Learn exactly how Account Executives at Salesforce are trained to sell the "Salesforce Way". Clearly, a sales approach that continues to prove itself year after year, as Salesforce's revenues have remarkably grown from $90 million in 2004 to $4 billion in 2014. See more: http://senatorclub.co/member-events/past-events/

1. How I Sell as a Salesforce AE
Hiro Rodriguez
&
Tyler Brown

2. Tonight’s Talk
• Background
• How to start every meeting
• How to better identify the challenges a prospect is facing
• How to get a deal going that is stalled

3. Why am I here tonight?
 Commercial account executive at Salesforce
 Share with you a piece of our methodology at
Salesforce

4. How to start every meeting

5. Set the Tone for Every
Meeting

6. Uncover the motivation
for purchasing decisions

7. Why people buy

8. What’s the biggest challenge you’re
facing with XYZ?
• High-level issue
• Quantify the issue
• Make it personal

9. Here’s why we ask questions
• You need to identify that they have real needs
• Finding a solution is a high enough priority
• They can mutually agree to a timeframe

10. Heisman your prospect

11. Example

12. Example

13. Q&A

14. Thank you
Hiro Rodriguez
@HiroRodriguez
Salesforce.com/startups
Tyler Brown
@theonetbrown