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Salesforce’s most successful salesman no one knows – David Rudnitsky

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Salesforce’s most successful salesman no one knows – David Rudnitsky

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He is one of the guys who was instrumental in putting the company to 50Billion USD today. He created sales playbook for his team that contains 11 strategies.

The playbook doesn’t contain any groundbreaking secrets, but has some important lessons that many companies can definitely learn from.

He is one of the guys who was instrumental in putting the company to 50Billion USD today. He created sales playbook for his team that contains 11 strategies.

The playbook doesn’t contain any groundbreaking secrets, but has some important lessons that many companies can definitely learn from.

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Salesforce’s most successful salesman no one knows – David Rudnitsky

  1. 1. SALESFORCE’S MOST SUCCESSFUL SALESMAN NO ONE KNOWS – DAVID RUDNITSKY Webite: http://www.mobodexter.com Blog Site: http://blogs.mobodexter.com
  2. 2. MOBODEXTER, INC Chandramouli is a serial Entrepreneur who has co-founded MoboDexter Group companies & ViewFindAR that does Information Technology products & services in CAMS domain. Prior to starting MoboDexter, Mouli worked as a system software development/test engineer/lead and Manager in product R&D organization in Intel, Hewlett Packard and WIPRO. His experience includes 6 years of software product engineering in product R&D groups as an engineering manager in Intel and HP handling development and test programs. Specialty includes handling programs which involved recruiting and building new teams for handling new SW product R&D functions PMI certified Project Management Professional (PMP) - PMBOK practitioner for the past 3 years and an Agile SCRUM practitioner for 4 years. I have filed 1 US patent and 2 Research publications in SW/FW domains and passionate about technical contributions to the projects and programs Mouli had additional experience of leading large org-wide programs/initiatives on - Quality : Test transformation, Test Automation, orthogonal defect classification (ODC), Static Code analysis, product defect prediction models, Closed Loop Quality System (CLQS) Methodologies: Test driven development; Model based testing methodologies; Retention prediction model; Competency evaluation model adoptions Business : Lean sigma, Outsourcing evaluation & strategy, Business optimization using Moore’s product adoption model, Data center optimization, innovation
  3. 3. He is one of the guys who was instrumental in putting the company to 50Billion USD today. He created sales playbook for his team that contains 11 strategies. The playbook doesn’t contain any groundbreaking secrets, but has some important lessons that many companies can definitely learn from.
  4. 4. 01ST STRATEGY “Think BIG, Have Attitude”: Think big (dollars and scope), not just the immediate opportunity in front of you. Behave as if your company is big, even if it’s not. Salesforce’s average customer had 12 users when Rudnitsky started out.
  5. 5. 02ND STRATEGY “No deal is won or lost alone”: Bring in the entire team to work on new deals, and brainstorm about how to do a better job. “I’m less impressed with someone who closes a $2 million deal alone than I am with someone who brought all of us in and still closed the same $2 million deal,” Rudnitsky said.
  6. 6. 03RD STRATEGY “Connect the dots”: Never cold-call, always call with a plan. Constantly reach out to contacts and find connections before engaging with a prospect.
  7. 7. 04TH STRATEGY “Focus on ‘why not”: Instead of thinking about why a deal will close, focus on why it might not. “Anticipating the ‘why nots’ gives you a significant advantage over [competitors],” he writes.
  8. 8. 05TH STRATEGY “Always take the deal off the table”: Make sure every deal is closed if it’s ready to close. Don’t waste any time, leaving a chance for the deal stalling and potentially getting away.
  9. 9. 06TH STRATEGY “Get your face in the place”: Meet your customers in person. You won’t be able to learn anything about them by just talking on the phone. It also strengthens the customers’ confidence in you.
  10. 10. 07TH STRATEGY “Fun facts build instant credibility”: Try to learn everything about your customer and collect ‘fun facts’ that could be used to build your credibility.
  11. 11. 08TH STRATEGY “Be proactive on all paperwork”: Make sure all paperwork is in place. Otherwise, it will “come back to bite you.”
  12. 12. 09TH STRATEGY “Always get quid pro quo in negotiations”: Don’t be afraid to ask for more and say no when needed. For example, make sure you’re allowed to announce the deal in the press because it gives huge publicity that could lead to other opportunities.
  13. 13. 10TH STRATEGY “Share best practices”: Share great emails or proposals with the rest of the team and try to learn from them. And use them in other deals too.
  14. 14. 11TH STRATEGY “Go after game changers”: Look for deals that can take the company to the next level. “These deals are revolutionary in a company’s evolution. Winning huge customers, such as Dell and Japan Post, was game changing for our company.

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