Dreamforce 2012: Sales Cloud - Grow Your Business. Best Practices to Drive Adoption and Success

•

2 likes•511 views

Dreamforce 2012 presentation slides from Bob Marsh, CEO of LevelEleven. Shares the impact of moving the ePrize sales team onto Salesforce.com, and how they used gamification to improve adoption, data quality, and spike sales of a new product launch. Includes two case studies, including one that drove a 230% increase in sales of a new product launch.

Business

Bob Marsh
CEO, LevelEleven
Tapping Into Salespeople’s
Competitive Nature
The ePrize Story

About ePrize About Me
Founded in 1999 With ePrize since 2000
Offices in Detroit, New York, 18 years in sales, sales management, sales ops
Chicago, LA, and Seattle
Led Salesforce implementation ~100 users
400 full-time employees + 80 contractors
Built Force.com app to help drive adoption
20 open positions
Now standalone business, LevelEleven

What we do
Promotions + Loyalty | Web Social Mobile
Agency Services
Technology
Legal + Admin

4

Sales Day in the Life:
Before Salesforce (aka, B.S.)

What was a day in the life of a
salesperson like before Salesforce?

Challenge #1
Improve Email Lead Gen

Goals
Get more clients on email list
Target based on industry

Challenge
Under 20% of contacts on email list
45% of Accounts have industry field
completed Jen Gray
VP, Marketing & Creative
Salespeople understand value, but
don’t prioritize

Quick Win
Client Newsletter

167% increase
in first month!

The Competition:
Industry Quest

The Challenge
Complete Industry field, get 1 point
Most points wins

The Competition:
Industry Quest

Industry Quest

Immediate Results
60 Accounts updated in 2 hours
Email update sent with leaderboard ranking
300+ updated by end of day 2

The Competition:
Industry Quest

Final Results
1,400+ updated in 10 days
87% of Accounts now with Industry

The Competition:
Industry Quest

So what was the grand prize?

$10

Challenge #2: You already sell Facebook and Microsite…
New Product Launch

Goal: Just add Mobile!
Increase sales of new mobile optimized product

Challenge:
Corporate strategy to sell mobile
Sales team inundated with products
Discomfort pitching something new
Trained team, still not happening
Should be a very easy sell
Launched 2-months prior with little traction

First Question:
What should we motivate?

Leading Indicator
Motivate the pitch

Lagging Indicator
Motivate the sale

Challenge #2:
New Product Launch

The Idea
Just pitch it!
Every pitch = 1 point
Reported via checkbox in Opportunity
Every point is an entry to win
Winning team gets a party
2 divisions ran the competition
1 did not (control group) – trained and encouraged
to sell

Challenge #2:
New Product Launch

2x more pitches!
…BUT was that just because
they were rewarded to check
the box?

Challenge #2:
New Product Launch

Sales Results
No change in control group

Challenge #2:
New Product Launch

230% increase in sales
+ It remained after
the competition ended

More stories like this

Packaged into an AppExchange app – visit booth #227
Learn more at www.LevelEleven.com
White papers: Email bob@leveleleven.com

Scott Johnson Bob Marsh Rachel Rogers Dean Puhalovich
Salesforce.com LevelEleven BMC Software National Australia Bank

Dreamforce 2012: Sales Cloud - Grow Your Business. Best Practices to Drive Adoption and Success

Mark Organ discusses how to create a billion dollar category based on his experience founding Eloqua and Influitive. He explains that category creators have a transformational product experience combined with a disruptive business model driven by new technologies. Category creators focus on a narrow niche, drive leads efficiently to achieve growth, and emphasize customer success. They also have a missionary vision for the category rather than just their company.

What's in Store for Marketing Operations in 2021

Marketo

This document summarizes predictions for marketing operations in 2021 from Adobe's Head of Marketing Operations. Some key points include: - Technology will continue enabling productivity but also blocking it if experiences are bad, especially for younger workers. Attention will be harder to focus with more distractions. - Virtual experiences have clear benefits but replicating in-person dynamics is difficult without awareness to ensure engagement. - Newly formed or existing remote teams face challenges like limited physical connection and inertia, requiring creative solutions. - Predictions for 2021 include precedent from the pandemic year, more available talent, expanded data privacy laws, and rapid innovation.

