[Webinar Presentation Slides] How can sales and marketing teams efficiently leverage social networks to generate leads? How can you take advantage of “social signals” to deliver actionable insights that lead into real business opportunities? Ovum and Hearsay Social to discuss social selling and how technology is a key enabler for creating companies that empower their employees to close more deals.

1. Social Selling: How to Use Social Networks to
Close More Deals
Featuring Ovum’s ‘On the Radar” Report
Carter Lusher, Research Fellow & Chief Analyst, Ovum
Amy Millard, VP, Marketing, Hearsay Social
#HSSWebinar
Social Selling: How to Use Social Networks to Close More Deals | © 2012 Hearsay Social | Proprietary & Confidential #HSSWebinar 1

2. About Us
Moderator Guest Speaker Presenter
Emily Aradi Carter Lusher Amy Millard
Marketing, Hearsay Social Chief Analyst, Ovum VP, Marketing, Hearsay Social
@rosearadi @carterlusher @Amillard_tweets
#HSSWebinar
Social Selling: How to Use Social Networks to Close More Deals | © 2012 Hearsay Social | Proprietary & Confidential #HSSWebinar 2

3. Agenda
I. Ovum’s ‘On the Radar’ Report
II. Social Selling
• Quick Hearsay Social Intro
• Social Selling Best Practices
• Technology as an Enabler
III. Q & A Session
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Social Selling: How to Use Social Networks to Close More Deals | © 2012 Hearsay Social | Proprietary & Confidential #HSSWebinar 3

4. Hearsay Social...
On the Radar
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Social Selling: How to Use Social Networks to Close More Deals | © 2012 Hearsay Social | Proprietary & Confidential #HSSWebinar 4

5. Ovum Signature Research | On the Radar
Objective No set schedule
• Highlight vendors creating innovative ideas, products, • Report published as the vendor comes to the
or business models analyst’s attention
• Vendors that bear watching for their impact on markets
Diverse
• Offering could be suitable for certain enterprise and
public sector IT organizations • More than 130 ‘On the Radar’ pieces published
to-date
Audiences
• Enterprise and public sector IT and line-of-business
executives
• Ovum clients
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Social Selling: How to Use Social Networks to Close More Deals | © 2012 Hearsay Social | Proprietary & Confidential #HSSWebinar 5

6. How Does a Vendor Qualify for ‘On the Radar’ Status?
Qualifiers Immaterial
• Clear innovation in ideas, products, or • Ovum client status
business models
• Size of firm: startups to mega-vendors can
• Addresses a real business opportunity or qualify
problem
• Commercial success
• Understands the need for go-to-market
activity as well as innovation
• Relevant to Ovum’s research agenda
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Social Selling: How to Use Social Networks to Close More Deals | © 2012 Hearsay Social | Proprietary & Confidential #HSSWebinar 6

7. ‘On the Radar’ Standardized Format
• Succinct, but not a thumbnail sketch A
• Four pages with a strict word count by section
B
A Catalyst
D
Recommendations – Why put
B
the company on your radar? E
C Highlights – Background
D Highlights – Current position C
E Data Sheet – Key facts
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Social Selling: How to Use Social Networks to Close More Deals | © 2012 Hearsay Social | Proprietary & Confidential #HSSWebinar 7

8. #HSSWebinar
Social Selling: How to Use Social Networks to Close More Deals | © 2012 Hearsay Social | Proprietary & Confidential #HSSWebinar 8

9. Business Problems to be Solved
• Enterprises whose relationships with • Corporate social media is often generic
customers and prospects are via a and disconnected from customers
distributed sales force or branch offices
have different social networking • Local sales teams, branch offices, or
challenges than B2B or other B2C franchises often ignore or fumble social
vendors network interactions with customers and
prospects
Bottom line = Inefficient and ineffective leveraging of social networks leads to loss of sales
#HSSWebinar
Social Selling: How to Use Social Networks to Close More Deals | © 2012 Hearsay Social | Proprietary & Confidential #HSSWebinar 9

