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Andrew Garner
Sales Cloud: Best Practices to Go from Good to Great
@andrewgarner11 [email protected]
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.
Forward-Looking Statement
IoTIoT
Connect with your customers in a whole new way
Run your business from your phone
Build 1 to 1 customer journeys
Get smarter about your customers
Become a Customer Company
The World’s #1 Sales Application
Sell Faster
Sell Smarter
Sell The Way You Want
The Salesforce AdvantageRun your sales on the platform that is always getting better
Multi-tenant Cloud Model
Fast App Customization
Scalable, Meta-data Driven Platform
Trusted Cloud Platform
A Leader in the Gartner Magic Quadrant for SFA
Years in a row9
Magic Quadrant for Sales Force Automation
July, 2015; Analyst(s): Rob DeSisto, Tad Travis
This graphic was published by Gartner, Inc. as part of a larger research document and should be evaluated in the context of the entire document.Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings. Gartner research publications consist of the opinions of Gartner's research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.
150,000+ Customers
Bugatti Video
Sales Cloud Customers Realizing Explosive Growth
Source: Salesforce Customer Relationship Survey conducted March 2015 - May 2015, by an independent third-party, Confirmit Inc., on 4,600+ customers randomly selected. Response sizes per question vary.
Average Percentage Improvements Reported by Salesforce Customers
+ 37%
Win Rate+ 43%
Lead Conversion
+ 44%
Sales Productivity
+ 48%
Forecast Accuracy
Increase in Revenue
+ 37%
4 Best Practices to Sell in a Whole New Way
Carrie Mantione
Build Better Pipeline
Accelerate Productivity
Make Insightful Decisions
Drive Adoption Through Customization
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 personalized content
Powered by
Empower Reps with their Own Marketing MachineFocus sales on your most important leads with Salesforce Engage
Rishi MaldeMarketing Automation Specialist
A Brief History of Pardot
2007 2012 2013 2015
2012: Pardot acquired by ExactTarget for approx $100M
Employees: 125 Annual Run Rate: $15M Offices:ATL, LON
2013: ExactTarget Acquired by Salesforce for approx $2.5BN
Employees: 170 Annual Run Rate: $24M Offices:ATL, LON, SYD
Employees: 4 Annual Run Rate: $15k Offices: ATL
2007: Pardot = “to sell” (in Latvian)
Employees: 450+ Annual Run Rate: $100M+ Offices:ATL, CHI, NYC, TOR, SF, LON, DUB, FRA, JPN, AUS
2015: Most widely used marketing automation solution by Salesforce customers
The Buyer Journey Paradigm
The Marketing Playbook is Being Rewritten
Marketing Sales
Today, Buyers Forge Their Own Paths
Marketing
Sales
Marketing
Sales
…But Are Those Paths Ending in Purchase?Almost half of marketers and sales reps are struggling to stay relevant
of marketers are struggling to personalize customer
interactions
of sales reps feel they do not have the right information before making a sales call
48% 42%
Source: Forrester Research, Lattice Engines/CSO Insights
How Can Marketers Work with Sales to Better Connect With Buyers?
Pardot Marketing Automation by SalesforceDrive sales with intelligent, adaptive marketing
Fill sales pipeline with high quality leads
Target the best leads with your most relevant offers
Bring sales & marketing together onto one platform
Boost close rates and increase marketing ROI
+
Salesforce EngageEmpowering sales reps with real-time, mobile marketing tools
Real-time alerts when prospect engages
Complete activity history for relevant conversations
Stay top of mind with marketing-curated campaigns
Engage from anywhere
Connect Sales and Marketing Throughout the Buying Cycle
Generate more quality leads
Convert more leads to customers
Measure impact and ROI
Focus on the right leads
+38%
in prospect engagement
+37%
in campaign effectiveness
+34% in marketing
ROI
+34%
in sales revenue
Source: Salesforce Pardot Customer Relationship Survey conducted February 2015 – March 2015 on 460+ customers randomly selected
Customers Who Use Pardot Grow FasterPardot customers of all sizes see results at every stage of the sales funnel
Why Pardot?
