B P S007 Kadden 091807


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  • B P S007 Kadden 091807

    1. 1. Increasing Sales Effectiveness in a Small Business <ul><li>Fill out the name tag you were given when you entered the room “Ask me about…” with one of the following: </li></ul><ul><ul><li>A sales BEST practice you’re proud of at your organization </li></ul></ul><ul><ul><li>One of your organization’s goals for the next 5 years </li></ul></ul><ul><ul><li>Why you came to Dreamforce </li></ul></ul><ul><li>Ask at least 2 of your neighbors about what they wrote on their tags! </li></ul>
    2. 2. Increasing Sales Effectiveness in a Small Business Alana Kadden, salesforce.com Matt Williamson, Bronto Software Garth Moulton, Jigsaw Joan Babinski, Brainshark Bryan Burdick, ZoomInfo Track: Best Practices: SMB
    3. 3. Safe Harbor Statement <ul><li>“ Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements including but not limited to statements concerning the potential market for our existing service offerings and future offerings. All of our forward looking statements involve risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions proves incorrect, our results could differ materially from the results expressed or implied by the forward-looking statements we make. </li></ul><ul><li>The risks and uncertainties referred to above include - but are not limited to - risks associated with possible fluctuations in our operating results and cash flows, rate of growth and anticipated revenue run rate, errors, interruptions or delays in our service or our Web hosting, our new business model, our history of operating losses, the possibility that we will not remain profitable, breach of our security measures, the emerging market in which we operate, our relatively limited operating history, our ability to hire, retain and motivate our employees and manage our growth, competition, our ability to continue to release and gain customer acceptance of new and improved versions of our service, customer and partner acceptance of the AppExchange, successful customer deployment and utilization of our services, unanticipated changes in our effective tax rate, fluctuations in the number of shares outstanding, the price of such shares, foreign currency exchange rates and interest rates. </li></ul><ul><li>Further information on these and other factors that could affect our financial results is included in the reports on Forms 10-K, 10-Q and 8-K and in other filings we make with the Securities and Exchange Commission from time to time. These documents are available on the SEC Filings section of the Investor Information section of our website at www.salesforce.com /investor . Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law. </li></ul>
    4. 4. What is Sales Effectiveness? <ul><li>Improving business results through optimizing the efforts of sales including sales readiness and productivity. </li></ul><ul><li>This manifests itself as a set of technologies, business processes, and services which enable companies to integrate processes and systems to achieve business goals. </li></ul>What will we cover today? <ul><li>Great case studies from 2 companies and their path to increased sales effectiveness </li></ul><ul><li>Step-by-step views into how their sales reps have achieved greater results </li></ul>
    5. 5. From Farming to Hunting MATT WILLIAMSON DIRECTOR OF SALES [email_address] GARTH MOULTON CO-FOUNDER [email_address]
    6. 6. Agenda <ul><li>About Bronto </li></ul><ul><li>Evolution: From Farming to Hunting </li></ul><ul><ul><li>Measurement </li></ul></ul><ul><ul><li>Accountability </li></ul></ul><ul><ul><li>Tools </li></ul></ul><ul><li>Jigsaw </li></ul><ul><ul><li>Targeted </li></ul></ul><ul><ul><li>Cost Effective </li></ul></ul><ul><ul><li>Integrated </li></ul></ul>
    7. 7. About Bronto <ul><li>Email Marketing </li></ul><ul><li>25 Person Company </li></ul><ul><li>Growing 100% Per Year </li></ul><ul><li>Quickly moving up market </li></ul>
    8. 8. Accountability and Measurement
    9. 9. Communication is Key
    10. 10. Setting Expectations <ul><li>Starts with the leaders </li></ul><ul><li>Set very clear expectations </li></ul><ul><li>Quantify </li></ul><ul><li>Communicate </li></ul><ul><li>Hold people accountable </li></ul><ul><ul><li>To the numbers </li></ul></ul><ul><ul><li>To the platform (Salesforce) </li></ul></ul>
    11. 11. Measurement Sales Prospecting Leads Calls Yikes Report (Leads)
    12. 12. Leverage the Environment You’ve Created
    13. 13. Research Tools Direct Contact Information Indicators of online activity Broad information Background info and connections
    14. 16. <ul><li>A note about CAN-SPAM </li></ul><ul><li>No “harvesting” of email addresses </li></ul><ul><li>Phone call, then ONE “intro email” </li></ul><ul><li>No ongoing emails unless opt in! </li></ul><ul><li>Best practices </li></ul><ul><li>Protect/Promote Your Brand </li></ul>
    15. 17. Why Bronto Chose Jigsaw <ul><li>Precision sharp shooting, not carpet bombing (quality, not quantity) </li></ul><ul><li>Direct info, not switchboards </li></ul><ul><li>Flexibility in ramp up </li></ul><ul><li>Cost effective </li></ul>3.00 1.25 2.50 Contacts Per Record 12 5 5 Total Contacts 7 of 15 (47%) 12 of 15 (80%) 8 of 15 (53%) Profiles
    16. 18. The Jigsaw Database <ul><ul><li>An online database built, cleaned and maintained by 300K Jigsaw members </li></ul></ul><ul><ul><li>6.7 Million complete contact records from 500K companies </li></ul></ul><ul><ul><li>Over 400 Enterprises use Jigsaw </li></ul></ul>Garth Moulton Co-Founder/Director of Business Development +1.650.235.8383 [email_address] Jigsaw Data Corporation 2 Waters Park Dr., Ste 250 San Mateo, Ca 94402-2728 USA <ul><li>Name </li></ul><ul><li>Title </li></ul><ul><li>Address </li></ul><ul><li>Email </li></ul><ul><li>Phone (65% direct dial) </li></ul>
    17. 19. Jigsaw for AppExchange Demo
    18. 20. How does a company use Jigsaw? <ul><ul><li>Jigsaw Team: individual subscriptions to jigsaw.com for sales prospecting </li></ul></ul><ul><ul><li>Jigsaw Lists: selected target lists delivered for multi-channel sales/marketing campaigns </li></ul></ul><ul><ul><li>Jigsaw Clean: yearly corporate subscription to maintain, clean, and add to your CRM database </li></ul></ul>Jigsaw Team is fully integrated with Salesforce through the AppExchange as Jigsaw for AppExchange- which is FREE!
