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Tony Rodoni's Death Of A (Traditional) Salesman

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In the age of the customer it's easier than ever to navigate the earlier stages of the sales cycle without engaging a sales rep. What impact will this have on your sales team? And how can your sales reps reinvent themselves to become invaluable to your customers and business?

Death Of A (Traditional) Salesman - How To Survive In The New Era Of Selling
Tony Rodoni, EVP Commercial Sales & Market Readiness, Salesforce

Published in: Business
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Tony Rodoni's Death Of A (Traditional) Salesman

  1. 1. How To Survive In The New Era Of Selling Death of a (Traditional) Salesman Tony Rodoni EVP, Commercial Sales and Market Readiness May 2015
  2. 2. Forward-Looking Statements 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 any litigation, risks associated with completed and any 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-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These 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. 3. IoT Data Science Social Mobile Cloud LAN/WAN Client Server SNA Mainframe Terminal The Age of the Customer Everything and everyone is connected MillionsThousands Billions connected things of customer interactions Trillions
  4. 4. The Good News: Prospects Self-Educate and Qualify 57 % Through buying cycle before engaging with salesperson Suspect Prospect Lead Opportunity Order Close
  5. 5. The Bad News: They Take Longer To Make a Decision Increase in Average Sales Cycle last 5 Years 22 %
  6. 6. Innovation in CRM is Transforming Customer Interactions Anticipate Opportunity Learn Insights Automate Processes Trigger Journeys Advise Members Product Maintenance
  7. 7. What Will Happen To The Traditional Sales Rep? Age of the Customer Advanced CRM Technology
  8. 8. Sales Roles Will Change To Meet Customer Demands Explainers 25 % Navigators 15 % Consultants 10 % Order Takers 33 %
  9. 9. Think Like A Marketer Minor In Data Science 3 Ways To Thrive In The New Era of Selling Own The Customer Experience
  10. 10. Think Like A Marketer Minor In Data Science 3 Ways To Thrive In The New Era of Selling Own The Customer Experience
  11. 11. The Lines Between Marketing and Sales Are Blurring Intent Evaluation Awareness Interest Consideration Purchase Intent Evaluation Awareness Interest Consideration Purchase Then... Now...
  12. 12. Most Leads Are Qualified But Not Ready to Buy of leads are qualified but not yet ready to buy 50 % Qualified ready to buy Marketing Lead Qualified not ready to buy Sales Funnel Sales Lead
  13. 13. Nurturing Will Be a Key Tactic In The Sales Cycle Nurture Alert Close Prospecting Activity Follow-up Appointment Follow-up Close Provide Relevant & Contextual Content Engage At Time of Interest Nurtured leads make larger purchases 47 %
  14. 14. Echo Engineering Closes More Deals with Salesforce Engage Enable sales to connect more prospects with consistent, customer-centric messaging Engage cold leads with up to a 60% success rate using Engage email templates Never miss a hot lead with real-time notifications to sales and marketing “Salesforce helped create velocity in our sales process and enabled us to be customer centric.” Jessica Heffernan, VP Marketing, Echo Engineering
  15. 15. Minor In Data Science Think Like A Marketer 3 Ways To Thrive In The New Era of Selling Own The Customer Experience
  16. 16. How Many Data Scientists Do We Have In the Room?
  17. 17. Contact Data Calendar Data Call Data Email Data Social Data 15different data sources, that sales reps may have to search There Is No Shortage of Data, It’s Overwhelming Facebook LinkedIn 89of executives believe that sales reps miss opportunities because they can't keep up with information CRM Data Source: CSO Insights: “Impact of Big Data on Sales Performance: Why Big Data Should Be a Big Deal for Sales.” 2012 %
  18. 18. Harnessing Data Will Improve Sales Efficiency What Accounts Prioritize What Actions To Take What Decision Makers Care About
  19. 19. Task Assistant Invest In Capabilities That Deliver Guidance and Insight Account Insights Performance
  20. 20. Stay A Step Ahead, Think Like a Data Scientist Never Stop Questioning Get Comfortable With Analytics Tools Learn How To Interpret Results 1 2 3 4 6 5 13 7 8 9 10 11 12 14
  21. 21. Top Insights You Should Be Looking For Current State: Health of Pipeline Future State: Pipeline Indicators Customer Health: Usage, Renewals, etc 1 2 3 4 5 6 Just-In-Time Personalized Sales Coaching Immediate Next Steps + Priorities Areas of Friction In The Sales Cycle The Basics… New Table Stakes…
  22. 22. Think Like A Marketer Minor In Data Science 3 Ways To Thrive In The New Era of Selling Own The Customer Experience
  23. 23. “Seed And Grow” Strategy Is Critical For Sales Pipeline Source: Gartner Research $ $ Lifetime Value Of A Customer for Your Business Adoption Repeat + Cross-sell New Business $ Company’s Revenue Will Come From Existing Customers 80 %
  24. 24. Traditional Sales Reps Only Own The Deal Lifecycle Focused on new prospects and closing short term deals Reach Develop Retain Sales Rep Acquire
  25. 25. Reps Who Succeed Own The Customer Lifecycle Find opportunities to add-value and increase sales Reach Develop Retain Inspire Sales Account Executive Acquire
  26. 26. Do This Efficiently, By Leverage Resources Ask the right questions Engage the right people Use the right tools
  27. 27. Have A Point of View on Value Based Selling
  28. 28. Know What You Want Customers To Say About You He knows my business He has my best interest at heart He’s a pain in the behind but in a good way Here is my list…
  29. 29. Think Like A Marketer Minor In Data Science Thrive In The New Era of Selling Own The Customer Experience
  30. 30. Introducing Quotable A brand-new content destination for sales leaders, managers, and reps Exclusive advice and insights from the world’s leading sales minds www.quotable.com
  31. 31. thank y u

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