Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.
Sales Performance Excellence
​ Naarden, The Netherlands
​ Tuesday 23rd June 2015
#SalesforceExcellence
Welcome
Jeroen van Rooy, RVP Enterprise Sales, Salesforce
#SalesforceExcellence
The New World of B2B Commerce
Nick Noble
Senior Business Consultant
Creating Customer Consensus
​ Stacey Smith
​ Senior Di...
​ Luke Smedley
​ Director, Sales Process and Systems
​ Maurice Elema
​ EMEA Project Director
​ Kosta Keramopoulos
​ Direct...
Salesforce Ecosystem for Sales
​ Sales Performance Excellence - Naarden
12:30 - Registration & Lunch
13:30 – Welcome
Jeroen van Rooy, RVP Enterprise Sales,
Salesforce
13:40 - The New World of B2...
Safe Harbor
​ Safe harbor statement under the Private Securities Litigation Reform Act of 1995:
​ This presentation may co...
B2B COMMERCE
@NickNoble
Senior Business Consultant
Salesforce Marketing Cloud EMEA
THE NEW WORLD OF
Let’s talk about scale




Digital UK
That Challenge…
Reach Every Household
MOBILE CHANGES EVERYTHING
subtitle
my
Your Challenge.
Reach everyone & stay relevant
throughout all our lives
65+ million ...
MOBILE CHANGES EVERYTHING
subtitle
my
65 Million Segments of 1.
How many ‘conversations’ is that?
MoTDhad 250,000mentionso...
MOBILE CHANGES EVERYTHING
subtitle
my
Big Data.
Can we manage this challenge?
No limits on data
No downtime
4 Trillion rec...
Customer
Centric
Company
Centric
Helping our clients become “Customer
Companies”
Companies are trying to transform the way...
“Marketing so responsive it feels like service
and Service so good it becomes Marketing”
Client presentation; Dreamforce N...
“The future of B2B
will look like the
present of B2C”
Forrester: The New And Emerging World Of B2B Commerce, February 2014
Scale, Speed &
Relationships
Marketing is too important to be left to the Marketing
Department
Fragmented ~ 1:Many ~ Untargeted Seamless ~ 1:1 ~ Journe...
Deeper Personal and
Professional Connections
Privacy
Attention to Detail
Purpose
Personal Recommendation
Dedicated Experie...
1.  Growing Profitable Revenue
2. Connecting with Customers
3. Competition in the Marketplace
Gartner CMO Spend Survey 2015...
00:2200:22
00:05
IBM CMO Study
“4 out of 5 CMOs anticipate
a high level of complexity
over the next 5 years ~ but
only 50% feel ready to
ha...
A 5% Increase in
Customer loyalty
is everything.
Build Relationships. Faster.
#BIGDATA
Volume Velocity Variety Veracity
5B
Smartphones
by 2017 Customer
Data
Purchase
Data
...
77% of consumers
don’t want a
relationship with
a brand?
HARVARD BUSINESS REVIEW
Transformation is a journey in itself
*Transforming Customer Experience: From Moments to Journeys, 2013
Journeys are strongly
correlated with business outcomes....
The Four Big Questions
Do you know
who your
customers are?
Where are they
in their
journey?
Are you engaging
and moving th...
“Getting Closer to Our Customers”
This is a challenge and a responsibility –
to interact with them as individuals, just li...
Hierarchy of Interface / Interaction
Customers
Meaningful
Pleasurable
Convenient
Consumers
Chauffeur
------------------
Ta...
Thank You
© 2015 CEB. All rights reserved
Creating Customer
Consensus
Guiding Diverse Customer
Stakeholders though the Purchase
Stac...
© 2015 CEB. All rights reserved
Thank You
ceburl.com/Salesforce15
Customer Panel
Eileen O’Mara, Sr AVP Sales, Salesforce
#SalesforceExcellence
​ Luke Smedley
​ Director, Sales Process and Systems
​ Maurice Elema
​ EMEA Project Director
​ Kosta Keramopoulos
​ Direct...
The Future of Sales Performance
William Moxley
SVP Sales Cloud Product Management
#SalesforceExcellence
Safe Harbor
​ Safe harbor statement under the Private Securities Litigation Reform Act of 1995:
​ This presentation may co...
The Way Customers Buy Has Changed	
CEB: “The Challenger Sales: Driving Growth by Taking Control of the Customer Conversati...
Are you delivering
the right message?
to the right person?
at the right time?
Sales Force Automation is the Foundation for Improvement
Generate More Leads
Grow Pipeline
Increase Productivity
Gain Busi...
Sales Performance is the Fuel for Growth
Generate More Leads
Grow Pipeline
Increase Productivity
Gain Business Insights
Ea...
Drive Sales Performance
Sell from
Anywhere
Sell
Smarter
Sell
Faster
Drive Sales Performance
Sell from
Anywhere
Sell
Smarter
Sell
Faster
Engage the Best Leads at the Moment of Interest
​ Marketing Automation
Create a better pipeline of quality leads
Contact t...
Boost Inside Sales Productivity with Salesforce Console for Sales
​ Sales Console
Get all your information on one customer...
Drive Sales Performance
Sell from
Anywhere
Sell
Smarter
Sell
Faster
Salesforce1 Mobile App
Sell from Anywhere on Any Device
All Your CRM
All Your Customizations
Productivity Apps
All Your Cu...
Salesforce1 Mobile App
Manage Your Day Anywhere with Mobile Productivity Apps 	
Today Notes Events TasksNews
Drive Sales Performance
Sell from
Anywhere
Sell
Smarter
Sell
Faster
Drive Sales Performance
Sell from
Anywhere
Sell
Smarter
Sell
Faster
Wrap-up
​ Jeroen van Rooy
​ RVP Enterprise Sales, Salesforce
#SalesforceExcellence
Thank you
Sales Performance Excellence - Amsterdam 2015
Sales Performance Excellence - Amsterdam 2015
Sales Performance Excellence - Amsterdam 2015
Sales Performance Excellence - Amsterdam 2015
Sales Performance Excellence - Amsterdam 2015
Upcoming SlideShare
Loading in …5
×

