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Sales Cloud Best Practices and New Features


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Join us to see the Sales Cloud features from our latest release and discover how to achieve more success with Salesforce. Learn how to prospect more effectively, improve team collaboration and make smarter decisions with new collaborative analytics features. You’ll learn best practices from other customers and hear how they've increased sales rep productivity and win rates, and gained better visibility into business performance.

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Sales Cloud Best Practices and New Features

  1. 1. Sales Cloud Best Practices and NewFeaturesMegan Niedenthal, salesforce.comLuc Baart, salesforce.comOliver Berger, Platinum Direct Finance
  2. 2. Safe HarborSafe 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 uncertaintiesmaterialize or if any of the assumptions proves incorrect, the results of, inc. could differ materially from the resultsexpressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemedforward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial itemsand any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerningnew, 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 newfunctionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in ouroperating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of intellectualproperty and other litigation, risks associated with possible mergers and acquisitions, the immature market in which we operate, ourrelatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of ourservice and successful customer deployment, our limited history reselling products, and utilization and selling to largerenterprise customers. Further information on potential factors that could affect the financial results of, inc. is included in ourannual report on Form 10-Q for the most recent fiscal quarter. This documents and others containing important disclosures are available onthe 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 currentlyavailable and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions basedupon features that are currently available., inc. assumes no obligation and does not intend to update these forward-lookingstatements.
  3. 3. Social Mobile Big Data CommunityApps Cloud TrustCustomer Revolution
  4. 4. Sell as a Team with the Sales CloudConnectedCustomersConnectedProductsConnectedEmployeesConnectedPartners
  5. 5. Close more deals to grow your businessWorld’s #1 Sales Application
  6. 6. Grow Your Business Across Every Metric+28%Sales+38%+36%+45%+26%LeadConversionSalesProductivityForecastAccuracyWinRateAverage Percentage Improvements Reported by CustomersSource: Customer Relationship Survey conducted March 2013, by an independentthird-party, Confirmit Inc., on 5,200+ customers randomly selected. Response sizes per question vary.
  7. 7. How can I get these results?
  8. 8. Five Customer Best Practices1PROSPECT GROW MANAGE CLOSE ANALYSE3 4 521
  9. 9. Five Customer Best Practices2 3 4 15GROW MANAGE CLOSE ANALYSEPROSPECT1
  10. 10. Convert Prospects to Customers FasterScore and route leadsAlign and maximize lead generationTrack the entire pipeline fromlead to closeOptimize selling from lead to close+38% Improved leadconversion rate
  11. 11. Track Every Customer InteractionReal-time customer updatesInsights from every touch-pointCollaboration in contextSell more effectively with socialintelligence
  12. 12. Five Customer Best Practices3 4 15GROW MANAGE CLOSE ANALYSEPROSPECT21
  13. 13. Sell as a Team to Increase SalesTop 5 Ways To Use Chatter for Sales1. Get answers fast2. Gather competitive intelligence3. Connect with experts4. Collaborate with customers5. Get real-time deal updates
  14. 14. Stay Connected to Your Channel and Drive RevenueDrive business process across multiplecommunitiesCustom branding, workflow, analyticsTarget communities at each point of needPixel-perfect brandingIntroducing SalesforceCommunities for Sales
  15. 15. Luc Baartsalesforce.comPrincipal Sales Engineer
  16. 16. Demonstration
  17. 17. Five Customer Best Practices4 15GROW MANAGE CLOSE ANALYSEPROSPECT1 32
  18. 18. Drive Deals Anywhere with MobileAccess all your sales information from anywhere, anytimeRuns on any deviceSupports Salesforce and custom apps
  19. 19. Align Your Sales Team with Work.comShared goals and real-time coachingAmply winning behaviorsDrive performanceAchieve consistent, outstandingsales results+50% Sales Productivity
