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Sales Performance Excellence Event: London

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Salesforce in conjunction with CEB and customer speakers from BT & Qlik gathered to discuss the latest trends in Sales Performance Excellence in London on June 24th 2015.

The New World of B2B Commerce | Jeremy Waite
EMEA Head of Digital Strategy, Salesforce

Creating Customer Consensus | Stacey Smith
Senior Director, CEB

The Future of Sales Performance | William Moxley
SVP Product Management, Saleforce

Published in: Business

Sales Performance Excellence Event: London

  1. 1. Sales Performance Excellence ​ London, UK ​ Wednesday 24th June 2015 #SalesforceExcellence
  2. 2. Welcome Gavin Mee, AVP Enterprise Sales, UK, Salesforce #SalesforceExcellence
  3. 3. 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.
  4. 4. The New World of B2B Commerce Jeremy Waite EMEA Head of Digital Strategy Creating Customer Consensus ​ Stacey Smith ​ Senior Director ​ The Future of Sales Performance ​ William Moxley ​ SVP Product Management ​ Sales Performance Excellence - London Keynote Speakers
  5. 5. ​ Mick Hegarty ​ Director, Customer First Faculty ​ Jeremy Waite EMEA Head of Digital Strategy ​ Ian Turner ​ Director Sales ​ Stacey Smith ​ Senior Director Speaker Panel – Open Q&A Session ​ Sales Performance Excellence - London
  6. 6. 12:30 - Registration & Lunch 13:30 – Welcome Gavin Mee, AVP Enterprise Sales, UK, Salesforce 13:35 - The New World of B2B Commerce – Salesforce Jeremy Waite, EMEA Head of Digital Strategy, 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 - The Business of Business is Improving The World ​  Casey Allred, CEO Effect.Org ​  15:40 – Customer Panel ​  Gavin Mee, AVP Enterprise Sales, UK, 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 - London
  7. 7. Salesforce Ecosystem for Sales ​ Sales Performance Excellence - London
  8. 8. The New World of B2B Commerce @JeremyWaite EMEA Head of Digital Strategy Salesforce #SalesforceExcellence
  9. 9. Digital Marketing Advantages: B2B v B2C?
  10. 10. Forrester: The New And Emerging World Of B2B Commerce, February 2014 “In the future Amazon.com-like B2C customer experiences will define the standard by which all B2B digital experiences will be measured. Moreover, B2B companies must prepare for a world where mobile is integral to the commerce journey of all B2B buyers.”
  11. 11. “The future of B2B will look like the present of B2C” Forrester: The New And Emerging World Of B2B Commerce, February 2014
  12. 12. Business has only two functions ~ Peter Drucker Marketing and Innovation
  13. 13. Pursuit of Happiness
  14. 14. Marketing is too important to be left to the marketing dept. Fragmented ~ 1:Many ~ Untargeted Seamless ~ 1:1 ~ Journeys
  15. 15. 77% of consumers don ’t want a relationship with a brand? HARVARD BUSINESS REVIEW
  16. 16. 00:2200:22
  17. 17. “4 out of 5 CMOs anticipate a high level of complexity over the next 5 years ~ but only 50% feel ready to handle it”. IBM CMO Study
  18. 18. 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
  19. 19. of CEO’s say…72%“#1 Priority is better understanding of individual customer needs.”
  20. 20. The Only Agile Omni-channel Platform for Engagement Mobile, Social, Cloud, Data Science Enterprise Multi-Tenant Cloud for business and IT agility A Single Omni-channel Platform for effortless journeys everywhere Cloud Collaboration to harness crowd sourcing and social interactions of employees, customers, partners, and networks Proven Technology Sales, Service, Marketing, Communities, Analytics, Apps Complete CRM AnalyticsCommunityMarketingServiceSales Apps Trusted Multitenant Cloud Scalable Metadata Platform Customers Sales Reps Call Center Reps Field Service Order Operations Partners Connected Products #BigData Faster Connected Customer Social Listening Industry Solutions Open Ecosystem Orders Services Network Devices Billing Accounts Assigned Products
  21. 21. 75% Executives Ignore Data PwC
  22. 22. “Your biggest problem is thinking that the current problem you are facing is the problem”. @TonyRobbins
  23. 23. “Companies are no longer competing against each other. They are competing against speed”.
  24. 24. YouTube’s 490 million users upload more vi deo in 60 days than the three major U.S. tele vision networks created in 60 years
  25. 25. “You can’t purchase loyalty”. Frank Underwood
  26. 26. 6 Ways to Grow Your B2B Brand •  Advertising and politeness are the main levers to get customers. •  Speak the truth in all your advertising. •  Don’t focus on “trade” channels if you want to increase your wider influence. •  Editorial content gets 10x more “eyes” than promotional content. •  Respect the right to privacy. •  Attention spans are short. Use big ideas and short sentences.
  27. 27. A 5% Increase in Customer loyalty is everything.
  28. 28. “To Sell “in Norwegian Translates as “Serle” which literally translates as “to serve”.
  29. 29. “Their preferred channel…” Unnecessary service costs to online retailers due to channel escalation are $22 million, on average. Source: Forrester, Embrace Continuous Improvement To Power Customer Service Operations, 11.6.13
  30. 30. 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
  31. 31. 00:05
  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. The Business of Business Is Improving The World #SalesforceExcellence
  36. 36. Salesforce Philanthropic Model 920K+ Service Hours $85M+ Grants 25K+ Nonprofit Organizations 1% Time 1% Equity 1% Product Sharethemodel.org
  37. 37. The Business of Business Is Improving The World Casey Allred, CEO Effect.Org #SalesforceExcellence
  38. 38. Phase  2  
  39. 39. Watch  the  full  documentary     and  donate  now     www.nepalrises.com  
  40. 40. Speaker Panel #SalesforceExcellence
  41. 41. ​ Mick Hegarty ​ Director, Customer First Faculty ​ Jeremy Waite EMEA Head of Digital Strategy ​ Ian Turner ​ Director Sales ​ Stacey Smith ​ Senior Director Speaker Panel – Open Q&A Session ​ Sales Performance Excellence - London
  42. 42. The Future of Sales Performance William Moxley SVP Sales Cloud Product Management #SalesforceExcellence
  43. 43. 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.
  44. 44. 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
  45. 45. Are you delivering the right message? to the right person? at the right time?
  46. 46. Sales Force Automation is the Foundation for Improvement Generate More Leads Grow Pipeline Increase Productivity Gain Business Insights
  47. 47. 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
  48. 48. Drive Sales Performance Sell from Anywhere Sell Smarter Sell Faster
  49. 49. Drive Sales Performance Sell from Anywhere Sell Smarter Sell Faster
  50. 50. 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
  51. 51. 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
  52. 52. Drive Sales Performance Sell from Anywhere Sell Smarter Sell Faster
  53. 53. 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
  54. 54. Salesforce1 Mobile App Manage Your Day Anywhere with Mobile Productivity Apps Today Notes Events TasksNews
  55. 55. Drive Sales Performance Sell from Anywhere Sell Smarter Sell Faster
  56. 56. Drive Sales Performance Sell from Anywhere Sell Smarter Sell Faster
  57. 57. Wrap-up ​ Gavin Mee, AVP Enterprise Sales, UK, Salesforce #SalesforceExcellence
  58. 58. Thank you

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