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How Salesforce Uses Salesforce
World Tour Melbourne
Marketing
​ Ben Turner
​ Director
​ Sales Development
​ Philip Cleary
​ Senior Director
​ Sales Productivity
Sales Develop...
Chad Pearce
Head of Digital Marketing, APAC
The Heart of Marketing
Velocity, tracking and accountability
Planning
Project ManagementImplementation
Collaboration
Repor...
All campaigns convert online
Demand Generation
Brand Category Product
Land that traffic and Convert
​ ‘Web to lead’ Forms = speed to sales + metrics
ü  Single truth = Sales and Marketing alignment
ü  Dashboards = Fast facts
ü  No guess work = Performance
ü  Salesforc...
ü  Get your site working for you - web to lead forms
ü  Start analysing opportunity - Google trends
ü  Consider SEM - S...
Ben Turner
Director, Sales Development
The Sales Development team drives sales Pipeline
Qualified
Pipeline
$120M
50%
of Sales
Pipeline
Leads
23K
40+
Sales
Repres...
1. Data Quality 2. Qualification 3. Operational rigour 4. Team motivation
4 Principles to Pipeline
1. Data Quality
Clean data should always remain a top priority
ü  Lead de-duplication
ü  Lead assignment rules
ü  Lead-...
2. Qualification
A well integrated
sales methodology
accelerates
pipeline velocity
​ Customer Journey
​ Qualification:
•  ...
3. Operational Rigour
​ Marketing/ SR ​ Sales follow-up & Execution
4. Team Motivation
Ensuring your team is always dialled-in
Incentives
Compensation
Career
Regular ‘Spiffs’ and Incentives ...
4 Best practices to drive pipeline
1. Data Quality 2. Qualification 3. Operational rigour 4. Team motivation
Marketing aut...
Philip Cleary
Senior Director, Sales Productivity
Sales takes the Opp at the 5% line and brings home the dough
Our Sales
Process
Managing the
Sales Cycle
Measuring to
Manag...
Sales stages that everyone understands, and uses!
Defined Sales Stages
Sales stages that everyone understands, and uses!
Defined Sales Stages
Align with Buyer stage
Milestones to hit before mov...
Data Quality throughout the entire sales process
​ Missing info means risk in the deal
1.  Amount
2.  Stage
3.  Close Date...
Data Quality throughout the entire sales process
​ Missing info means risk in the deal
Expert help on Opps and Groups by Team, Product, Competitor, Industry, Affinity
Constant Collaboration across teams
Measure everything and know what good looks like
Sales pipeline insight
Revenue Pipeline Execution levels
Landing close to the hole means we can plan for growth
Forecasting to predict future revenue
ü  Start using Chatter
ü  Download Salesforce1 from the App Store or Google Play
ü  Head to Appexchange.com and get:
§...
ü  Set monthly budgets with Google
ü  Connect website to your pipeline through the Web-to-Lead forms
ü  Immediate respo...
Thank you
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Run Your Business Better Using Salesforce: How Salesforce Uses Salesforce

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Our customers and prospects are intrigued by how Salesforce uses Salesforce. We've grown into a ~$5 Billion company that powers our business on Salesforce. Get a behind the scenes look at Salesforce’s use of the application through the sales lifecycle. From Web and Social Marketing, to Lead Capture, through to Lead Development and Opportunity Management, these are our top tips on how to leverage the power of Salesforce to help give you an unfair advantage.

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Run Your Business Better Using Salesforce: How Salesforce Uses Salesforce

