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Salesforce for Sales: Transform Your Business from Lead to Cash


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Salesforce for Sales: Transform Your Business from Lead to Cash
Essentials Johannesburg March 16th, 2017

Published in: Technology
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Salesforce for Sales: Transform Your Business from Lead to Cash

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  3. 3. Salesforce for Sales Transform Sales from Lead to Cash Trail blazer Merinda Peppard, B2B Marketing Lead @Peppard
  4. 4. 
 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, 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 products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of, 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., inc. assumes no obligation and does not intend to update these forward-looking statements. Forward-Looking Statements
  5. 5. in GDP impact by 2020 $389B jobs created
 by 2020 2M $8.32BFY17 revenue guidance 24Kglobal 
 employees 50Bcustomer interactions 
 per month “Innovator of the Decade” — September 2016 Salesforce FY2017 revenue guidance provided August 31, 2016: "Revenue for Salesforce’s full fiscal year 2017 is projected to be in the range of $8.275 billion to $8.325 billion.” IDC White Paper, sponsored by Salesforce, "The Salesforce Economy," August 2016 Together, We’re Building a Path Forward The world’s most innovative companies 2011 • 2012 • 2013 2014 • 2015 • 2016 R
  6. 6. A Leader in the Gartner Magic Quadrant for SFA Magic Quadrant for Sales Force Automation August 2016; Analyst(s): Tad Travis, Ilona Hansen, This graphic was published by Gartner, Inc. as part of a larger research document and should be evaluated in the context of the entire document. The Gartner document is available upon request from Salesforce. Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings or other designation. Gartner research publications consist of the opinions of Gartner's research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose. GARTNER is a registered trademark and service mark of Gartner, Inc. and/or its affiliates in the U.S. and internationally, and is used herein with permission. All rights reserved. 10 YEARS IN A ROW Joanne Correia, Julian Poulter
  7. 7. The Salesforce Advantage Multitenant cloud Fast innovation Scalable metadata platform Rapid customization Most trusted enterprise cloud Security | Availability | Performance
  8. 8. ` Lightning Helps Sales Blaze New Trails 200+New Lightning Features 700K+Lightning Users Too many charts Experience • Builder • Ecosystem 1000+Lightning Components Sales
  9. 9. Be a Customer Trailblazer for Sales “With Salesforce, we are transforming the event industry.” Matt Rosenburg Chief Revenue Officer Drive innovation Empower your team Focus on customers David Tinson SVP, Global Communications Maria Belli Global Salesforce App Manager
  10. 10. 86% of buyers will pay more for a better customer experience Customer Experience is the New Battlefield Timely, knowledgable, and helpful support Knowledgable and personal sales reps Fast turnaround on quotes, contracts, and approvals Relevant marketing emails
  11. 11. Salesforce for Sales Create Advocates Close Deals Grow Pipeline Marketing Automation Lead & Opportunity Management Mobile Sales Forecasting Quote-to-Cash Custom Sales Apps Sales Analytics & Predictive Intelligence Cross-sell & Up-sell Sales Data Collaboration & Partner Management Transform sales from lead to cash
  12. 12. Transform Sales from Lead to Cash Sell smarter with Einstein Intelligent scoring and insights Sell faster with Lightning Productivity tools to maximize selling time Sell the way you want with the Salesforce Platform Connect to your customer from any device
  13. 13. Sell Faster with Lightning Sell Smarter with Einstein Transform Sales from Lead to Cash Sell the Way You Want 
 with the Salesforce Platform
  14. 14. Sell Faster with Lightning Sell Smarter with Einstein Transform Sales from Lead to Cash Sell the Way You Want 
 with the Salesforce Platform
  15. 15. Machine Learning • Deep Learning • Predictive Analytics • NLP • Smart Data Discovery Sales intelligence from lead to cash Sales Gets Smarter with Einstein Discover Lead, opportunity, and activity insights Predict Predictive lead scoring and smart lists Recommend Recommended follow- ups and next steps Automate Automated activity capture
  16. 16. Get Smart About Your Best Leads and Opportunities lead conversion + 43% Prioritize the best leads with intelligent scoring Discover buying signals and get recommended next best actions Predictive Lead Scoring Opportunity Insights
  17. 17. See important metrics in one place and take immediate action Advanced analytics to align with marketing and improve campaign ROI Wave for Sales Wave for B2B Marketing Make Intelligent Decisions Faster with Analytics
  18. 18. Eliminate manual data entry Automatically log every email and event Turn activity into insight Suggested tasks and metrics for coaching Increase sales collaboration Activity sharing for visibility across your team Sell smarter from anywhere Mobile and desktop apps Sell Smarter with Salesforce Inbox Relationship intelligence powered by Einstein more time selling + 25% FPO
  19. 19. Thijs Bokkers Principal Solution Engineer
  20. 20. DEMO 1
  21. 21. Sell Faster with Lightning Sell Smarter with Einstein Transform Sales from Lead to Cash Sell the Way You Want 
 with the Salesforce Platform
  22. 22. Two Thirds of sales reps' time is spent not selling Research leads Build report Switch systems Update info Sync calendar Log emails Reps Face Obstacles on the Path to Productivity
  23. 23. Lightning Takes Sales Productivity to New Heights 200+ New Features Kanban Lightning Voice Global Actions Docked Composer Calendar All Path
  24. 24. Empower reps with marketing automation Engage the Right Leads at the Right Moment prospect engagement + 38% Focus only on the hottest leads Automate lead score & lead pass from marketing Reach out to prospects first Get real-time alerts when leads show interest Personalize every interaction See engagement history for every lead & contact Know which emails work best Track and report on email engagement
  25. 25. Run Your Business From Your Phone Mobile apps for every sales user monthly active users 1.5M Inbox Wave Quip Admin Marketing Partner Apps Desk Salesforce1 Custom Apps
  26. 26. Thijs Bokkers Principal Solution Engineer
  27. 27. DEMO 2
  28. 28. Sell Faster with Lightning Sell Smarter with Einstein Transform Sales from Lead to Cash Sell the Way You Want 
 with the Salesforce Platform
  29. 29. Build the Best Sales Experience with Lightning Build faster with Lightning App Builder Component-based, drag-and-drop framework 
 for any device Automate your sales process Visual workflow and approvals to close deals faster Empower every user with 1,000+ 
 Lightning Components Salesforce and partner components for every use case Create sales apps people love with clicks, not code
  30. 30. Next-generation CPQ and billing Accelerate Deals with Seamless Quote-to-Cash Close faster with Lightning Configure products, pricing and quotes to maximize cross-sell opportunities Sell smarter at every stage Automate add-on orders, contracts and renewals Close from anywhere Easily process invoices and orders from any device Any sales process, one experience Customize quote-to-cash for how you sell quote-to-order conversion + 29%
  31. 31. Boost Channel Sales with Partner Communities Connect faster with Lightning Bolt Proven partner solutions you can roll out in days Maximize channel performance Track channel sales directly in Salesforce Empower partners everywhere Enable partners to close deals from any device Close deals faster Rapid access to data, approvals and support The leading platform for Partner Relationship Management
  32. 32. Build a Complete View of Your Customer Connected sales and service on a single platform and experience Grow sales with service data Access case history to know the right time to engage Empower service agents to identify new opportunities and drive revenue Coordinate upsell and cross-sell opportunities Increase adoption Seamless handoff and cross-functional visibility
  33. 33. 3,000 AppExchange Apps to Drive Productivity
  34. 34. David Reynders CTO, Merchant Capital
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