Date post: | 21-Jan-2015 |
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Technology |
Upload: | salesforce |
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Sales Leadership Series:Deep Customer Engagement
This Webinar will start at 11:00 AEST
Raoul Lake, Director, Commercial Sales, salesforce.comDiana Terry, Manager, Sales Engineer, salesforce.com
Chris Sencek, General Manager, Wilson Fabrics
Speakers
Raoul Lake
Director, Commercial
Sales
salesforce.com
Diana Terry
Manager, Sales Engineering
salesforce.com
Chris Sencek
General Manager
Wilson Fabrics
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Supercharging Your Pipeline and Sales Productivity
Safe Harbor
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.
Agenda
• Common Challenges to Supercharging Sales
• Live Demonstration
• Customer Interview• Chris Sencek – General Manager, Wilson Fabrics
• Brief Survey – Chance to win $50 Amazon Gift Cards
Market Leading Sales Application
Market Leadership Customer SuccessProduct Leadership
100,000+ CompaniesAcross Every Market
Magic Quadrant Leader
Groundswell Award
#1 SFA Market Share
Highest ROI
Technology of the Year
Winner – SFA 2012Winner – Enterprise Suite CRM
2012
Innovative Company
Missed Target
What’s Standing in Our Way?
LimitedInsights
No lead routing
Ineffective lead follow up
Poor data quality
No mobile access
Hard to find information &
experts
Time wasted researching
Inconsistent selling process
Limited coaching and feedback
Limited automation
No real-time visibility
Too many spreadsheets
Reports require IT support
Not Enough Pipeline
Not Enough Time Selling
Underperforming Reps
Today’s Systems Are Holding You Back
Manual Processes
Disconnected SystemsSpreadsheets
Connected Products
Connected PartnersConnected
Customers
Connected Employees
Become a Customer Company:Connect to Your Customers in a Whole New Way
Grow Your Revenue in the Sales Cloud
Source: Salesforce.com Customer Relationship Survey conducted March, 2012, by an independent third-party, MarketTools Inc., on 5,500+ customers randomly selected.
+27%Sales
Cloud . Mobile . Social
CompleteInsight
+44%Improved forecast
accuracy
Increase Sales Productivity
+32%Higher
productivity
Grow Pipeline
+32%Improved lead
conversion
Improve Rep Performance
+25%Higher win
rate
World’s #1 Sales Application
Close more deals to grow your business
Demo
Sell as a Team with the Sales Cloud
Activity Dashboards – Drive Behavior
Management Dashboard
Customer - Wilson Fabrics
Chris Sencek
General Manager
Wilson Fabrics
• Australia’s largest soft furnishing wholesalers• Drapery, linings, blinds, curtains
• $30mil rev, 50 employees
Major Challenges
• Old style business with limited automation• Manual processes
• Knowledge locked in people’s heads
• Limited visibility• Interactions between customers and sales team
• Demand across product lines
• Connection with customer• Understanding needs
• Servicing customer issues
Approach to Implementation & Transformation
• Selected SFDC for CRM• Sales Force was #1 in the market
• System can be tailored and cloud based.
• Ease of implementation
• Bluewolf as implementation partner• Strategy workshop & POC
• Tailored for each customer segment
• Replaced manual record keeping
• Automated key processes, eg. claims
• Dashboards & reports
• Training & internal enablement
• Equipped sales team with iPads
Benefits
• Sales productivity• 30% more efficiency through our sales team
• Managing appointments
• Producing weekly sales reports
• Customer engagement• Understand client needs better
• Improved customer service & turnaround times
• Insights to run the business better• Transparency on what is going on in the market
• Collaboration on product ranges and customer needs
• Targeted marketing campaigns
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