1. Relationships Matter
Rob Begg, VP Marketing @rbegg

2. 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.

3. Relationships Matter.
Competitive Differentiation
In competitive industries with closely positioned
product, price and customer experience, relationships
matter.
Expanded Markets
Your addressable market isn’t who you could sell to it’s
who you can reach.
Higher Rep Productivity
Less time spent prospecting and more time with qualified
connections means better sales results.
Better Results
Use existing strong relationships to focus the buying
journey on decisions.
Relationships Create:

4. Relationships Matter.
We Invest Heavily
Social CRM HiringData

5. Relationships Matter.
But is it working?

6. 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?

7. 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/

8. 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?

9. Relationships Matter.
Cold Calling Is Still Dead.
believe cold
calling is less
effective now than
it was 3 years ago.
35%

10. Relationships Matter.
Cold Calling Is Still Dead.
said it was neither
more nor less
effective than 3 years.
29%

11. Relationships Matter.
Cold Calling Is Still Dead.
said it hasn’t
improved.64%

12. Relationships Matter.
And some don’t know.
didn’t know if it was
effective or not.
Seriously.
64%

13. Relationships Matter.
What about social media?
of respondents said that
social media has had no
effect on their sales
efforts at all.
55%

14. 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%

15. 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.

16. 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.

17. Relationships Matter.
What about technology to
manage relationships?
just use CRM.
That’s good!75%

18. 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.

19. 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.

20. 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.

21. Let’s Talk!
Mark Bergen
EVP Sales