2. Table of Contents
Improved Sales Profitability
Better Visibility and Control
Less Waste in Marketing and Sales
Business Agility
Your Priciest Business Process - Now More Reliable
Final Thoughts
1
2
3
4
5
3. Improved Sales Profitability
Improving your sales
productivity isn’t enough. It
won’t help your business if
sales reps get really good at
closing money-losing deals.
A well implemented
Salesforce instance should
mean that your reps chase
the right prospects and most
profitable deals!
The point is to lower the cost
of customer acquisition and
increase customer lifetime
value: more upselling, repeat
business, and customer
referrals.
4. Better Visibility and Control
Salesforce can tighten up sales
forecasts and show early warning
signals if there are pipeline problems.
Salesforce provides more
measurability of marketing, sales, and
customer support efforts.
The system allows you to run forecasts
and account reviews on the fly.
It can also pinpoint where customer
problems are, allowing you to take
action to reduce customer complaints.
With Salesforce, every authorized user
in your company has real-time access
to relevant data.
5. Less Waste in Marketing and Sales
Salesforce provides great insight into
marketing effectiveness with ROI metrics
right down to each marketing campaign.
This can help you compare which
marketing activities drive revenue ,
allowing you to stop funding
unproductive campaigns.
Salesforce can also help define profitable
and non-profitable client prospects. Over
time, you can develop templates for
high-profit customer profiles versus
prospects who prove hard to convert and
upsell.
This clearer view of prospects can boost
rep morale and sales profitability!
6. Business Agility
Because business agility is critical in
today’s world, Salesforce’s modular and
flexible nature allows you to respond
quickly to changes in your market.
Salesforce is not a closed application but
rather an extensible framework with a
user interface and APIs.
Other systems that are functionally rich
“cradle to grave” solutions have trouble
adapting to sudden changes in the
market.
Because business requirements move
very fast in sales and marketing, the ease
of turning off one obsolete function to
open up new business rules within
Salesforce, can give you a competitive
advantage!
7. Your Priciest Business Process – Now More Reliable
Typically the highest paid
people in your company are
in sales, yet your most
unreliable business process
is revenue generation.
This unreliability shows up
as scattered marketing,
inaccurate sales forecasts,
dissatisfied customers, and
weak profitability.
Salesforce enables you to
make your revenue process
a consistent and predictable
engine, by identifying
problem areas, testing
proposed solutions, and
ensuring compliance on all
new improvements.
8. Final Thoughts
Salesforce is no “Magic Bullet”.
Before implementing, you need
to prepare thoroughly for
proper data cleansing, system
integration, and business
process improvements.
In addition, your company must
focus on user adoption.
If the executive team leads by
example and shows how
Salesforce makes users’ lives
better, the system will gain
credibility and succeed in the
long-term.
9. Sources and Attributes
1. Nancy Duarte - http://www.duarte.com/slidedocs/
2. David Taber - http://saleslogistix.com/company/press.html,
http://www.amazon.com/gp/product/013351739X/ref=as_li_tf_tl?ie=UTF8&camp=1789&creative=
9325&creativeASIN=013351739X&linkCode=as2&tag=davtabass-20
3. Traditional archery at Japanfest by John Trainor (cropped) is licensed under CC,
www.flickr.com/photos/trainor/2902023575
4. Magnifying glass 1/5 by John Lester is licensed under CC,
www.flickr.com/photos/pathfinderlinden/7155072088
5. Telescope on Eiffel Tower by Adrian Scottow is licensed under CC,
www.flickr.com/photos/chodhound/5891854743
6. 32/366-Lego by Paul Hudson is licensed under CC, www.flickr.com/photos/pahudson/6965420333
7. Elgin Pocket Watch 02.05.09 [36] by timlewisnm is licensed under CC,
www.flickr.com/photos/gozalewis/3257641860
8. Blueprint by Will Scullin is licensed under CC, www.flickr.com/photos/wscullin/3770015203
9. Altocumulus Cloud by Jeff Kubina is licensed under CC, www.flickr.com/photos/kubina/146306532
10. About Intellio Incloud
At Intellio Incloud, our focus is on
clearly understanding your unique
business vision and delivering
innovative and scalable solutions.
11. If you want to contact
Linkedin: Myles Walsh:
Myles Walsh
Slideshare:
Myles Walsh
Twitter:
@myles_walsh
