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.
Transform Your Business Through The
Right Sales Tools
Wednesday 25th March 2015
Speakers:
​Tim Clarke, EMEA Product Market...
1. Grow Sales Faster with Salesforce for Sales
2. AutoDesk - Transform Your Business Through the Right Sales
Tools
3. Sale...
Grow Sales Faster with
Salesforce for Sales
Tim Clarke
Sales Cloud Product Marketing, EMEA
Foundation of Sales is Finding and Closing Business, and
Turning Customers into Advocates
Hard to Grow Sales if Sales Process is Broken
Manual
Processes
Hard to find information
and experts
Time wasted on emails
...
The Way Customers Buy Has Changed
CEB: “The Challenger Sales: Driving Growth by Taking Control of the Customer Conversatio...
Join community
discussion
View Vendor
Website, Content, and
Pricing
Ask question on
LinkedIn or Facebook
Search
on Google
...
Sales Teams are First to Feel the Impact of Digital Disruption
Harder to Build
Pipeline
Difficult to Know Your
Customers
C...
Salesforce for Sales
​Connect with Customers and Prospects in a Whole New Way to Grow Sales Faster
PLATFORM ECOSYSTEM COMP...
Customizable Platform to Adapt to Changing Sales Conditions
​Create once, deploy anywhere
Any Field
Any Object
Any Process...
Open Ecosystem for All Your Sales Needs
Extend with the World’s Leading
Business App Marketplace
2700+ partner apps
Expand...
Complete CRM to Connect Across the Entire Customer Relationship
Sales
Service
Marketing
CommunityApps
Analytics
Transform Your Business Through the
Right Sales Tools
© 2013 Autodesk
The Autodesk story
Paul Fleming
EMEA Sales Manager, Named Accounts
The Autodesk vision is to
help people imagine,
design, and create a better
world.
Image courtesy of Dynamic Structures Ltd.
Autodesk started more than 30 years ago,
with 16 employees and one software title.
Today more than 100 million designers,
...
Looking toward the future
Supported by a firm financial foundation, thousands of
software developers, and $500 million in ...
Image courtesy of Marin Bikes
What we do: data-driven design
Based on data-driven design technology from Autodesk,
process...
Architecture, Engineering, and Construction
Image courtesy of Castro Mello Architects
Building Information Modeling
Image courtesy of Brimrock Group Inc. and Mechanix Design Solutions Inc.
Manufacturing
Image courtesy of Brimrock Group Inc. and Mechanix Design Solutions Inc.
Digital Prototyping
Media & Entertainment
How our customers are using our technology
​ Rapidly explore multiple design ideas and visualize projects—now with
even gr...
Global network of partners
​ 7,200+ employees in 95 locations
​ 2,400+ Channel Partners
​ 2,000+ Authorized Training Cente...
Supported by the breadth and depth of a leader
Autodesk in the cloud
Autodesk® 360 is a cloud-based
framework that provides customers with a
powerful set of tools and se...
Mobile productivity
Personal creativity
© 2013 Autodesk, Inc. All rights reserved.
Autodesk is a registered trademark of Autodesk, Inc., and/or its subsidiaries a...
Autodesk Sales Process Initiatives
Account Management
White space &
Portfolio
Management
Opportunity
Management
Pipeline M...
Embedded
Coaching
Motivational Social and
Collaborative
Integrated
With CRM
Mobile &
Cloud
Smart
Qualification
Map People
...
What Does It Take To Win?
1. Focus on the Right People
2. Focus on the Powerful Business Issues
3. Assess the Quality of t...
Sales Methodology + Technology =
The Critical 6
Criteria Assessment You Comp1
1
Customer’s Application
or Project
Defined +
Undefined —
2 Compelling Event
...
Detailed attributes
describe each person
Color shows
friend or enemy,
weak or strong
Quickly build a visual
map of buyer’s...
Learn how to sell to each buyer.
Smart coaching on each contact.
Smart Sales Kit Example
Smart Sales Kit
Provides selling messages, insights and sales tools
in the context of the customer...
Customer Insight Map Example
Customer Insight Maps
Marketing and Sales Enablement can help sellers
understand their custom...
Sales Methodology + Technology =
Sales Cloud Best Practices
Deploy Essential
CRM
 Customize your org
 Connect your reps
 Enrich lead data
 Manage basic forecasts
 Integrate all ...
Think Mobile First
By 2016, 55% of
salespeople will
access sales apps
exclusively through
smartphones and
tablets.
Source:...
Enable Your Reps to Sell as a Team
Top Ten Ways to Use Chatter
1. Connect with product experts
2. Create competitive war r...
Connect to Core Productivity Apps
Drive productivity with Office365 integrations
Manage your inbox with Salesforce App for...
Guide Your Sales Reps with Custom Sales Paths
Design custom sales processes
Guide according to sales stage
Spotlight most ...
• If you are already a Salesforce customer, please speak to your Account
Executive with any queries or follow up.
• If you...
Thank you
Upcoming SlideShare
Loading in …5
×

Transform Your Business Through The Right Sales Tools Webinar

2,118 views

Published on

We recently ran a webinar discussing how Autodesk are growing their sales smarter, faster and from anywhere. Paul Fleming, EMEA Manager for Named Accounts from Autodesk, spoke about their vigorous focus on pipeline and opportunity management, explaining how they are connecting with their customers in a whole new way. There was also a short overview of Sales Cloud and best practices.

