From Good To Great: Sales Cloud Best Practices Mark Woollen SVP, Product Marketing @markewoollen Click to add photo or paste an image in box
Jul 21, 2015
From Good To Great: Sales Cloud Best Practices
Mark Woollen SVP, Product Marketing @markewoollen
Click to add photo or paste an image in box
Safe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services. The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed and any possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site. Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.
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Grow Sales Faster
THE CUSTOMER SUCCESS PLATFORMSALES SERVICE MARKETING COMMUNITY ANALYTICS APPS
Sales
CUSTOMER SUCCESS PLATFORM
The World’s #1 Sales Application
Grow Pipeline
Increase Sales Productivity
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Team Selling Leads & Data
Marketing Automation
Performance Management
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High Tech Manufacturing Retail
150,000+ Customers Succeeding with Salesforce
Grow Your Business Across Every Major Metric
+32%Win Rate +39%
Lead Conversion
+40%Sales Productivity +45%
Forecast Accuracy
+32%Sales
Average Percentage Improvements Reported by Salesforce CustomersSource: Salesforce Customer Relationship Survey conducted March 2014 - May 2014, by an independent third-party, Confirmit Inc., on 4,100+ customers randomly selected. Response sizes per question vary.
Sell from Any Device Increase Productivity Lead the Transformation
3 Best Practices to Go from Good to Great
Sell from Any Device
3 Best Practices to Go from Good to Great
“Salesforce enables us to scale our business for the next 5 to 10 years because we plan on growing our business by tens of thousands of restaurants”
World’s leading online takeaway ordering service
Operating in 13+ countries globally with headquarters in London
Staff use Salesforce1 on mobile phones and tablets
Reduced ramp time of new restaurants by 50%
Just Eat Satisfies Customer Appetites with Salesforce1
- David Buttress, CEO
Think Mobile First
“By 2017, 65% of sales organisations will use smartphones to drive user adoption and improve data quality for sales force automation (SFA) systems. ”Source: Gartner “Predicts 2015:CRM Sales,” Robert DeSisto, December 2, 2014
Deploy Salesforce1 Productivity AppsSell Faster from Anywhere
Available on:
Today Notes Events TasksNews
Guide Your Sales Reps with Custom Sales Paths
Design custom sales processes
Guide according to sales stage
Spotlight most relevant information
Tim ClarkeSenior Manager, Product Marketing @TimxClarke
Demonstration
£43.6B Leading telecommunications company
483M+ mobile customers in 30 countries
93,000+ employees
Transparency and visibility across all opportunities
Sunil PrasharaDirector, Channel and Sales Operations @Vodafone_VGE
Increase Productivity
3 Best Practices to Go from Good to Great
“Sales Cloud is doing the work of five previous systems. With everything on a single platform, we can understand our business and marketplace better, which will help accelerate growth.”
UK’s leading career portal, connected employers with job talent
Applicants search, save and apply for jobs on their phones
Run their Sales, Service, and Marketing on Salesforce
Greater visibility into their sales operation, which handles 1,000 leads per month
Jobsite Grows its Business with Salesforce
- James Richards, Sales Operations Manager
Create Dashboards for Data Management and ActivitiesMake metrics transparent and maintain accountability
“Clean Your Room” Dashboard Activity Management Dashboard
Manage Basic Forecasting
1. “If it’s not in Salesforce, it doesn’t exist”
2. Update your forecasts on time
3. Keep opportunities up-to-date
4. Make adjustments in the app
Top Forecasting Tips
Keep Data Clean with Duplicate Alerts and Blocking
Blocks potential duplicate leads and contacts
Custom rules and field mappings
Works across any device
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
+
Largest European telematics solution provider
Serving 450,000+ subscribers in 60+ countries
Sales Reps had no centralised insight of channel-partner opportunities
Sales Cloud helped sales teams and partners track every customer touchpoint from anywhere
Jeremy GouldVice President Sales, Europe @TomTomBusiness
Lead the Transformation
3 Best Practices to Go from Good to Great
“Salesforce and Pardot allow us to leverage data in real-time to maximise each touchpoint throughout the customer lifecycle.”
Fastest growing global fitness equipment company
Gap between Sales and Marketing systems meant no true insight into the life of an opportunity
Initially a Sales Cloud customer, Precor added Salesforce Pardot 2.5 years after implementation
Increased annual qualified leads by 45% and lead conversion speed in Salesforce by 67%
Precor Strengthens its Active Prospect Volume by 300%
- Doug Johns, VP Global Marketing
Empower Reps with their Own Marketing Machine
Market to top prospects using micro-campaigns
Identify the best leads faster with lead scoring
Accurately attribute each lead to campaigns
Drive more qualified leads with segmenting and personalised content
Integrate Service to Get a 360 View of Your Customer
Empower customers to help themselves
Know about critical cases before entering a customer meeting
Enable easier maintenance and renewals
Create satisfied, loyal customers
Maintain better customer relationships through great service
Integrate All Your Sales Functions with AppExchange Apps
2,700+ cloud & mobile apps
Solutions for every business requirement
Fast and simple access
Transform Your Business with Powerful Apps
Contracts · Incentive Compensation · Quotes · Orders · Territory Management · Partner Management · Sales
Intelligence · Electronic Signature · Sales Performance
Create a Holistic Experience for Your SalespeopleCRM is not just a reporting tool
Digital Sales Aid Sales Resource CenterLead Referral
Demonstration
Sell from Any Device Increase Productivity Lead the Transformation
3 Best Practices to Go from Good to Great
London, UK 24th June 2015
Sales Performance ExcellenceBuilding Consensus between Sales & Marketing
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