Sales Cloud Best Practices: A Whole New Way to Sell

What are our top customers doing to build better pipeline, accelerate sales rep productivity, and maximise sales results? How can you use the brand new Salesforce Lightning Experience to accelerate adoption and drive value for every user? In this session, we’ll walk you through the critical steps and best practices sales organisations should follow and give you a first-hand look at how the Salesforce Lightning Experience helps reps sell smarter and faster from anywhere. Come watch live demonstration of new features and hear from our customer Aston Martin who have achieved amazing sales results. Simon Sproule, Chief Marketing Officer and Vice President will explain firsthand how Aston Martin have achieved this.
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  • 1. Sales Cloud Best Practices: 
 A Whole New Way to Sell
  • 2. Safe harbour 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 materialise or if any of the assumptions proves incorrect, the results of, 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 products, and utilisation and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of, 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., inc. assumes no obligation and does not intend to update these forward-looking statements. Forward-Looking Statement
  • 3. 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
  • 4. Sell faster Salesforce SteelBrick & Microsoft Integrations Sell smarter SalesforceIQ & Sales Wave Analytics Sell the way you want Lightning Platform & Ecosystem Sell from anywhere Salesforce1 Mobile App World’s #1 Sales application Sales Cloud Lightning Ami Palan Partner
  • 5. The Salesforce Advantage Run your sales on the platform that is always getting better Multi-tenant Cloud Model Fast App Customisation Scalable, Meta-data Driven Platform Trusted Cloud Platform
  • 6. 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 organisation 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.
  • 7. 150,000+ 
  • 8. Sales Cloud Customers Realising 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%
  • 9. 4 Best Practices to Sell in a Whole New Way Carrie Mantione Build Better Pipeline Accelerate Productivity Make Insightful Decisions Drive Adoption Through Customisation
  • 10. 4 Best Practices to Sell in a Whole New Way Carrie Mantione Build Better Pipeline Accelerate Productivity Make Insightful Decisions Drive Adoption Through Customisation
  • 11. 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 personalised content Powered by Empower Reps with their Own Marketing Machine Focus sales on your most important leads with Salesforce Engage
  • 12. Prioritise accounts that look like your top wins Find whitespace in your accounts Stay smart about your customers’ business Help Sales Understand Their Customers Better Get insights to build pipeline faster with Prospector Powered by
  • 13. Drive Key Actions to Move Pipeline Forward Establish a culture of accountability with dashboards “Clean Your Room” Dashboard Activity Management Dashboard
  • 14. Krishna Bhagavan Yelp Build Better Pipeline Accelerate Productivity Make Insightful Decisions Drive Adoption Through Customisation 4 Best Practices to Sell in a Whole New Way
  • 15. Sell Faster from Anywhere with Salesforce Mobile Apps Sell from anywhere, on any device Run your business from any device Download Today Apps to help every sales rep sell smarter Remind me if I don’t hear back by Thursday, May 28, 2015 at 6:08 PM PDT Send later on Thursday, May 28, 2015 at 2:08 PM PDT Track when email is viewed Enabled InboxNow Available Offline!
  • 16. 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 prioritise with Sales Cloud Home
  • 17. :: : : : Make Every Rep a Top Performer Give 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
  • 18. Build a Richer Customer Profile Organise 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
  • 19. 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 Work with more efficiency, intelligence and collaboration +
  • 20. 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 Apps Easily manage the entire closing process with SteelBrick
  • 21. Anthony Vitalone 4 Best Practices to Sell in a Whole New Way Build Better Pipeline Accelerate Productivity Make Insightful Decisions Drive Adoption Through Customisation
  • 22. 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 Everyone Use Sales Wave to Give a Better View of Your Business Powered by
  • 23. Focus on Your Biggest Deals Show 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
  • 24. 4 Best Practices to Sell in a Whole New Way Natalie Kwong Build Better Pipeline Accelerate Productivity Make Insightful Decisions Drive Adoption Through Customisation
  • 25. Drive Adoption with Features that Speak to Your Business Use the Salesforce Platform to Customise Your Sales Cloud Experience Customise Your Pages Lightning Components Customise Your Apps Sales Console Customise Your Roles Lightning App Builder
  • 26. Automate Processes to Sell Faster Save time with Custom Publisher Actions
  • 27. Extend Sales Cloud with Pre-Integrated Apps Automate your entire lead—to-cash process 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
  • 28. 4 Best Practices to Sell in a Whole New Way Carrie Mantione Build Better Pipeline Accelerate Productivity Make Insightful Decisions Drive Adoption Through Customisation
  • 29. Introducing Quotable A brand-new content destination for sales leaders, managers and reps Exclusive advice and insights from the world’s leading sales minds
  • 30. A brand-new thought leadership event for sales professionals. Presented by Salesforce and Sales Hacker. June 15th - 16th 2016. Pier 94 / New York City GET 20% OFF USING SFWORLD CODE Arianna Huffington Huffington Post Fredrik Eklund Million Dollar Listing Gary Vaynerchuk VaynerMedia Seth Godin Author, Entrepreneur Billy Beane Oakland A’s Simon Sinek Sinek Partners
  • 31. thank y u
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