Embed Size (px)
DESCRIPTION
APP Academy: Sales (SF) Info Kit
Citation preview
APP Academy: SalesInformation Kit
June 12, 2013
San Francisco
@partnerforce
When: June 12, 2013 at 8:30am (Breakfast)Where: 50 Fremont St., 28th Floor
San Francisco, CA 94105Naupaka 28-400 Conference Room
Costs: Program is free, meals provided; youare responsible for travel & lodging
Contact: John RichterISV Success (Enablement)[email protected] (mobile)
Welcome, we look forward to seeing you there!
APP Academy: Sales
IMPORTANT:If you cannot attend the session for any reason please email John Richter ASAP. We have a waiting list and would like to accommodate as many partners as possible. Thank you for your consideration.
Contact: John Richter, [email protected]
APP Academy: Sales
Session Goals
• Understand sales cycle strategy and processes for cloud computing
• Embrace the social revolution & how it applies to your app• Optimize your ISV Business Org to maximize your CRM success• Discover sales resources, and how to create your own• Identify your top lead generation strategies to align with sales• Determine your key sales roles and responsibilities• Learn how to sell in a social world and apply a direct sales model• Focus on closing cloud deals and managing your renewals• Inspire & motivate your sales team!
Our overall goal for the session is for you to understand the key milestones & actions in the sales process, learn how to succeed at each milestone, and become an advocate for best practices within your own company.
Sample Agenda*Morning
Breakfast (8:30am)
Overview (9:00am Start Time)
ISV Business Org
Sales Alignment
Break
4 Key Sales Roles
Outbound Lead Gen
Marketing in the Cloud
Lunch
Afternoon
Sales Campaigns 101
Pipeline Management
Mechanics of the Close
Break
Renewals
Workshop
Summary & Survey
End (5:00pm)
*Agenda subject to change
Salesforce.com, 50 Fremont St., San Francisco, CA 94105
50 Fremont
50 Fremont (Naupaka 28-400, 28th Floor)
:: When you arrive at 50 Fremont:- Tell Security you are here for a salesforce.com training on the 28th Floor - Be prepared to show your ID.
:: Check-in with reception on the 28th Floor to receive your ID badge:: The session is in Naupaka 28-400:: If you need directions or assistance dial John Richter’s mobile – (415) 572-0592
http://p.force.com/appacademy
Free training for ISV partners
Contains best practices by Roles
Videos, Checklists, FAQ’s
Build your own Custom Training
Partner Portal – APP Academy
Read ‘Behind the Cloud’ by Marc Benioff
Startup Inspiration Industry Expertise Sales Strategy Marketing Best Practices Technical Wisdom Event Planning Product Launch Financing Corporate Philanthropy
This is an excellent resource on how to build a successful cloud computing business. We recommend you purchase this book for yourself and your team members. We will refer to this book during the session (purchase is not required).
www.salesforce.com/behindthecloud
Read ‘Predictable Revenue’ by Aaron Ross & Marylou Tyler
Cold Calling 2.0 Prospecting Best Practices Sales Best Practices Lead Generation and “Seeds, Nets, & Spears” 7 Mistakes CEOs and Sales VPs Make Sales Machine Fundamentals Cultivating Your Talent Leadership & Management
Aaron Ross is a contributor to the APP Academy. Aaron was Director, Corporate Sales at salesforce.com and is now Author/Managing Director at Predictable Revenue, Inc. and CEO of PebbleStorm.
www.predictablerevenue.com/book
Read ‘Complete B2B Online Marketing’ by Maura Ginty & Lauren Vaccarello with William Leake
Understanding B2B Online Marketing Building a B2B Brand Online Search Engine Optimization Using Paid Online Media Optimizing with Metrics Conversion Rate Optimization & Usability Managing Your Leads Integrating Marketing with CRM
Lauren Vaccarello is a contributor to the APP Academy. Lauren is the Senior Director of Online Marketing at Salesforce.com where she focuses on developing cross-channel strategies that bridge the gap between awareness and demand-generation.
Find the book at
Read our new Business App Blog
To help you be succeed, our new partner-specific blog contains:
– Tips and tricks from every team supporting you
– Help & how-to’s
– Industry thought leadership
– Announcements and program newshttp://p.force.com.com/blog
Follow us on Twitter@partnerforce on Twitter
•Announcements•Webinar Replays•Release Updates•Dreamforce Alerts•Program Changes•Partner News•New Resources
http://www.twitter.com/partnerforce
@partnerforce
Pre-Session ChecklistBring Your Own Laptop or Tablet (wifi available)
Review the APP Academy (Online) before attending*Tip: Share this link with other team members
Read the recommended marketing resourceshttp://p.force.com/marketing
Follow us on Twitter @partnerforce
Be prepared to discuss:(1) your company sales strategy (2) your plan for next steps (3) the roles you have in place to support those plans(4) the metrics you are using to guide and manage your business
Frequently Asked QuestionsHow much does the program cost?This program (valued at $2000 USD) is free to members of our AppExchange Partner Program. Meals are provided. You are responsible for transportation & lodging.
Can I bring a colleague who was not pre-registered?Yes, but please notify us in advance of anyone who would like to attend. Only pre-registered partners will have access.
Are purchasing the recommended resources required for the session?No. It is not our intention to sell books, but many of our partners have found these resources to be helpful, which is why we recommend them.
Can I have a copy of the slides from the session?Some of the slides are proprietary and cannot be shared. However, many of our modules will be added to the train-the-trainer materials in the APP Academy.http://p.force.com/appacademy
If I need directions, have an issue, whom should I contact?Contact John Richter at [email protected] or 415-572-0592 (mobile).
See you there!