How you scale your marketing smarter - Pandemic or not

Marketo

The document discusses how to scale marketing as a company grows from a small startup to a large global organization. It outlines 5 phases of team growth: 1) Marketing is needed - One or two people start the marketing function and experiment. 2) Multiple hats - The team grows to 5 marketers who try to deliver different functions. 3) Specialization - The team grows to 10 marketers and specializes into lead gen and branding. 4) Globalization - The team expands globally to 15 countries with defined central and field functions. 5) Pandemic - The team adapts to working remotely during COVID-19 by focusing on key projects. The document provides recommendations for each phase

Waypoint PowerPoint

Brett F. Murphy NR-P

The document discusses how WayPoint Marketing Solutions works with hospitals to increase emergency department volume, acuity, and admissions by building relationships with EMS providers and ensuring they advocate for the hospital as the destination of choice. WayPoint utilizes EMS coordinators to collect data, educate providers on hospital services, and strengthen relationships in order to drive more valuable patients through referrals from ambulance transports. The goal is to improve the hospital's financial performance through increased revenue from EMS-referred emergency department patients.

Pitch Deck Qashops 2016

Juan Macías

QaShops provides an innovative technology that allows manufacturers to easily integrate their catalog and stock information into online marketplaces. Their platform automates the entire selling process from order to delivery and customer service. With connections to over 66 marketplaces worldwide, QaShops helps manufacturers reach millions of customers and sells over €[amount] in goods monthly. Looking to expand internationally and further develop their products, QaShops is now seeking a 1M€ investment.

Un-Break My Heart: Help Your Prospects Love You Again Using Intent Data

Marketo

So you have a database of thousands of ‘dead’ leads. How do you find the few that are still interested in hearing from you and get them to love you (again) with content that’s relevant? Watch Bombora's Millie Resnick and Marketo’s Mike Madden, Director of Demand Generation, as they broke down how intent data can help you find prospect love again among new and ‘dead’ leads, and prioritize them for sales.

Create Incredible Customer Experiences Using Conversational Marketing

Marketo

Customers expect businesses to roll out the red carpet for them at every stage of their journey and on every channel they interact with. However, as most marketers know, creating this experience is easier said than done. So, how can marketers equip themselves with the right tools to help build an outstanding customer experience? Watch Kate Adams, Sr. Director of Demand Generation at Drift, and Tim Ozmina, Sr. Marketing Specialist at Marketo, for our webinar, Create Incredible Customer Experiences Using Conversational Marketing, as they discussed how to incorporate web chat tools into your marketing strategy to benefit your customers and prospects, no matter where they are in the marketing funnel.

Unlock the Power of Video

Marketo

This document is an investment deck for Brandvee Limited, a company that provides social media intelligence and content promotion tools. It summarizes Brandvee's predictive analytics platform that recommends content for social promotion, helping clients increase social ROI by 30% by getting 83% more shares. The deck outlines Brandvee's goals of automation, proprietary tech advantages, milestones, finances and is requesting £100,000 in equity funding.

Atlanta Ventures University SaaS Sales with Tonni Bennett

Jacey Lucus

Future Proof: How to Create a Lead Scoring Model That Scales

Marketo

With the right lead scoring model in place, you and your team are able to make the most out of every lead that enters your pipeline. Kylie Alexander, Marketing Operations Manager at Adobe, covers how you can create a lead scoring model that will scale with your business. You'll learn: -How to partner with the right stakeholders to make decisions that are aligned across the business -Lessons the Marketo Engage operations team has learned so you don't make the same mistakes -How to plan for a scoring model that will scale

Influitive's management and leadership lessons for the lab

Mark Organ

This document discusses effective leadership principles for startups and research labs. It begins by introducing the speaker, Mark Organ, CEO of Influitive. It then discusses six leadership principles: 1) Develop a clear mission, vision and values. 2) Align the organization with objectives and key results. 3) Develop employees' "whole self" at work. 4) Communicate openly, honestly and directly. 5) Establish regular meeting cadence. 6) Build an effective culture by living the organizational values. The document provides examples and explanations for effectively implementing each principle.

Volta

500 Startups

This document describes a lightweight CRM called Volta that is designed for phone-centric businesses. It addresses common problems such as not knowing which customers to call, when to call them, or having call history across departments. Volta provides APIs to trigger phone calls to be added to call queues for different departments like billing, sales, and support. It can integrate with phone systems through a single line of JavaScript and provides caller ID, call history, and a per-minute pricing model starting at $99/month. The founding team previously worked at companies like YC, Microsoft, and Berkeley and is seeking $500K in funding to expand engineering, business development, and grow Volta.

Sales mistakes that can kill your saas business and how to avoid them

markroberge

The document discusses common mistakes that SaaS companies make in sales and provides recommendations to avoid them. Mistake #1 is focusing on growth too early before establishing product-market fit. Mistake #2 is hiring a very experienced salesperson too early when feedback is more important than revenue. Mistake #3 is ignoring how the sales compensation plan can impact customer success and churn. Mistake #4 is organizing teams by function rather than by buyer persona. The document recommends organizing teams and metrics around buyer personas to better focus on customer success.