If you would like to hear the recording from the webinar, please go to:
https://www.salesforce.com/uk/events/details/sales-webinar-25-03-2015/ to download.

Published in: Business
  • Great slides SalesForce! I'd like add some other great tools: 1- FollowUp.co (Paid) and ReplyUp.com (Free) - Send follow-ups emails; 2- WhoIsVisiting.com (Paid) - Identify unknown B2B website visitors; 3- Found.ly (Paid - It's us) - Sales prospecting tool on LinkedIn; 4- Attach.io (Paid) - Viewer engagement analytics for presentations.
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here

Transform Your Business Through The Right Sales Tools Webinar

  1. 1. Transform Your Business Through The Right Sales Tools Wednesday 25th March 2015 Speakers: ​Tim Clarke, EMEA Product Marketing Manager for Sales Cloud ​Paul Fleming, EMEA Manager for Names Accounts at Autodesk
  2. 2. 1. Grow Sales Faster with Salesforce for Sales 2. AutoDesk - Transform Your Business Through the Right Sales Tools 3. Sales Cloud Best Practices 4. Q&A Agenda
  3. 3. Grow Sales Faster with Salesforce for Sales Tim Clarke Sales Cloud Product Marketing, EMEA
  4. 4. Foundation of Sales is Finding and Closing Business, and Turning Customers into Advocates
  5. 5. Hard to Grow Sales if Sales Process is Broken Manual Processes Hard to find information and experts Time wasted on emails and approvals Limited coaching and feedback No lead routing or opportunity management Lack of pipeline visibility Poor data quality Slow Sales Cycles Missed Target No Mobile Access Hard to access information on-the-go No way to access all your critical apps in one place Hard to manage your day from anywhere
  6. 6. 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
  7. 7. Join community discussion View Vendor Website, Content, and Pricing Ask question on LinkedIn or Facebook Search on Google Subscribe to email newsletter Negotiate on Price Win Lose Digital Revolution is Empowering Customers and Disrupting Sales Process
  8. 8. Sales Teams are First to Feel the Impact of Digital Disruption Harder to Build Pipeline Difficult to Know Your Customers Can’t Join Customer or Partner Conversations Lost Sales
  9. 9. Salesforce for Sales ​Connect with Customers and Prospects in a Whole New Way to Grow Sales Faster PLATFORM ECOSYSTEM COMPLETE SALESFORCE FOR SALES Team SellingLeads & Data Marketing Automation Performance Management Accounts & Contacts Mobile SalesSales ConsoleForecasting & Reports Partner Communities Opportunities Integration & Workflow AppExchangeTerritory Management Customer Success Platform
  10. 10. Customizable Platform to Adapt to Changing Sales Conditions ​Create once, deploy anywhere Any Field Any Object Any Process Every Release
  11. 11. Open Ecosystem for All Your Sales Needs Extend with the World’s Leading Business App Marketplace 2700+ partner apps Expand Your Edge with Leading Sales Apps and Platform Manage Relationships with the World’s #1 CRM App
  12. 12. Complete CRM to Connect Across the Entire Customer Relationship Sales Service Marketing CommunityApps Analytics
  13. 13. Transform Your Business Through the Right Sales Tools
  14. 14. © 2013 Autodesk The Autodesk story Paul Fleming EMEA Sales Manager, Named Accounts
  15. 15. The Autodesk vision is to help people imagine, design, and create a better world. Image courtesy of Dynamic Structures Ltd.
  16. 16. Autodesk started more than 30 years ago, with 16 employees and one software title. Today more than 100 million designers, engineers, architects, creative artists, students, and hobbyists use Autodesk software and apps to unlock their creativity, build better products, and address important challenges impacting the world.
  17. 17. Looking toward the future Supported by a firm financial foundation, thousands of software developers, and $500 million in annual R&D investments, Autodesk continues to develop innovative software and solutions, including: ​ Autodesk® 360 cloud-based framework ​ Autodesk suites and services ​ Integrated tools and streamlined workflows
  18. 18. Image courtesy of Marin Bikes What we do: data-driven design Based on data-driven design technology from Autodesk, processes have emerged that enable our customers to design in more efficient, more sustainable ways:  Digital Prototyping  Building Information Modeling (BIM)  Digital Entertainment Creation (DEC)  Design visualization
  19. 19. Architecture, Engineering, and Construction Image courtesy of Castro Mello Architects
  20. 20. Building Information Modeling
  21. 21. Image courtesy of Brimrock Group Inc. and Mechanix Design Solutions Inc. Manufacturing
  22. 22. Image courtesy of Brimrock Group Inc. and Mechanix Design Solutions Inc. Digital Prototyping
  23. 23. Media & Entertainment
  24. 24. How our customers are using our technology ​ Rapidly explore multiple design ideas and visualize projects—now with even greater effectiveness in the cloud ​ Analyze and test designs digitally ​ Predict real-world performance at a fraction of the cost ​ Access designs through the web or mobile devices, and collaborate from almost anywhere Image courtesy of Dynamic Structures Ltd.
