Transform Your Business Through The Right Sales Tools Webinar

Transform Your Business Through The Right Sales Tools Wednesday 25th March 2015

Speakers:

Tim Clarke, EMEA Product Marketing Manager for Sales Cloud

Paul Fleming, EMEA Manager for Names Accounts at Autodesk

1. Grow Sales Faster with Salesforce for Sales

2. AutoDesk - Transform Your Business Through the Right Sales

Tools

3. Sales Cloud Best Practices

4. Q&A

Agenda

Grow Sales Faster with Salesforce for Sales

Tim Clarke

Sales Cloud Product Marketing, EMEA

Foundation of Sales is Finding and Closing Business, and Turning Customers into Advocates

Hard to Grow Sales if Sales Process is Broken

Manual

Processes

Hard to find information and experts

Time wasted on emails and approvals

Limited coaching and feedback

No lead routing or opportunity management

Lack of pipeline visibility

Poor data quality

Slow Sales

Cycles

Missed

Target

No Mobile

Access

Hard to access information on-the-go

No way to access all your critical apps in one place

Hard to manage your day from anywhere

The Way Customers Buy Has Changed

CEB: “The Challenger Sales: Driving Growth by Taking Control of the Customer Conversation.” 2014

57 % Through buying cycle

before engaging with

salesperson

Suspect Prospect Lead Opportunity Order Close

Join community

discussion

View Vendor

Website, Content, and

Pricing

Ask question on

LinkedIn or Facebook

Search

on Google Subscribe to

email newsletter

Negotiate

on Price Win

Lose

Digital Revolution is Empowering Customers and Disrupting Sales Process

Sales Teams are First to Feel the Impact of Digital Disruption

Harder to Build

Pipeline

Difficult to Know Your

Customers

Can’t Join Customer or

Partner Conversations

Lost

Sales

Salesforce for Sales Connect with Customers and Prospects in a Whole New Way to Grow Sales Faster

PLATFORM ECOSYSTEM COMPLETE

SALESFORCE FOR SALES

Team Selling Leads & Data

Marketing Automation

Performance Management

Accounts & Contacts

Mobile Sales Sales Console Forecasting & Reports

Partner Communities

Opportunities Integration & Workflow

AppExchange Territory Management

Customer Success Platform

Customizable Platform to Adapt to Changing Sales Conditions Create once, deploy anywhere

Any Field

Any Object

Any Process

Every Release

Open Ecosystem for All Your Sales Needs

Extend with the World’s Leading

Business App Marketplace

2700+ partner apps

Expand Your Edge with Leading

Sales Apps and Platform

Manage Relationships with the

World’s #1 CRM App

Complete CRM to Connect Across the Entire Customer Relationship

Sales Service

Marketing

Community Apps

Analytics

Transform Your Business Through the Right Sales Tools

© 2013 Autodesk

The Autodesk story

Paul Fleming EMEA Sales Manager, Named Accounts

The Autodesk vision is to help people imagine, design, and create a better

world.

Image courtesy of Dynamic Structures Ltd.

Autodesk started more than 30 years ago, with 16 employees and one software title.

Today more than 100 million designers, engineers, architects, creative artists, students, and hobbyists use Autodesk software and apps to unlock their creativity, build better products, and address important challenges impacting the world.

Looking toward the future

Supported by a firm financial foundation, thousands of software developers, and $500 million in annual R&D investments, Autodesk continues to develop innovative software and solutions, including:

Autodesk® 360 cloud-based framework

Autodesk suites and services

Integrated tools and streamlined workflows

Image courtesy of Marin Bikes

What we do: data-driven design

Based on data-driven design technology from Autodesk,

processes have emerged that enable our customers to

design in more efficient, more sustainable ways:

Digital Prototyping

Building Information Modeling (BIM)

Digital Entertainment Creation (DEC)

Design visualization

Architecture, Engineering, and Construction

Image courtesy of Castro Mello Architects

Building Information Modeling

Image courtesy of Brimrock Group Inc. and Mechanix Design Solutions Inc.

Manufacturing

Image courtesy of Brimrock Group Inc. and Mechanix Design Solutions Inc.

Digital Prototyping

Media & Entertainment

How our customers are using our technology

Rapidly explore multiple design ideas and visualize projects—now with even greater effectiveness in the cloud

Analyze and test designs digitally

Predict real-world performance at a fraction of the cost

Access designs through the web or mobile devices, and collaborate from almost anywhere

Image courtesy of Dynamic Structures Ltd.