Backed by the power of Salesforce
We never compromise on ease of use
Your success is our success
Prioritize accounts that look like your top wins
Find whitespace in your accounts
Stay smart about your customers’ business
Help Sales Understand Their Customers BetterGet insights to build pipeline faster with Data.com Prospector
Powered by
Drive Key Actions to Move Pipeline Forward Establish a culture of accountability with dashboards
“Clean Your Room” Dashboard Activity Management Dashboard
Krishna Bhagavan Yelp
Build Better Pipeline
Accelerate Productivity
Make Insightful Decisions
Drive Adoption Through Customization
4 Best Practices to Sell in a Whole New Way
Sell Faster from Anywhere with Salesforce Mobile AppsSell from anywhere, on any device
Run your business from any device
Download Today
Apps to help every sales rep sell smarter
Remind meif I don’t hear back by Thursday, May 28, 2015 at 6:08 PM PDT
Send lateron Thursday, May 28, 2015 at 2:08 PM PDT
Track when email is viewedEnabled
InboxNow
Available Offline!
Focus Reps on their Most Important Actions
Track performance against target
Get relevant and timely insights on top accounts
Focus on what’s most important each day
Help reps prioritize with Sales Cloud Home
Make Every Rep a Top PerformerGive deal guidance at every stage with Sales Path
Design Custom Sales Processes by Opportunity Stage
Embed Sales Best Practices with in-line Guidance
Deliver Intelligent Content at the Right Time
Build a Richer Customer Profile
Organize your thoughts in your CRM app
Never lose a detail with autosave
Relate a single note to an account, contact, or opportunity
Take notes in context, attach to any object
Connect to Core Productivity Apps
+
Drive productivity with Office365 integrations
Manage your inbox with Salesforce App for Outlook
Sync calendar, contacts, and tasks
Create records directly from Outlook
Create and deliver accurate sales quotes fast
Generate branded proposals and contracts
Manage revenue and subscription billing with a streamlined experience
Powered by
Close Faster with Next-Gen CPQ and Billing AppsEasily manage the entire closing process with SteelBrick
DemoNeil Green
Anthony Vitalone
4 Best Practices to Sell in a Whole New Way
Build Better Pipeline
Accelerate Productivity
Make Insightful Decisions
Drive Adoption Through Customization
Newly designed desktop and intelligent tools to supercharge agent productivity
Understand trends and take action on any device
Discover performance drivers to enable successful coaching
Access dashboards pre-populated with Sales Cloud data
Make Analytics Accessible for EveryoneUse Sales Wave to Give a Better View of Your Business
Powered by
Focus on Your Biggest DealsShow exactly where deals stand with the Opportunity Kanban
Create custom pipeline views
Use smart alerts to take action on deals that need your attention
Move deals between stages to maintain a up-to-date pipeline
4 Best Practices to Sell in a Whole New Way
Natalie Kwong
Build Better Pipeline
Accelerate Productivity
Make Insightful Decisions
Drive Adoption Through Customization
Drive Adoption with Features that Speak to Your BusinessUse the Salesforce Platform to Customize Your Sales Cloud Experience
Customize Your Pages
Lightning Components
Customize Your Apps
Sales Console
Customize Your Roles
Lightning App Builder
Automate Processes to Sell FasterSave time with Custom Publisher Actions
Extend Sales Cloud with Pre-Integrated AppsFind over 2,950 apps to automate sales from lead to cash
2,950+ cloud & mobile apps
Solutions for every business requirement
Fast and simple access
Contracts ∙ Incentive Compensation ∙ Quotes ∙ Orders ∙ Territory Management ∙ Partner Management ∙ Sales
Intelligence ∙ Electronic Signature ∙ Sales Performance
4 Best Practices to Sell in a Whole New Way
Carrie Mantione
Build Better Pipeline
Accelerate Productivity
Make Insightful Decisions
Drive Adoption Through Customization
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