Lead Scoring in Salesforce.com - Part 1

Manticore Technology

Video Marketing with Marketo Engage

Marketo

Marketers these days want to do all of the video marketing! But when it comes down to implementing it, we're too resource-strapped, our team is too small, and we get to thinking: can we actually get the results we want from video marketing? The answer is yes! In this live webinar, you'll learn: -How to embed a video into a landing page and an email -Where the Vidyard video data view lives -How to use video data for smart campaigns & lead scoring

Marketo Engage January 2021 Product Release Presentation

Marketo

The document summarizes the January 2021 release of Marketo Engage. It includes: 1) Enhancements to audience sync with Adobe Experience Cloud applications and ad networks. 2) Improvements to the user experience including support for workspaces and partitions. 3) New capabilities for sales teams including Sales Insight for non-native Salesforce integrations and enhancements to Best Bets, email workflows, and account/opportunity panels. 4) Additional features like program member custom field tokens, Salesforce OAuth authentication, and a landing page preview API.

Pitch Deck 101

Mohamad Gandara Ranggani

AdPushup Fundraising Deck - Angel Round

adpushup

This document discusses AdPushup, a self-service ad revenue maximization platform that utilizes A/B testing to optimize ad placements, sizes, types, and other characteristics. It has helped publishers increase RPM (revenue per thousand impressions) and seen 300% monthly growth. AdPushup is seeking $500,000 in funding to expand its 4-person team and product/delivery infrastructure to further optimize ad revenue for publishers.

The RevTech Stack Playbook: Going from $1M to $100M with SalesLoft's CMO

saastr

This document outlines a playbook for scaling revenue from $1M to $100M, including: 1) 5 guiding principles for choosing technology, such as prioritizing process over tech and keeping sales simple; 2) Common mistakes like different teams prioritizing themselves over revenue; and 3) Recommendations for the right technology at different growth stages from start-up to established, emphasizing engagement, relationships, and personalization.

Marketing Automation at Adobe

Marketo

Intro to Ispionage

Hanapin Marketing

iSpionage is a competitive intelligence tool that provides digital marketing data to help users optimize their SEM, SEO, and conversion rate optimization strategies. It collects data on organic keywords, paid keywords, ad copy, landing pages, and user conversion funnels for over 50,000 domains in the US, UK, and Canada. The tool helps users answer questions about their performance compared to competitors, identify new keyword opportunities, and learn from competitors' ad copy, landing pages, and A/B tests. iSpionage provides keyword data, ad copy surveillance, landing page monitoring, and customized reports to help users improve click-through rates, lower costs-per-click, and benchmark their SEM performance against other industry leaders.

NYC HUG Q4 - 2019 Marketing and Sales Planning

New York City HubSpot User Group

Optmyzr Product Overview

Frederick Vallaeys

Optmyzr is a PPC management and reporting tool that was created by former Google employees to provide insights and automate tasks more quickly than other expensive and clunky solutions, equipping account managers with AI-powered recommendations and reporting capabilities to optimize campaigns across Google, Bing, Facebook and other platforms. Customers praise Optmyzr for saving them significant time managing accounts and improving performance.

How Marketing Becomes a Revenue Center: A 10-Step Approach to Full Funnel Growth

Marketo

The expectations for how Marketing contributes to a company has evolved over the years. No longer is it enough to run campaigns and uncover early-stage prospects and hand-raisers. Success is now measured across all levels of the revenue funnel. The goals for the Marketing team at LiveRamp extend beyond filling the top of the funnel with new leads. Their mission is to drive growth across the entire sales funnel and, in doing so, accelerate the acquisition of net-new customers and expand the company’s sales footprint within existing customers. Watch this Webinar featuring Ben Coffee, Head of Marketing Operations at LiveRamp as he reveals the 10-step approach that his team employed to produce 10X growth in annual revenue and a 25X increase in greater customer lifetime value over a 2-year period. The Marketing team’s successful execution of this strategy and the clear, measurable impact it had on the company’s growth helped cement their role as an important revenue center within the company.

Home Solution catcher pitch deck

Jorge A. Huck

The document describes a home services platform called Home Solution that aims to connect handymen directly with customers without middlemen. It discusses the founder's prior difficulties finding work through other platforms that lacked transparency and control. Home Solution allows handymen to build profiles, interact directly with clients, and access professional development tools. Since using Home Solution, the founder's revenue has multiplied and it has become a major source of work, providing the right tools. Metrics show large growth in users, activity, and revenue since launch. The goal is to be the leading platform in Latin America by promoting equal opportunities and development for all.