10. Key Messages
• Hearsay Social helps enterprises with • Hearsay Social has the ability to identify
distributed sales teams to effectively and emerging trends and enterprise social
efficiently leverage social networks by media challenges earlier than its
providing actionable insights into competitors.
customers’ lives.
• Hearsay Social’s biggest challenge today
• Hearsay Social is a very focused is managing rapid growth
company, avoiding the startup mistake of
trying to be everything for everybody.
• Hearsay Social has effectively leveraged
its CEO/founder’s visibility in the market.
#HSSWebinar
Social Selling: How to Use Social Networks to Close More Deals | © 2012 Hearsay Social | Proprietary & Confidential #HSSWebinar 10

11. Are you changing as fast as the world around you?
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Social Selling: How to Use Social Networks to Close More Deals | © 2012 Hearsay Social | Proprietary & Confidential #HSSWebinar 11

12. The customer-adaptive enterprise creates
sustainable competitive advantage
Tech is not at the center of the customer-adaptive enterprise
#HSSWebinar a key enabler
But it is
Social Selling: How to Use Social Networks to Close More Deals | © 2012 Hearsay Social | Proprietary & Confidential #HSSWebinar 12

13. Recommendations for Enterprises
Why put Hearsay Social on your radar?
• Well positioned to become an important • Enterprises with hundreds or thousands of
part of large enterprises’ B2C marketing distributed sales teams, branch offices, or
toolboxes franchisees should be evaluating Hearsay
Social as a way to leverage social
• Key characteristics
networks for lead generation and sales
– Sound vision effectiveness
– Focused strategy
– Practical-for-the-novice-user application
– Back-end corporate marketing engine
– Team
– Venture capital backing
– Referencable customers
– High visibility via its CEO
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Social Selling: How to Use Social Networks to Close More Deals | © 2012 Hearsay Social | Proprietary & Confidential #HSSWebinar 13

14. Social Selling
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Social Selling: How to Use Social Networks to Close More Deals | © 2012 Hearsay Social | Proprietary & Confidential #HSSWebinar 14

15. Hearsay Social: Social Media Success for Large Enterprises
Our Investors
Over
40,000
Advisors,
Agents,
and
Representa4ves
Customers
in
US,
Canada,
EU,
and
AUS
Key Partnerships
Delivering Compliance and ROI
ü Every level of the organization
ü Every social network 400% customer growth in 11 months
ü Every device
#HSSWebinar
Social Selling: How to Use Social Networks to Close More Deals | © 2012 Hearsay Social | Proprietary & Confidential #HSSWebinar 15

16. Hearsay Social: Social Media Software for the Distributed Enterprise
DSOs: Health & Real Estate: Retail:
Wellness:
Financial Services: Insurance:
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Social Selling: How to Use Social Networks to Close More Deals | © 2012 Hearsay Social | Proprietary & Confidential #HSSWebinar 16

17. Millions
of
Ac4ve
Users
#HSSWebinar
-­‐
500
1,000
1,500
2,000
Dec-­‐04
Mar-­‐05
2005
Jun-­‐05
Sep-­‐05
Dec-­‐05
Mar-­‐06
Jun-­‐06
2006
Sep-­‐06
Dec-­‐06
people
Mar-­‐07
Jun-­‐07
2007
>1.6B
The World Has Gone Social and Mobile
98%
Sep-­‐07
Dec-­‐07
of online population
Mar-­‐08
2008
Jun-­‐08
Sep-­‐08
Dec-­‐08
Mar-­‐09
2009
Jun-­‐09
Sep-­‐09
7B
Social Selling: How to Use Social Networks to Close More Deals | © 2012 Hearsay Social | Proprietary & Confidential Dec-­‐09
Mar-­‐10
2010
Jun-­‐10
on online social networks
worldwide hours per month
Sep-­‐10
Dec-­‐10
Mar-­‐11
2011
Jun-­‐11
Sep-­‐11
Dec-­‐11
Mar-­‐12
Today
Jun-­‐12
Sep-­‐12
#HSSWebinar
1B+"
25M+"
100M+"
187M+"
555M+"
17

18. Social Media Has Also Changed What People Expect from Businesses
Instant response
Transparent and public conversation
Expect to be educated in the channels they prefer when deciding
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Social Selling: How to Use Social Networks to Close More Deals | © 2012 Hearsay Social | Proprietary & Confidential #HSSWebinar 18

