Secrets of the Big Guns - Sales Leadership Panel
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Secrets of the Big Guns - Sales Leadership Panel

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Join our panel of successful sales leaders for an open discussion on how to drive top-line growth with Salesforce CRM. You'll hear from key executives and thought leaders in the industry, and have the ...

Join our panel of successful sales leaders for an open discussion on how to drive top-line growth with Salesforce CRM. You'll hear from key executives and thought leaders in the industry, and have the opportunity to join the conversation and get answers.

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Secrets of the Big Guns - Sales Leadership Panel Presentation Transcript

  • 1. Secrets of the Big GunsSales Leadership PanelTony Owens, SVP Enterprise Sales, Salesforce.comRenee Bergeron, VP Managed Services & Cloud Computing, Ingram MicroJonas Hollandsworth, EVP Sales and Credit Operations, GM FinancialRob Salmon, EVP Field Operations, NetApp
  • 2. 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 intellectual property and other litigation, risks associated with 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-Q for the most recent fiscal quarter ended July 31, 2012. This 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.
  • 3. Tony OwensSalesforce.comSVP, Enterprise Sales
  • 4. Sales Leadership Challenges 1. Reps are Left Out of Buying Process 2. Too Much Time Spent Not Selling 3. Poor Sales Execution
  • 5. Reps are Left Out of Today’s Buying Process Customer Network 60% of the buying processMay I happens before a repsuggest…… gets engaged Sales Rep May I suggest … May I suggest…
  • 6. Renee BergeronVP Managed Services & Cloud Computing
  • 7. Too Much Time Spent Not Selling DEAL WON Product Experts 68% Price Listsof a sales rep’s time is Latest Contracts Presentation spent not selling
  • 8. Jonas HollandsworthEVP Sales and Credit Operations
  • 9. Poor Sales ExecutionIneffective Poor Limited No Mobile 72%Processes Coaching Insights Access YOUR increase in sales cycle on average in CONTEN past 5 years T HERE Just change the background layer (right-click > arrange)
  • 10. Rob SalmonEVP Field Operations
  • 11. Tony Owens Renee Bergeron Jonas Hollandsworth Rob Salmon Salesforce.com Ingram Micro GM Financial NetAppSVP Enterprise Sales VP Managed Services EVP Sales and Credit Operations EVP Field Operations & Cloud Computing @salescloud
  • 12. @salescloud