  25. 25. Global network of partners ​ 7,200+ employees in 95 locations ​ 2,400+ Channel Partners ​ 2,000+ Authorized Training Centers (ATC®)
  26. 26. Supported by the breadth and depth of a leader
  27. 27. Autodesk in the cloud Autodesk® 360 is a cloud-based framework that provides customers with a powerful set of tools and services that can dramatically improve the way they work and share their work—on demand. With Autodesk 360, customers can extend and connect workflows on the desktop to the virtually infinite computing power in the cloud, helping them rapidly design, visualize, simulate, and share their ideas almost anywhere, anytime.
  28. 28. Mobile productivity
  29. 29. Personal creativity
  30. 30. © 2013 Autodesk, Inc. All rights reserved. Autodesk is a registered trademark of Autodesk, Inc., and/or its subsidiaries and/or affiliates in the USA and/or other countries. All other brand names, product names, or trademarks belong to their respective holders. Autodesk reserves the right to alter product and services offerings, and specifications and pricing at any time without notice, and is not responsible for typographical or graphical errors that may appear in this document.
  31. 31. Autodesk Sales Process Initiatives Account Management White space & Portfolio Management Opportunity Management Pipeline Management Value Selling
  32. 32. Embedded Coaching Motivational Social and Collaborative Integrated With CRM Mobile & Cloud Smart Qualification Map People and Influence Discover Insights Competitive Strategy Action Oriented 10 Elements of Great Opportunity Management
  33. 33. What Does It Take To Win? 1. Focus on the Right People 2. Focus on the Powerful Business Issues 3. Assess the Quality of the Deal 4. Execute the Best Strategy
  34. 34. Sales Methodology + Technology =
  35. 35. The Critical 6 Criteria Assessment You Comp1 1 Customer’s Application or Project Defined + Undefined — 2 Compelling Event Strong + Weak — 3 Access to Funds Confirmed + Unconfirmed — 4 Formal Decision Process Confirmed + Unconfirmed — 5 Informal Decision Process Confirmed + Unconfirmed — 6 Unique Business Value Strong + Weak —
  36. 36. Detailed attributes describe each person Color shows friend or enemy, weak or strong Quickly build a visual map of buyer’s organization Read / write reporting lines from Salesforce Drag & Drop to change reporting lines Insert placeholder
  37. 37. Learn how to sell to each buyer. Smart coaching on each contact.
  38. 38. Smart Sales Kit Example Smart Sales Kit Provides selling messages, insights and sales tools in the context of the customers’ business problem. A single place to discover what to say to whom.
  39. 39. Customer Insight Map Example Customer Insight Maps Marketing and Sales Enablement can help sellers understand their customers’ business problems, and the seller can tailor for their specific customer.
  40. 40. Sales Methodology + Technology =
  41. 41. Sales Cloud Best Practices
  42. 42. Deploy Essential CRM  Customize your org  Connect your reps  Enrich lead data  Manage basic forecasts  Integrate all sales functions  Coach your reps  Integrate backend apps  Add other sales roles  Add marketing automation  Integrate customer service  Create holistic sales experiences  Connect your products and services Implement Best Practices Optimize Processes 4 Steps to Superior Success Lead the Transformation  Define common entities  Import clean data  Think mobile first  Create center of excellence
  43. 43. Think Mobile First By 2016, 55% of salespeople will access sales apps exclusively through smartphones and tablets. Source: Gartner “Predicts 2014:CRM Sales,” Robert DeSisto, November 13th, 2013
  44. 44. Enable Your Reps to Sell as a Team Top Ten Ways to Use Chatter 1. Connect with product experts 2. Create competitive war rooms 3. Easily share large files 4. Collaborate with remote employees 5. Prepare for sales presentations 6. Manage team projects 7. Discuss confidential topics 8. Get answers 9. Share important info with coworkers 10. Solve customer issues
  45. 45. Connect to Core Productivity Apps Drive productivity with Office365 integrations Manage your inbox with Salesforce App for Outlook Sync calendar, contacts, and tasks Collaborate on files with Sharepoint integration with Salesforce +
  46. 46. Guide Your Sales Reps with Custom Sales Paths Design custom sales processes Guide according to sales stage Spotlight most relevant information
  47. 47. • If you are already a Salesforce customer, please speak to your Account Executive with any queries or follow up. • If you are not a current Salesforce user, please contact us directly via your Salesforce representative or on salesforce.com/uk • View previous webinars or sign up for upcoming sessions: https://www.salesforce.com/uk/events/webinars/ Want to find out more?
  48. 48. Thank you

×