LawnStarter's First Pitch Deck

lawnstarter71

SOS03. Our Way: Fast Ramps, Smart Quotas & Balanced Territories

SalesLoft

This presentation discusses how sales planning can be improved through the use of fast ramps, smart quotas, and balanced territories. It notes that many companies currently struggle with unattainable quotas, unbalanced sales territories, and lack of data-driven insights. This leads to issues like overpayment of commissions, high attrition rates, and missed sales targets. The presentation introduces the Business Planning Cloud platform which aims to address these issues through features like capacity and quota planning, territory planning, and integrated sales forecasting. It is argued that this approach can help reduce attrition, increase sales yields, and allow for quicker course corrections through real-time data and scenario planning.

Ted Hebert Demand Generation Professional

demandgencom

Growth Hacking for Enterprise - what it is and how you can use it

Serge Milbank

This document discusses the concept of growth hacking, which is a non-traditional marketing approach focused on exponential growth. Growth hacking integrates product development into the marketing process and emphasizes moving fast, targeting the right customers, automation, and leveraging your product as a marketing tool. It discusses how major tech companies like Google, Twitter, Dropbox, and Airbnb used growth hacking techniques like optimizing onboarding flows and incentivized sharing to achieve massive growth. The document provides examples of new metrics like the K-coefficient that growth hackers use and recommends that enterprises set up cross-functional growth teams to brainstorm and test growth hacking strategies.

What's hot

Brandvee Seed Pitch Deck

David Sabo

Atlanta Ventures University SaaS Sales with Tonni Bennett

Jacey Lucus

Future Proof: How to Create a Lead Scoring Model That Scales

Marketo

Influitive's management and leadership lessons for the lab

Mark Organ

Volta

500 Startups

Sales mistakes that can kill your saas business and how to avoid them

markroberge

Lead Scoring in Salesforce.com - Part 1

Manticore Technology

Video Marketing with Marketo Engage

Marketo

Marketo Engage January 2021 Product Release Presentation

Marketo

Pitch Deck 101

Mohamad Gandara Ranggani

AdPushup Fundraising Deck - Angel Round

adpushup

The RevTech Stack Playbook: Going from $1M to $100M with SalesLoft's CMO

saastr

Marketing Automation at Adobe

Marketo

Intro to Ispionage

Hanapin Marketing

NYC HUG Q4 - 2019 Marketing and Sales Planning

New York City HubSpot User Group

Optmyzr Product Overview

Frederick Vallaeys

How Marketing Becomes a Revenue Center: A 10-Step Approach to Full Funnel Growth

Marketo

Home Solution catcher pitch deck

Jorge A. Huck

LawnStarter's First Pitch Deck

lawnstarter71

SOS03. Our Way: Fast Ramps, Smart Quotas & Balanced Territories

SalesLoft

What's hot (20)

Brandvee Seed Pitch Deck

Atlanta Ventures University SaaS Sales with Tonni Bennett

Future Proof: How to Create a Lead Scoring Model That Scales

Influitive's management and leadership lessons for the lab

Volta

Sales mistakes that can kill your saas business and how to avoid them

Lead Scoring in Salesforce.com - Part 1

Video Marketing with Marketo Engage

Marketo Engage January 2021 Product Release Presentation

Pitch Deck 101

AdPushup Fundraising Deck - Angel Round

The RevTech Stack Playbook: Going from $1M to $100M with SalesLoft's CMO

Marketing Automation at Adobe

Intro to Ispionage

NYC HUG Q4 - 2019 Marketing and Sales Planning

Optmyzr Product Overview

How Marketing Becomes a Revenue Center: A 10-Step Approach to Full Funnel Growth

Home Solution catcher pitch deck

LawnStarter's First Pitch Deck

SOS03. Our Way: Fast Ramps, Smart Quotas & Balanced Territories

Similar to Dreamforce 2012: Sales Cloud - Grow Your Business. Best Practices to Drive Adoption and Success

Ted Hebert Demand Generation Professional

demandgencom

Growth Hacking for Enterprise - what it is and how you can use it

Serge Milbank

Sales Marketing Alignment

HubSpot

Marketing agencies are increasingly being asked by clients to help generate more and better leads for their sales teams. Yet, very few agencies are equipped to even talk to their clients' sales and marketing management teams about these needs. Very few agencies have experience generating leads online, let alone helping sales and marketing teams function together as one unified team with common goals and mutual accountability. In this recorded webinar, you'll learn how to help clients align sales and marketing processes, goals and messaging.

