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Here’s What My Million Dollar Rep Really  Did…. Track: Sales: Million Dollar Producer
Panelists Michael Roth SE Manager, Hi-Tech Manufacturing salesforce.com Chris Bonacore SE Manager, Financial Services sale...
Safe Harbor Statement <ul><li>“ Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This pr...
 
Be Persistent
Collaborate with Your Clients
Connect with the Community
Connect with the Community
Use Salesforce Innovatively
Chris Bonacore Sales Engineering Manager Financial Services salesforce.com
Use varied resources
Create central repository
Know decision makers
Indulge clients’ interests…  GENUINELY
David Rudnitsky SVP Global Financial Services
Playbook for Successful Selling
Think Big
No deal is won or lost alone
Connect the Dots
Walk the Halls
Know Your Customer
Identify internal sales people early
Become your customer’s advocate
Ask for Sponsorship
Focus on Why Not vs. Why Will
Barry Rhein Founder Barry Rhein & Associates
<ul><li>“ Barry has transformed how we sell here at Salesforce.com.  We have the ability to hire any sales training progra...
<ul><li>“ As Salesforce.com’s #1 sales rep worldwide, I have been through lots of different sales and methodology training...
 
 
 
 
<ul><li>Free White Paper: </li></ul><ul><li>“ 15 Sure-fire ways to qualify any prospect” </li></ul><ul><li>www.barryrhein....
<ul><li>“ Selling Through Curiosity” workshops  www.barryrhein.com   </li></ul><ul><li>(Could receive a complimentary pass...
Q & A / Wrap Up
Session Feedback Let us know how we’re doing! <ul><li>Please score the session from 5 to 1 (5=excellent,1=needs improvemen...
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S D M002 Roth 091707

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S D M002 Roth 091707

  1. 1. Here’s What My Million Dollar Rep Really Did…. Track: Sales: Million Dollar Producer
  2. 2. Panelists Michael Roth SE Manager, Hi-Tech Manufacturing salesforce.com Chris Bonacore SE Manager, Financial Services salesforce.com David Rudnitsky SVP Global Financial Services salesforce.com Barry Rhein Founder Barry Rhein & Associates
  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. 5. Be Persistent
  5. 6. Collaborate with Your Clients
  6. 7. Connect with the Community
  7. 8. Connect with the Community
  8. 9. Use Salesforce Innovatively
  9. 10. Chris Bonacore Sales Engineering Manager Financial Services salesforce.com
  10. 11. Use varied resources
  11. 12. Create central repository
  12. 13. Know decision makers
  13. 14. Indulge clients’ interests… GENUINELY
  14. 15. David Rudnitsky SVP Global Financial Services
  15. 16. Playbook for Successful Selling
  16. 17. Think Big
  17. 18. No deal is won or lost alone
  18. 19. Connect the Dots
  19. 20. Walk the Halls
  20. 21. Know Your Customer
  21. 22. Identify internal sales people early
  22. 23. Become your customer’s advocate
  23. 24. Ask for Sponsorship
  24. 25. Focus on Why Not vs. Why Will
  25. 26. Barry Rhein Founder Barry Rhein & Associates
  26. 27. <ul><li>“ Barry has transformed how we sell here at Salesforce.com. We have the ability to hire any sales training program in the marketplace. There is only one that we know of that can materially impact a company's sales results immediately and long term. To me, nothing is more important than sales execution. If you want quantifiable sales results, Barry is the only choice!” </li></ul><ul><li>Jim Steele </li></ul><ul><li>President Worldwide Sales and Distribution </li></ul><ul><li>salesforce.com </li></ul>
  27. 28. <ul><li>“ As Salesforce.com’s #1 sales rep worldwide, I have been through lots of different sales and methodology trainings.   Barry is NOT another sales methodology training.  Barry will provide your entire sales team with the ability to close more business quicker while maintaining your margins.” </li></ul><ul><li> Joe Williams </li></ul><ul><li>#1 Sales Rep Worldwide, </li></ul><ul><li>Salesforce.com </li></ul>
  28. 33. <ul><li>Free White Paper: </li></ul><ul><li>“ 15 Sure-fire ways to qualify any prospect” </li></ul><ul><li>www.barryrhein.com </li></ul>
  29. 34. <ul><li>“ Selling Through Curiosity” workshops www.barryrhein.com </li></ul><ul><li>(Could receive a complimentary pass, $2,500 value). </li></ul><ul><li>E-mail [email_address] </li></ul>
  30. 35. Q & A / Wrap Up
  31. 36. 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>

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