Thank you for attending. My name is Andrew Savitz. I work in the Salesforce Product Strategy team specifically responsible for Media. Today we are going to discuss Best Practices in Media, and specifically, how to empower your sales teams to do their job better. Equally as important, I want to talk about the best practices that help bring value to your reps and management so that they see the value of CRM. I am flanked by two of our customer speakers – Audra Martin from the Economist Group and Andrew Schmitt from OutCast Communications – who are going to tell you about their businesses and how they are using Salesforce. Ultimately, what I want you to take from this discussion are the key gems that you can put in your pocket and take home, that hopefully will stimulate thought in how you can take your Salesforce deployment to the next level. Additionally, I want to note that this session is part 1 of a 2 part back-to-back series. Immediately following this session, Luke von Schreiber will be talking about how to drive sales in a mixed media world in a panel with Fox Interactive, The New York Times, and SmartMoney. Our hope is that you will walk away from these sessions some key gems that you can put in your pocket and take home, that may stimulate some thought in how you can take your Salesforce deployment to the next level in your own organizations.
Best Practices: Empowering Sales Teams in Media Andrew Savitz, Salesforce Audra Martin, The Economist Group Andrew Schmitt, OutCast Communications Track: Media
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The Economist Group is the leading source of analysis on international business and world affairs. We deliver our information through a range of formats, from newspaper and magazines to conferences and electronic services. What ties us together is the objectivity of our opinion, the originality of our insight—and our advocacy of economic and political freedom around the world.
Business processes very manual and non-standardized
No automated lead distribution
Multiple systems requiring support and upgrades
Incompatible business applications
Key Solutions – Improved Pipeline Transparency / Central Forecasting Dashboards are set up so each sales person, sales manager and sale director know what is in the pipeline (and what is not), as well as what work is being done to fill the pipeline
Key Solutions – Improved Pipeline Transparency / Central Forecasting Side-by-side gauges allow sales managers to compare what has closed vs. what is still in the pipeline for the same time period.
Key Solutions – Improve How Account History is Mined We utilize Territory Management to allow multiple sales teams to track their sales to a client Custom report pulls up opportunity history for entire account hierarchy.
Key Solutions – Improve How Contact Information is Tracked Custom fields to track contact information. We use record types to control picklist options for these Custom Secondary Owner field allows users to pull up their contacts, even if they “share” that agency person with a colleague Salespeople request comps for their clients. This information is reported to the circulation team. Custom object used to track Agency contact’s Advertiser clients
Key Solutions – Improve How Contact Information is Tracked
Campaigns are used to track several things, including:
event/conference invitations and attendance.
Key Solutions – Improve Business Process and Documentation Automated tasks notify business operations and finance teams when an opportunity is ready to process and invoice. Pertinent documents for processing and reference are attached throughout the life of the opportunity.
Key Solutions – Automate Web-to-Lead Automated reply recorded in salesforce along with other activities. Lead Assignment rules determine who should receive the lead Leads are automatically connected to Campaigns based on the form they submitted. Marketing can track success of specific web forms/positions based on conversion and close rates
Key Solutions – Help Team Access and Find Information Reminders and quick links to common reports are included on the home page and in the left navigation. Users only see the links and reports relevant to their team.
OutCast Communications is an award-winning public relations firm that partners with the best and brightest enterprise and consumer technology companies to support everything from corporate communications and IPO, to industry leadership, customer momentum, company and product launches. OutCast fosters an environment of excellence and creativity to provide the highest level of customer service and outstanding results.
Andrew – can you include a screenshot from Salesforce that shows your core business (press relations) and further the custom fields, etc. that you added… I want our audience to see a “PR”-oriented application
Reporter contact information Reporter biography information
Press Relations Logs all contact with reporters for each client. Integration with Outlook makes this as easy as sending an email. Manages all background documents and meetings notes in one location.
Event Scouting Find information on event venues in different cities at click of button.
New Business Central system for managing new business pipeline.
New Business Run a report to see real-time status of new business pipeline. Track the “source” of leads.