Sales Performance Excellence - Amsterdam 2015

1,882 views

Published on

Sales Performance Excellence - Amsterdam 2015

Published in: Software
  • Be the first to comment

Sales Performance Excellence - Amsterdam 2015

  1. 1. Sales Performance Excellence ​ Naarden, The Netherlands ​ Tuesday 23rd June 2015 #SalesforceExcellence
  2. 2. Welcome Jeroen van Rooy, RVP Enterprise Sales, Salesforce #SalesforceExcellence
  3. 3. The New World of B2B Commerce Nick Noble Senior Business Consultant Creating Customer Consensus ​ Stacey Smith ​ Senior Director ​ The Future of Sales Performance ​ William Moxley ​ SVP Product Management ​ Sales Performance Excellence - Naarden Keynote Speakers
  4. 4. ​ Luke Smedley ​ Director, Sales Process and Systems ​ Maurice Elema ​ EMEA Project Director ​ Kosta Keramopoulos ​ Director ​ Sarah Richardson ​ Director, Sales Strategy & Planning Speaker Panel – Open Q&A Session ​ Sales Performance Excellence - Naarden
  5. 5. Salesforce Ecosystem for Sales ​ Sales Performance Excellence - Naarden
  6. 6. 12:30 - Registration & Lunch 13:30 – Welcome Jeroen van Rooy, RVP Enterprise Sales, Salesforce 13:40 - The New World of B2B Commerce – Salesforce Nick Noble, Senior Business Consultant, Salesforce 14:15 - Creating Customer Consensus - Guiding Diverse Customer Stakeholders Through the Purchase - CEB Stacey Smith - Senior Director, CEB ​  15:00 - Break & Networking ​  15:30 – Customer Panel ​  Eileen O’Mara, Sr AVP Sales, Salesforce ​  16:15 - The Future of Sales Performance with Salesforce ​  William Moxley, SVP Product Management, Salesforce ​  16:55 - Wrap-up ​  17:00 - Drinks & canapés Agenda ​ Sales Performance Excellence - Naarden
  7. 7. Safe Harbor ​ Safe 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 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.
  8. 8. B2B COMMERCE @NickNoble Senior Business Consultant Salesforce Marketing Cloud EMEA THE NEW WORLD OF
  9. 9. Let’s talk about scale Digital UK
  10. 10. That Challenge… Reach Every Household
  11. 11. MOBILE CHANGES EVERYTHING subtitle my Your Challenge. Reach everyone & stay relevant throughout all our lives 65+ million segments of One My
  12. 12. MOBILE CHANGES EVERYTHING subtitle my 65 Million Segments of 1. How many ‘conversations’ is that? MoTDhad 250,000mentionsonsocialchannelslastmonth My DrWhohad1.1million Sherlockhad4.2million
  13. 13. MOBILE CHANGES EVERYTHING subtitle my Big Data. Can we manage this challenge? No limits on data No downtime 4 Trillion records 1 billion emails sent in a day My
  14. 14. Customer Centric Company Centric Helping our clients become “Customer Companies” Companies are trying to transform the way the serve and communicate
  15. 15. “Marketing so responsive it feels like service and Service so good it becomes Marketing” Client presentation; Dreamforce Nov 2014
  16. 16. “The future of B2B will look like the present of B2C” Forrester: The New And Emerging World Of B2B Commerce, February 2014
  17. 17. Scale, Speed & Relationships
  18. 18. Marketing is too important to be left to the Marketing Department Fragmented ~ 1:Many ~ Untargeted Seamless ~ 1:1 ~ Journeys
  19. 19. Deeper Personal and Professional Connections Privacy Attention to Detail Purpose Personal Recommendation Dedicated Experience
  20. 20. 1.  Growing Profitable Revenue 2. Connecting with Customers 3. Competition in the Marketplace Gartner CMO Spend Survey 2015 Journeys Contacts Content Channels Analytics Apps Top 3 Marketing Challenges
  21. 21. 00:2200:22
  22. 22. 00:05
  23. 23. IBM CMO Study “4 out of 5 CMOs anticipate a high level of complexity over the next 5 years ~ but only 50% feel ready to handle it”.
  24. 24. A 5% Increase in Customer loyalty is everything.
  25. 25. Build Relationships. Faster. #BIGDATA Volume Velocity Variety Veracity 5B Smartphones by 2017 Customer Data Purchase Data 500m+Social Networks, Blogs & Forums Social Data 2.5 Quintillion bytes of data every day Connected Data