  1. 1. How Salesforce Uses Salesforce World Tour Melbourne
  2. 2. Marketing ​ Ben Turner ​ Director ​ Sales Development ​ Philip Cleary ​ Senior Director ​ Sales Productivity Sales Development Sales ​ Chad Pearce ​ Head of Digital ​ Marketing APAC Introduction @salesforceAPAC #SalesforceTour
  3. 3. Chad Pearce Head of Digital Marketing, APAC
  4. 4. The Heart of Marketing Velocity, tracking and accountability Planning Project ManagementImplementation Collaboration Reporting
  5. 5. All campaigns convert online Demand Generation Brand Category Product
  6. 6. Land that traffic and Convert ​ ‘Web to lead’ Forms = speed to sales + metrics
  7. 7. ü  Single truth = Sales and Marketing alignment ü  Dashboards = Fast facts ü  No guess work = Performance ü  Salesforce 1 mobile app = Awesome! Reporting ​ Real Time Reports, Anywhere To update with campaigns
  8. 8. ü  Get your site working for you - web to lead forms ü  Start analysing opportunity - Google trends ü  Consider SEM - Start with small monthly budgets ü  Start with basic social features – Facebook Boost ü  Dashboard your results Deliver more leads, more consistently Getting Started
  9. 9. Ben Turner Director, Sales Development
  10. 10. The Sales Development team drives sales Pipeline Qualified Pipeline $120M 50% of Sales Pipeline Leads 23K 40+ Sales Representatives Inbound (SR) Outbound (EBR)
  11. 11. 1. Data Quality 2. Qualification 3. Operational rigour 4. Team motivation 4 Principles to Pipeline
  12. 12. 1. Data Quality Clean data should always remain a top priority ü  Lead de-duplication ü  Lead assignment rules ü  Lead-Account-Opportunity ü  Nurture campaigns
  13. 13. 2. Qualification A well integrated sales methodology accelerates pipeline velocity ​ Customer Journey ​ Qualification: •  Budget •  Authority •  Need •  Time ​ Mutual fit ? Open ended, Layering Questions Intro email to Account Exec with focus on Business Pains
  14. 14. 3. Operational Rigour ​ Marketing/ SR ​ Sales follow-up & Execution
  15. 15. 4. Team Motivation Ensuring your team is always dialled-in Incentives Compensation Career Regular ‘Spiffs’ and Incentives to drive • High Energy & Results driven culture • Change behaviour on Process/Product • Weekly early mark SPIFF 75% fixed / 25% commission Commissions tied to overall business goals as well as individual KPI’s CIT 3-6 months SR 10-12 months BDR 12-14 months AE ESMB 24-36 months AE CMRCL 36-48 months AE ENTR 48+ months Sales Dev Academy
  16. 16. 4 Best practices to drive pipeline 1. Data Quality 2. Qualification 3. Operational rigour 4. Team motivation Marketing automation and lead assignments to ensure CRM hygeine Implementing a sales methodolgy to drive pipeline velocity Accountability at all stages of the funnel Incentives and career planning that drives the right behaviour Management team to hire, retain & promote world class talent into Sales organisation Close collaboration with Marketing, Sales Development & Sales
  17. 17. Philip Cleary Senior Director, Sales Productivity
  18. 18. Sales takes the Opp at the 5% line and brings home the dough Our Sales Process Managing the Sales Cycle Measuring to Manage You too can be awesome!
  19. 19. Sales stages that everyone understands, and uses! Defined Sales Stages
  20. 20. Sales stages that everyone understands, and uses! Defined Sales Stages Align with Buyer stage Milestones to hit before moving Suggested content to use Competitive actions to take Do you know everything you should?
  21. 21. Data Quality throughout the entire sales process ​ Missing info means risk in the deal 1.  Amount 2.  Stage 3.  Close Date 4.  Type 5.  Products 6.  Competitor 7.  Competitive Status 8.  Next Steps 9.  Current System 10.  Implementation Partner
  22. 22. Data Quality throughout the entire sales process ​ Missing info means risk in the deal
  23. 23. Expert help on Opps and Groups by Team, Product, Competitor, Industry, Affinity Constant Collaboration across teams
  24. 24. Measure everything and know what good looks like Sales pipeline insight Revenue Pipeline Execution levels
  25. 25. Landing close to the hole means we can plan for growth Forecasting to predict future revenue
  26. 26. ü  Start using Chatter ü  Download Salesforce1 from the App Store or Google Play ü  Head to Appexchange.com and get: §  Sales Coach §  Clean Your Room Dashboard ü  Create your own Sales Dashboard §  Understand your revenue §  Track pipeline §  Measure team execution Develop Your Own Sales Success
  27. 27. ü  Set monthly budgets with Google ü  Connect website to your pipeline through the Web-to-Lead forms ü  Immediate response to leads to maximise results ü  Know what’s happening in your sales pipeline every day ü  Make Data a Priority from lead entry to sales close Top Tips for Small Businesses using Salesforce
  28. 28. Thank you

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