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Marsh & Dow Jones Salesforce.com Integration. Clare Hart President. Dow Jones Enterprise Media Group. Agenda. Challenges Prospecting Account Management Summary – Enhancing the Marsh CRM Investment. Selling Has Never Been Harder. Tight economy keeps doors closed and budgets small - PowerPoint PPT Presentation
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|© Copyright 2009 Dow Jones and Company
Marsh & Dow JonesSalesforce.com Integration
Marsh & Dow JonesSalesforce.com Integration
Clare HartPresident
Clare HartPresidentDow Jones Enterprise Media GroupDow Jones Enterprise Media Group
© Copyright 2009 Dow Jones and Company
Agenda
1. Challenges
2. Prospecting
3. Account Management
4. Summary – Enhancing the Marsh CRM Investment
© Copyright 2009 Dow Jones and Company
Selling Has Never Been Harder
Tight economy keeps doors closed and budgets small- 41% reps under quota, revenues from existing customers down last year *
Sales process is getting longer and more complex- 54% companies fail to turn leads into a meeting more than half the time
- Over 50% report it takes 6 or more calls to close a deal
- 27% of all sales cycles taking 7 months or more to close (continued increase every year from 2003 when 19% took 7 months or more)
- Number of deals closing declines – 30% forecast deals are lost and 22% end in no decision
Rapid shifts in business landscape make it hard to keep up
- Mergers, reorganizations, layoffs
* Statistics from CSO Insights Sales Performance Optimization 2009 report
© Copyright 2009 Dow Jones and Company
Level and Speed of Change Create Further Challenges and Opportunities
Mergers, reorganizations, layoffs impact all stages of sales cycle
- Heightened risks for decision makers
- Decision makers get laid-off
- Projects get put on hold
- New management different priorities
- Lowest price wins
How do you find the companies that will invest now?
How do you build the breadth of relationship that protects your deal?
© Copyright 2009 Dow Jones and Company
How Dow Jones Can Help
Fill the revenue pipeline
- Identify new customers and cross-sell opportunities
Increase effectiveness – by speeding up the sales cycle and outmaneuvering the competition
- Focus on customers most likely to buy
- Find opportunities earlier in prospect’s buy cycle
- Connect to a range of decision makers faster
- Work smarter with information where its needed
- Differentiate with timely intelligent conversation
There are companies who are buying, let Dow Jones help you find them now!
There are companies who are buying, let Dow Jones help you find them now!
|© Copyright 2009 Dow Jones and Company
Workflow diagrams & design concepts
|© Copyright 2009 Dow Jones and Company
Current Prospecting Workflow
|© Copyright 2009 Dow Jones and Company 88
Future Prospecting Workflow with Dow Jones and Salesforce
|© Copyright 2009 Dow Jones and Company
Current Account Management Workflow
|© Copyright 2009 Dow Jones and Company
Future Account Management Workflow with Dow Jones and Salesforce
|© Copyright 2009 Dow Jones and Company
Summary
Enhancements you can Leverage Today.
Factiva News Dow Jones Company Information
Factiva Radar
|© Copyright 2009 Dow Jones and Company
Summary
Enhancements that are optional
Connections Advanced Trigger Technology (Future)
Dow Jones Consulting Services Integration
|© Copyright 2009 Dow Jones and Company
Appendix (all design concepts)
|© Copyright 2009 Dow Jones and Company
Future Prospecting Workflow with Dow Jones and Salesforce
Next
|© Copyright 2009 Dow Jones and Company
Future Prospecting Workflow with Dow Jones and Salesforce
Back to diagram
|© Copyright 2009 Dow Jones and Company
Future Prospecting Workflow with Dow Jones and Salesforce
Back to diagram
|© Copyright 2009 Dow Jones and Company
Future Prospecting Workflow with Dow Jones and Salesforce
Back to diagram
|© Copyright 2009 Dow Jones and Company
Future Prospecting Workflow with Dow Jones and Salesforce
Next
|© Copyright 2009 Dow Jones and Company
Future Prospecting Workflow with Dow Jones and Salesforce
Back to diagram
|© Copyright 2009 Dow Jones and Company
Future Prospecting Workflow with Dow Jones and Salesforce
Next
|© Copyright 2009 Dow Jones and Company
Future Prospecting Workflow with Dow Jones and Salesforce
Back to diagram
|© Copyright 2009 Dow Jones and Company
Future Prospecting Workflow with Dow Jones and Salesforce
Back to diagram
|© Copyright 2009 Dow Jones and Company
Future Account Management Workflow with Dow Jones and Salesforce
Back to diagram
|© Copyright 2009 Dow Jones and Company
Future Account Management Workflow with Dow Jones and Salesforce
Back to diagram
|© Copyright 2009 Dow Jones and Company
Future Account Management Workflow with Dow Jones and Salesforce
Back to diagram
|© Copyright 2009 Dow Jones and Company
Future Account Management Workflow with Dow Jones and Salesforce
Back to diagram