  26. 26. 77% of consumers don’t want a relationship with a brand? HARVARD BUSINESS REVIEW
  27. 27. Transformation is a journey in itself
  28. 28. *Transforming Customer Experience: From Moments to Journeys, 2013 Journeys are strongly correlated with business outcomes. +36% Customer satisfaction +19% Likely to stay/renew +28% Willingness to recommend +33% Less likely to cancel/churn
  29. 29. The Four Big Questions Do you know who your customers are? Where are they in their journey? Are you engaging and moving them along the journey? Are you measuring the impact on your business goals?
  30. 30. “Getting Closer to Our Customers” This is a challenge and a responsibility – to interact with them as individuals, just like any human relationship So, based on your digital interactions with your consumers… What sort of relationship do you deserve?
  31. 31. Hierarchy of Interface / Interaction Customers Meaningful Pleasurable Convenient Consumers Chauffeur ------------------ TaxiUseful Reliable Functional
  32. 32. Thank You
  33. 33. © 2015 CEB. All rights reserved Creating Customer Consensus Guiding Diverse Customer Stakeholders though the Purchase Stacey Smith #SalesforceExcellence
  34. 34. © 2015 CEB. All rights reserved Thank You ceburl.com/Salesforce15
  35. 35. Customer Panel Eileen O’Mara, Sr AVP Sales, Salesforce #SalesforceExcellence
  36. 36. ​ Luke Smedley ​ Director, Sales Process and Systems ​ Maurice Elema ​ EMEA Project Director ​ Kosta Keramopoulos ​ Director ​ Sarah Richardson ​ Director, Sales Strategy & Planning Speaker Panel – Open Q&A Session ​ Sales Performance Excellence - Amsterdam
  37. 37. The Future of Sales Performance William Moxley SVP Sales Cloud Product Management #SalesforceExcellence
  38. 38. Safe Harbor ​ Safe 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 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.
  39. 39. The Way Customers Buy Has Changed CEB: “The Challenger Sales: Driving Growth by Taking Control of the Customer Conversation.” 2014 57% Through buying cycle before engaging with salesperson Suspect Prospect Lead Opportunity Order Close
  40. 40. Are you delivering the right message? to the right person? at the right time?
  41. 41. Sales Force Automation is the Foundation for Improvement Generate More Leads Grow Pipeline Increase Productivity Gain Business Insights
  42. 42. Sales Performance is the Fuel for Growth Generate More Leads Grow Pipeline Increase Productivity Gain Business Insights Easier prospecting Full customer insights Sales-ready leads Collaboration Recognition for success
  43. 43. Drive Sales Performance Sell from Anywhere Sell Smarter Sell Faster
  44. 44. Drive Sales Performance Sell from Anywhere Sell Smarter Sell Faster
  45. 45. Engage the Best Leads at the Moment of Interest ​ Marketing Automation Create a better pipeline of quality leads Contact the best leads using lead scoring Give reps their own automated 1:1 marketer Educate prospects better with lead nurturing
  46. 46. Boost Inside Sales Productivity with Salesforce Console for Sales ​ Sales Console Get all your information on one customer data desktop Get instant insights pushed to your screen Deliver your apps and AppExchange apps into the console
  47. 47. Drive Sales Performance Sell from Anywhere Sell Smarter Sell Faster
  48. 48. Salesforce1 Mobile App Sell from Anywhere on Any Device All Your CRM All Your Customizations Productivity Apps All Your Custom Apps Notifications Platform Action Bar Stay productive on the go Connect and collaborate anywhere Access CRM, custom apps, and AppExchange Apps Run your business on your phone
  49. 49. Salesforce1 Mobile App Manage Your Day Anywhere with Mobile Productivity Apps Today Notes Events TasksNews
  50. 50. Drive Sales Performance Sell from Anywhere Sell Smarter Sell Faster
  51. 51. Drive Sales Performance Sell from Anywhere Sell Smarter Sell Faster
  52. 52. Wrap-up ​ Jeroen van Rooy ​ RVP Enterprise Sales, Salesforce #SalesforceExcellence
  53. 53. Thank you

×