Global network of partners

7,200+ employees in 95 locations

2,400+ Channel Partners

2,000+ Authorized Training Centers (ATC®)

Supported by the breadth and depth of a leader

Autodesk in the cloud

Autodesk® 360 is a cloud-based framework that provides customers with a powerful set of tools and services that can dramatically improve the way they work and share their work—on demand. With Autodesk 360, customers can extend and connect workflows on the desktop to the virtually infinite computing power in the cloud, helping them rapidly design, visualize, simulate, and share their ideas

almost anywhere, anytime.

Mobile productivity

Personal creativity

© 2013 Autodesk, Inc. All rights reserved.

Autodesk is a registered trademark of Autodesk, Inc., and/or its subsidiaries and/or affiliates in the USA and/or other countries. All other brand names, product names, or trademarks belong to their respective holders. Autodesk reserves the right to alter product and services offerings, and specifications and pricing at any time without notice, and is not responsible for typographical or graphical errors that may appear in this document.

Autodesk Sales Process Initiatives

Account Management

White space &

Portfolio

Management

Opportunity

Management Pipeline Management

Value Selling

Embedded Coaching

Motivational Social and Collaborative

Integrated With CRM

Mobile & Cloud

Smart Qualification

Map People and Influence

Discover Insights

Competitive Strategy

Action Oriented

10 Elements of Great Opportunity Management

What Does It Take To Win?

1. Focus on the Right People

2. Focus on the Powerful Business Issues

3. Assess the Quality of the Deal

4. Execute the Best Strategy

Sales Methodology + Technology =

The Critical 6 Criteria Assessment You Comp1

1 Customer’s Application

or Project

Defined +

Undefined —

2 Compelling Event Strong + Weak —

3 Access to Funds Confirmed +

Unconfirmed —

4 Formal Decision Process Confirmed +

Unconfirmed —

5 Informal Decision Process Confirmed +

Unconfirmed —

6 Unique Business Value Strong + Weak —

Detailed attributes describe each person

Color shows friend or enemy, weak or strong

Quickly build a visual map of buyer’s organization

Read / write reporting lines from Salesforce

Drag & Drop to change reporting lines

Insert placeholder

Learn how to sell to each buyer. Smart coaching on each contact.

Smart Sales Kit Example

Smart Sales Kit Provides selling messages, insights and sales tools in the context of the customers’ business problem. A single place to discover what to say to whom.

Customer Insight Map Example

Customer Insight Maps

Marketing and Sales Enablement can help sellers understand their customers’ business problems, and the seller can tailor for their specific customer.

Sales Methodology + Technology =

Sales Cloud Best Practices

Deploy Essential CRM

Customize your org

Connect your reps

Enrich lead data

Manage basic forecasts

Integrate all sales functions

Coach your reps

Integrate backend apps

Add other sales roles

Add marketing automation

Integrate customer service

Create holistic sales experiences

Connect your products and services

Implement Best Practices

Optimize Processes

4 Steps to Superior Success

Lead the Transformation

Define common entities

Import clean data

Think mobile first

Create center of excellence

Think Mobile First

By 2016, 55% of

salespeople will

access sales apps

exclusively through

smartphones and

tablets.

Source: Gartner “Predicts 2014:CRM Sales,” Robert DeSisto,

November 13th, 2013

Enable Your Reps to Sell as a Team

Top Ten Ways to Use Chatter

1. Connect with product experts

2. Create competitive war rooms

3. Easily share large files

4. Collaborate with remote employees

5. Prepare for sales presentations

6. Manage team projects

7. Discuss confidential topics

8. Get answers

9. Share important info with coworkers

10. Solve customer issues

Connect to Core Productivity Apps

Drive productivity with Office365 integrations

Manage your inbox with Salesforce App for

Outlook

Sync calendar, contacts, and tasks

Collaborate on files with Sharepoint integration

with Salesforce

+

Guide Your Sales Reps with Custom Sales Paths

Design custom sales processes

Guide according to sales stage

Spotlight most relevant information

• If you are already a Salesforce customer, please speak to your Account Executive with any queries or follow up.

• If you are not a current Salesforce user, please contact us directly via your Salesforce representative or on salesforce.com/uk

• View previous webinars or sign up for upcoming sessions: https://www.salesforce.com/uk/events/webinars/

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