WITHIN 4 MONTHS, $6.8M IN NET NEW PIPELINE WITH $1.1M ALREADY CLOSED.
ServiceNow enables business at scale with a robust suite of cloud platform offerings. Touching virtually every department in a company, they help speed business, empower productivity and serve their buyers better serve their markets.
With more and more organizations selling cloud-based software, creating top of the funnel demand at scale is always a challenge. This is where Ralph Barsi, Head of ServiceNow’s Global Demand Center (Sales Development department), sees the potential of social selling.
Sales for Life was directly engaged by Ralph to bring a unified social selling approach to his global sales development representatives. Spread out across the Americas, Europe and Asia, this is the frontline team that qualifies opportunities and brings them into the ServiceNow funnel.
Starting in May 2016, Social Selling Mastery® was deployed to achieve unified branding, prospecting, education and social network development as key skills to better serve today’s buyer.
Prospecting was a key skill that was highlighted as a focus area to shore up demand.
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The goal of the program was to demonstrate change in two key areas: 1) Growth in pipeline and revenue, and; 2) A quantifiable increase in social activity by sales rep. Here are some highlights of the success experienced by ServiceNow:
ServiceNow implemented their Social Selling program with over 110 global sales development representatives spread out across the Americas, Europe and Asia, and are now entering a reinforcement phase.
An 86% certification rate in the program
Over 67+ pipeline opportunities
100 net new business contacts per rep on LinkedIn
Social activity growth of 300% in one quarter
$6.8M in net new pipeline generated with $1.1M already closed