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How Salesforce Uses Salesforce World Tour Melbourne

Run Your Business Better Using Salesforce: How Salesforce Uses Salesforce

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How Salesforce Uses Salesforce World Tour Melbourne

Marketing

 Ben Turner  Director

 Sales Development

 Philip Cleary  Senior Director  Sales Productivity

Sales Development Sales

 Chad Pearce  Head of Digital  Marketing APAC

Introduction

MARKETING SALES DEVELOPMENT SALES

@salesforceAPAC #SalesforceTour

Chad Pearce Head of Digital Marketing, APAC

The Heart of Marketing Velocity, tracking and accountability

Planning

Project Management Implementation

Collaboration

Reporting

All campaigns convert online Demand Generation

Brand Category Product

Land that traffic and Convert  ‘Web to lead’ Forms = speed to sales + metrics

ü  Single truth = Sales and Marketing alignment

ü  Dashboards = Fast facts

ü  No guess work = Performance

ü  Salesforce 1 mobile app = Awesome!

Reporting  Real Time Reports, Anywhere

To update with

campaigns

ü  Get your site working for you - web to lead forms

ü  Start analysing opportunity - Google trends

ü  Consider SEM - Start with small monthly budgets

ü  Start with basic social features – Facebook Boost

ü  Dashboard your results

Deliver more leads, more consistently Getting Started

Ben Turner Director, Sales Development

The Sales Development team drives sales Pipeline

Qualified Pipeline

$120M

50% of Sales Pipeline

Leads

23K

40+ Sales

Representatives

Inbound (SR) Outbound (EBR)

1. Data Quality 2. Qualification 3. Operational rigour 4. Team motivation

4 Principles to Pipeline

1. Data Quality 2. Qualification 3. Operational rigour

4. Team motivation

1. Data Quality Clean data should always remain a top priority

ü  Lead de-duplication

ü  Lead assignment rules

ü  Lead-Account-Opportunity

ü  Nurture campaigns

2. Qualification

A well integrated sales methodology accelerates pipeline velocity

 Customer Journey

 Qualification: •  Budget •  Authority •  Need •  Time  Mutual fit ?

Open ended, Layering Questions Intro email to Account Exec with focus on Business Pains

3. Operational Rigour  Marketing/ SR  Sales follow-up & Execution

4. Team Motivation Ensuring your team is always dialled-in

Incentives

Compensation

Career

Regular ‘Spiffs’ and Incentives to drive •  High Energy & Results driven culture •  Change behaviour on Process/Product •  Weekly early mark SPIFF

75% fixed / 25% commission Commissions tied to overall business goals as well as individual KPI’s

CIT 3-6

months

SR 10-12

months

BDR 12-14

months

AE ESMB 24-36

months

AE CMRCL 36-48

months

AE ENTR 48+

months

Sales Dev Academy

4 Best practices to drive pipeline

1. Data Quality 2. Qualification 3. Operational rigour 4. Team motivation

Marketing automation and lead assignments to

ensure CRM hygeine

Implementing a sales methodolgy to drive

pipeline velocity

Accountability at all stages of the funnel

Incentives and career planning that drives the

right behaviour

Management team to hire, retain & promote world class talent into Sales organisation

Close collaboration with Marketing, Sales Development & Sales

Philip Cleary Senior Director, Sales Productivity

Sales takes the Opp at the 5% line and brings home the dough

Our Sales Process

Managing the Sales Cycle

Measuring to Manage

You too can be awesome!

Sales stages that everyone understands, and uses! Defined Sales Stages

Sales stages that everyone understands, and uses! Defined Sales Stages

Align with Buyer stage Milestones to hit before moving Suggested content to use Competitive actions to take Do you know everything you should?

Data Quality throughout the entire sales process  Missing info means risk in the deal

1.  Amount 2.  Stage 3.  Close Date 4.  Type 5.  Products 6.  Competitor 7.  Competitive Status 8.  Next Steps 9.  Current System 10.  Implementation Partner

Data Quality throughout the entire sales process  Missing info means risk in the deal

Expert help on Opps and Groups by Team, Product, Competitor, Industry, Affinity Constant Collaboration across teams

Measure everything and know what good looks like Sales pipeline insight

Revenue Pipeline Execution levels

Landing close to the hole means we can plan for growth Forecasting to predict future revenue

ü  Start using Chatter

ü  Download Salesforce1 from the App Store or Google Play

ü  Head to Appexchange.com and get: §  Sales Coach

§  Clean Your Room Dashboard

ü  Create your own Sales Dashboard §  Understand your revenue

§  Track pipeline

§  Measure team execution

Develop Your Own Sales Success

ü  Set monthly budgets with Google

ü  Connect website to your pipeline through the Web-to-Lead forms

ü  Immediate response to leads to maximise results

ü  Know what’s happening in your sales pipeline every day

ü  Make Data a Priority from lead entry to sales close

Top Tips for Small Businesses using Salesforce

Thank you