    19. 21. BRYAN BURDICK COO ZoomInfo [email_address] JOAN BABINSKI VP MARKETING Brainshark, Inc. [email_address]
    20. 22. About ZoomInfo <ul><ul><li>INDUSTRY : Business Information Search </li></ul></ul><ul><ul><li>EMPLOYEES : 80+ </li></ul></ul><ul><ul><li>GEOGRAPHY : Waltham, Mass. & Tel Aviv, Israel </li></ul></ul><ul><ul><li># USERS : 40 </li></ul></ul><ul><ul><li>PRODUCT (S) USED : Salesforce Enterprise Edition </li></ul></ul><ul><li>Business Information Search Engine </li></ul><ul><li>Semantic search: Mapping the Business Web </li></ul><ul><li>Access in-depth information on industries, companies & people (refreshed nightly) </li></ul><ul><li>37 million profiles of business people, including execs and low-level titles </li></ul><ul><li>3.5 million profiles of SMBs up to Fortune 500 companies </li></ul><ul><li>Sales prospecting and lead generation tool – now fully integrated with Salesforce </li></ul>
    21. 23. About Brainshark, Inc. <ul><ul><li>INDUSTRY : Business Communications, SaaS provider </li></ul></ul><ul><ul><li>EMPLOYEES : 100 </li></ul></ul><ul><ul><li>GEOGRAPHY : North America </li></ul></ul><ul><ul><li># USERS : 66 </li></ul></ul><ul><ul><li>PRODUCT(S) USED : Salesforce Enterprise Edition </li></ul></ul><ul><li>We Help Business Communicate™ </li></ul><ul><li>On-demand business communication solutions </li></ul><ul><li>Empowering businesspeople to easily create, deliver, and track-impact, voice-enriched communications </li></ul><ul><li>> 500+ customers </li></ul><ul><li>Key applications: Selling, Marketing, Training </li></ul><ul><li>AppExchange partner </li></ul>
    22. 24. Case Study: Key Challenges <ul><li>Finding “embedded” high level titles in target accounts </li></ul><ul><li>High cost of acquiring names </li></ul><ul><ul><ul><li>Subscription list rentals costly, limited segmentation & targeting, response rates poor. </li></ul></ul></ul><ul><ul><ul><li>Phone calling to build custom list $$$ </li></ul></ul></ul>How do we build the marketing & sales engine FASTER with targeted database development?
    23. 25. Our Approach: Targeted Fishing, Compelling Bait Spearfishing Small Net Fishing Stocking the Pond Marketing finds & exports targeted names Micro-campaigns Text email w/ Brainshark presentation link Brainshark integration w/ Salesforce: who viewed, how much, how long, how interested? Triggers follow-up task. Small Nets 100-200 1-to-1 email Integration: Uses Salesforce email templates, inserts trackable Brainshark URL Viewing triggers follow-up task
    24. 26. Example: Sending a Spear
    25. 27. Example: Actionable Tasks for Reps Notification SEND NOTIFY VIEW
    26. 28. Results <ul><li>50% of our database today originally ZoomInfo contacts </li></ul><ul><li>>7X -12X increased response vs. list rental; ALL names we want </li></ul><ul><li>View rates INCREASING over time </li></ul><ul><li>Turns cold calls into warm follow-up calls; sales prioritizes most interested prospects; follow-up is immediate </li></ul>6.41% 7.04% 7.63% 11.89% Average view rate
    27. 29. ZoomInfo: Now Fully Integrated with salesforce.com
    28. 30. ZoomInfo: Now Fully Integrated with Salesforce
    29. 31. ZoomInfo: Now Fully Integrated with Salesforce
    30. 32. ZoomInfo: Now Fully Integrated with Salesforce
    31. 33. Session Feedback Let us know how we’re doing! <ul><li>Please score the session from 5 to 1 (5=excellent,1=needs improvement) in the following categories: </li></ul><ul><ul><li>Overall rating of the session </li></ul></ul><ul><ul><li>Quality of content </li></ul></ul><ul><ul><li>Strength of presentation delivery </li></ul></ul><ul><ul><li>Relevance of the session to your organization </li></ul></ul>We strive to improve, t hank you for filling out our survey. <ul><li>Additionally, please score each individual speaker on: </li></ul><ul><ul><li>Overall delivery of session </li></ul></ul>
    33. 35. Find out more Jigsaw Booth # 800 www.jigsaw.com Garth Moulton [email_address] ZoomInfo Booth # 113 www.zoominfo.com Bryan Burdick [email_address] Brainshark Booth # 117 www.brainshark.com Joan Babinski [email_address] Bronto Software www.bronto.com Matt Williamson [email_address]