Sales Methods In Saleforce Com (2)

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Sales Methods In Saleforce Com (2)

  1. 1. SalesMethods in Salesforce.com<br />12th May 2011<br />
  2. 2. Enterprise Applications Investment Priority<br />Source: Ovum’s Customer Relationship Management 2010/11<br />
  3. 3. Salesforce.com – First Cloud Company to Exceed $1.7 Billion Annual Run Rate. 30% Revenue Growth Y/Y in Q3 FY11<br />FY2005<br />FY2006<br />FY2007<br />FY2008<br />FY2009<br />FY2010<br />FY2011<br />
  4. 4. Beyond CRM - Market Size for CRM v ISV Opportunity<br />Source: Salesforce.com<br />Beyond CRM<br />CRM<br />
  5. 5. Areas of Planned CRM Investment<br />
  6. 6. Software Applications for Sales Help Management?<br />Source: Taku Consulting. The CRM Survey<br />
  7. 7. Software Applications for Sales are Fully Utilised?<br />Source: Taku Consulting. The CRM Survey<br />
  8. 8. Sales Software Needs to be Easier to Use?<br />Source: Taku Consulting. The CRM Survey<br />
  9. 9. Sales Software Needs to Provide a Better ROI?<br />Source: Taku Consulting. The CRM Survey<br />
  10. 10. Continuous Improvement<br />How to do it<br />SalesMethods<br />Impact<br />Salesforce.com<br />What to do<br />Time<br />The ‘How To’, not just the ‘What to Do’<br />
  11. 11. SalesMethods Portfolio<br />
  12. 12. Tools<br />Tools<br />Questions<br />Action Plan<br />Tools<br />Tools<br />The How To…….<br />
  13. 13. Deploying a world class framework – the ‘How To’<br />Fully integrated with the host CRM<br />More engaging to use<br />Capturing unstructured data<br />Re-enforcing Sales Management coaching<br />Critical Needs<br />
  14. 14. Demonstration<br />
  15. 15. 20% improvement in win rate<br />A common language<br />Easy to use<br />Practical<br />Robust Action Planning<br />Tells us what we know and what we do not know<br />Instrumental in a succesfull year of hitting numbers<br />Upskilling the sales team<br />Building a habit of asking the right questions<br />A living plan and working document<br />The Colt Experience<br />
  16. 16. A 20% improvement in win rate<br />A common language<br />Practical and easy to use<br />Tells us what we know and what we do not know<br />Builds a habit of asking the right questions<br />Up-skills the sales team<br />A living plan and working document<br />Instrumental in a successful year of hitting numbers<br />The Colt Experience<br />
  17. 17. “Better thought out plans leading to better business”.<br />NazDossa – Colt Technology Services<br />
  18. 18. Bringing High Performance Sales<br />To SalesMethods<br />

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