  20. 20. Automate Sales ProcessesBusiness process design with drag &drop simplicityReal-time approvals from ChatterfeedsAutomate price approvals, expensesand moreHelp your reps take theright actions at the right time
  21. 21. Five Customer Best Practices15GROW MANAGE CLOSE ANALYSEPROSPECT1 2 43
  22. 22. Turn More Opportunities into Closed BusinessIntroducing Opportunity SplitsDeal updates and collaboration in contextCustomizable sales teamsOpportunity splits: revenue & overlaysComplete pipeline visibilityConnect with everything you needto close deals faster+26% Higher close rates
  23. 23. Forecast Every Deal Accurately as a TeamReal-time, automatic roll-upsQuota attainment visibilityCollaboration with teamsQuantity Forecasts+45% Improved forecast accuracyGain a complete, real-time view ofteam forecasts
  24. 24. Oliver BergerPlatinum Direct FinanceDirector of Technology
  25. 25. All About Platinum Direct FinanceBroker car finance for our customers. Creating andmanaging relationships between consumers andfinanciers.• Consultants manage multiple relationships• B2B & B2C• Core values:• Honesty• Integrity• Exceptional Customer Service
  26. 26. Key Challenges• Consultants have to manage multiple complex relationshipssimultaneously• Need to be able to analyse our positions across multiplemetrics to meet constantly changing KPIs• Have to be agile enough to react quickly based on theanalyses
  27. 27. Match Leads to the Right Consultant• Consultants with certain strengths have access to certainlead types• Increased speed and efficiency to analyse & react to metricsincluding:• Profit• Days to close a deal• Customer satisfaction
  28. 28. Take the Right Action, at the Right Time• Cross-reference depreciating carvalue with the amortisation of aloan• Contact the customer at the perfecttime for a re-finance / new car• Having workflows means you can:“set and forget”
  29. 29. Quickly Get Insights to Make Strategic Decisions• Financier may offer a bonusbased on increasing sales ofcertain products, within acertain window• Reports and dashboardshelp us to identify thosepositions drive behavior
  30. 30. Our ResultsIncrease in revenue: 44.4%Improved customer retention: 283%Improved employee retentionImproved partner satisfaction & relationships
  31. 31. Five Customer Best Practices1GROW MANAGE CLOSE ANALYSEPROSPECT1 2 3 4 5
  32. 32. Make Smarter Decisions with Real-Time DashboardsTop 5 Tips For Tracking Performance1. Follow gauges for top 3 metrics2. Chatter charts to drive discussion3. Track opportunity funnel4. Use sales leaderboards5. Track activity and inactivity
  33. 33. Gain the Insight to Increase Sales with AnalyticsView any data from across yourbusiness on any deviceInstantly group and categorize dealsIdentify opportunities to drivesales higherModel your business in Salesforceand make smarter decisions
  34. 34. Over 50 New Features in the Sales CloudSpring‘13Summer‘13Winter‘13TouchShared EventsCollaborative Forecasts AnalyticsOutlook side panelRecurring events syncJoined Reports on DashboardsCustomizable Sales TeamsConfigurable Forecast List ViewsRep hovers on forecastsExportable joined reportsLeads from Radian6Collaborative forecasts APIChatter pollsSunlight searchGeolocationPush upgradesOrg-wide permission setsConnected Appsmany more...Touch PhoneTouch OfflineMobile Tasks (Touch Phone)Partner Communities GAOpportunity SplitsQuantity ForecastingOutlook Selective SyncAnalytics Folder SharingCustom Charting PilotCustom States & CountriesAnalytics API PilotIdea ReputationCustom Case ActionsSvc Manager WhispersFacebook-to-LeadChatter Topics & IntelligenceCustom Onboarding & AchievementsD&B Custom DUNSRightmany more...Touch dashboards & leadsMultiple Apps in TouchTouch for iPhone (beta)Forecasting Partner OpportunitiesQuarterly ForecastingSalesforce Outlook Side Panel (GA)Workflow on Sales TeamsChatter Tasks (Beta)Canvas (GA)State & CountryPicklists & ValidationVisualForce for TouchFull Global D&B DataD&B DUNSRight for CleanTouch Service appCases on TouchSocial InsightsSocial Coupon ManagementSunlight Search BETA
  35. 35. Grow Your Business Across Every Metric+28%Sales+38%+36%+45%+26%LeadConversionSalesProductivityForecastAccuracyWinRateAverage Percentage Improvements Reported by CustomersSource: Customer Relationship Survey conducted March 2013, by an independentthird-party, Confirmit Inc., on 5,200+ customers randomly selected. Response sizes per question vary.
  36. 36. Q & A
  37. 37. We love your feedback! Complete oursurvey & you could win an iPad**Conditions apply
  38. 38. With thanks to our sponsorsDIAMONDSPONSORSPLATINUM