cycle Case-study
Risk/ Recommen
dation
No standards for SMM tools yet
• Always monitor data relative to each other• Source Analysis
Risk
Recommendation
Risk and Recommendation #2
SMM does…
Sales Cycle Case-study
Risk/ Recommen
dation
Different Globes
•Analyse data/information in the context•Different architecture of data centers may spew incorrect geographical information
Risk
Recommendation
Risk and Recommendation #3
SMM does…
Sales Cycle Case-study
Risk/ Recommen
dation
Future Trends
1st generation
2nd generation
Next generation Data for business’s sake – Creating experiments in the social sphere
Consolidation of data – Data points like twitter and facebook allow futher data leverage
Validation of sales channel structure
Determining the solution sequence
SMM does…
Sales Cycle Case-study
Risk/ Recommen
dation
Future Trends…..
Merger and Acquisitions
SMM does…
Sales Cycle Case-study
Risk/ Recommen
dation
Give Us A Shout…..
Anand SivakumarMBA 2010 – Queen’s School of BusinessEmail: [email protected]: [email protected]/Anandsivakumar
Nitin KhandelwalMBA 2010 – Queen’s School of Business
Email: [email protected]/khandelwalnitin
Ali OmidvarMBA 2010 – Queen’s School of Business
Email: [email protected]/Behrango