19. What Sales People Are Really Thinking About Social Media
“What do I say?”
“I don’t want to
spend a lot of time”
“I’m not a marketer. And I don’t want to learn how to
be one.”
“I’m rarely at my desk – I need to use my phone and
home office too.”
#HSSWebinar
Social Selling: How to Use Social Networks to Close More Deals | © 2012 Hearsay Social | Proprietary & Confidential #HSSWebinar 19

20. Hearsay Social:
Easy social productivity for relationship sellers
Sophisticated marketing for your marketing team
Complete compliance across all devices
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Social Selling: How to Use Social Networks to Close More Deals | © 2012 Hearsay Social | Proprietary & Confidential #HSSWebinar 20

21. Hearsay Social: Designed for Large Enterprises
Rich Analytics!
Social Sales! Social Marketing! Compliance! Enterprise Rights
Management!
Hearsay Social’s Scalable SaaS Platform
ü Role-based functionality drives adoption
ü Scales to 100,000s users per customer
ü Compliance in background for users – until a problem
#HSSWebinar
Social Selling: How to Use Social Networks to Close More Deals | © 2012 Hearsay Social | Proprietary & Confidential #HSSWebinar 21

22. Best Practices for Social Selling
1. Engage your existing networks
2. Act on timely information to drive acquisition, loyalty, and retention
3. Leverage corporate marketing material
#HSSWebinar
Social Selling: How to Use Social Networks to Close More Deals | © 2012 Hearsay Social | Proprietary & Confidential #HSSWebinar 22

23. Best Practice #1 Engage Your Existing Network
Financial Advisors
92%
of people trust
recommendations
Brand Ambassadors Realtors from people
they know
Local Franchisees Insurance Agents
B2B Sales Direct Sellers 17%
of people trust
banks and big
#HSSWebinar businesses
Social Selling: How to Use Social Networks to Close More Deals | © 2012 Hearsay Social | Proprietary & Confidential #HSSWebinar 23

24. Best Practice #1 Engage Your Existing Network
• Don’t be shy, ask for referrals 92%
of people trust
recommendations
from people
they know
#HSSWebinar
Social Selling: How to Use Social Networks to Close More Deals | © 2012 Hearsay Social | Proprietary & Confidential #HSSWebinar 24

25. Best Practice #2: Act on timely information to drive acquisition, loyalty, and retention
signals
#HSSWebinar
Social Selling: How to Use Social Networks to Close More Deals | © 2012 Hearsay Social | Proprietary & Confidential #HSSWebinar 25

26. Best Practice #3 Leverage corporate marketing material
• Who creates content?
– Agencies, corporate marketing team, public
relations, you? Probably all of these and more.
• Increase your credibility by sharing quality content
generated by corporate teams
#HSSWebinar
Social Selling: How to Use Social Networks to Close More Deals | © 2012 Hearsay Social | Proprietary & Confidential #HSSWebinar 26

27. CRM needs to be recalibrated!
as a business strategy to !
create and deliver value"
- Carter Lusher, Ovum"
#HSSWebinar
Social Selling: How to Use Social Networks to Close More Deals | © 2012 Hearsay Social | Proprietary & Confidential #HSSWebinar 27

28. Case Study: Farmers Insurance
Brand Page 6,000+ Agent Profiles Recruiting Pages
From corporate to agents to recruiting, Hearsay Social powers social media ROI across
the enterprise."
— Marc Zeitlin, VP Marketing"
#HSSWebinar
Social Selling: How to Use Social Networks to Close More Deals | © 2012 Hearsay Social | Proprietary & Confidential #HSSWebinar 28

29. Case Study: Farmers Insurance
Nearly all of my new clients this year have
come from Hearsay Social."
— James Peregrino"
Agent of the Year, Pacific Zone"
#HSSWebinar
Social Selling: How to Use Social Networks to Close More Deals | © 2012 Hearsay Social | Proprietary & Confidential #HSSWebinar 29

30. Q&A
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Social Selling: How to Use Social Networks to Close More Deals | © 2012 Hearsay Social | Proprietary & Confidential #HSSWebinar 30

31. Want to learn more about how Hearsay Social can make your
company’s social media strategy wildly successful?
1
Get in touch!
contact@hearsaysocial.com
888.990.3777
@HearsaySocial
#HSSWebinar
Social Selling: How to Use Social Networks to Close More Deals | © 2012 Hearsay Social | Proprietary & Confidential #HSSWebinar 31