SaaStock Australasia 2019: Building Your Growth Team

SaaStock

This document discusses building a growth team within a company. It recommends establishing growth goals using a 1-5-10 framework, setting clear KPIs and metrics, and structuring the growth team independently with its own P&L. The growth team structure involves roles like a program manager, sales, marketing, and operations. Challenges include gaining buy-in internally and managing channels, marketing, and competition externally. Worksheets provide templates for planning growth initiatives, setting KPIs, building the team, and handling challenges.

The Ultimate Campaign Planning Framework

G3 Communications

Watch this #COSeries webinar on-demand here: http://dg-r.co/2o4VYtx Create a campaign ecosystem that builds brand, drives demand, and expands customer relationships. Not sure where to start with your campaign and content plan? As marketers, our leaders expect us to show measurable growth in building brand, driving demand, and improving customer experience. Join us to get a 5-step blueprint for creating high-performance campaigns that will wow your executives, guide your content creation, and set you up to show measurable results at year’s end. We often find ourselves on the dreaded execution treadmill. Running from campaign to campaign and tactic to tactic without understanding the impact we’re having on the bottom line. Build a high-performance marketing plan that will give you the freedom to grow, push boundaries, and track success. In this webinar we’ll cover: Aligning your campaign mindset to the buyer's journey; Building a content plan to fuel your campaigns; Mind your gaps: uncover your best opportunities for driving buyer's through the funnel; and Effective metrics for evaluating ROI, and developing reports that “Wow”.

Content Marketing for High Tech

Visible Logic, Inc.

Is it hard to explain your product or service? Looking for effective content marketing strategies for technical (or niche, or difficult to understand) products or services? With the right approach even very technical products and services can benefit from a content-based marketing strategy. In this webinar we will talk about how to effectively choose and use different channels including: • blogs • e-newsletter • social media If you want to use content marketing, but are afraid your product is too niche or too complex, we’ll show you how! We will share strategies for connecting with prospects and use content marketing to increase your visibility. You will learn about how to present information to different types of researchers and buyers including both the business and technical teams at your ideal client. In this webinar you will learn: • What is content marketing and why is it so important for building visibility for your brand • Why content marketing is a critical component of search engine optimization (SEO) • How to connect with both technical readers and non-technical buyers • What channels are most effective and how you should prioritize your efforts and budget • How to format your message for greatest impact • How other businesses and organizations with niche client bases have successfully used content marketing This webinar is ideal for: • Owners of high-tech firms who need to better market their complex product or service • Marketing team members in charge of finding prospects for a niche or hi-tech firm • Trade groups or other associations that represent technical industries

Why marketing automation is indispensible (Shimon Ben Ayoun)

B2B Marketing Forum

This document discusses the growing importance and value of marketing automation. It notes that marketing automation software acquisitions totaled over $6 billion from 2010 to 2013 as tools became indispensable. The main challenges for marketing include an expected 20-fold increase in digital data by 2020, empowered customers who complete most of the buyer journey without sales, and pressure to prove marketing ROI. The document advocates for lead nurturing programs to guide customers through personalized, behavior-driven communications. It also emphasizes using automation to improve sales and marketing alignment by delivering better leads and enabling sales to engage opportunities. Analysis of marketing campaigns and attributed revenue is presented as a way to demonstrate accountability through data-driven reporting.

Hubspot Sugar webinar 7 28

Highland Solutions

This document discusses how linking marketing and sales can accelerate business. It outlines services like sales automation implementation, e-commerce platform setup, collaboration tools, and digital marketing strategy. It emphasizes the importance of inbound marketing by pulling buyers into a business through helpful content. It provides tips for successful inbound marketing, including creating optimized content on various topics, promoting it via social media, and analyzing conversions. The challenges of selling to today's informed customers are also addressed.

Fe presentation

Jordan Oliver

The document discusses how sales funnels can help businesses improve lead generation and monetization. It notes that 80% of sales require multiple follow-ups, but many businesses do not have systems in place for nurturing leads over time. The document then outlines the three pillars of lead generation and monetization as traffic acquisition, lead capture, and funnel/lead nurture. It provides examples of how a sales funnel approach can generate significantly more sales than a one-time promotional campaign by capturing leads and nurturing them through multiple touchpoints over time.

How To Create a Personal Brand That’s Impossible to Ignore - Nick Cavuoto, Th...

DigiMarCon - Digital Marketing, Media and Advertising Conferences & Exhibitions

Elevate your business above the competition by creating an unforgettable personal brand. Learn how to stand out in a crowded marketplace as the go-to expert and build a bigger audience, generate more leads, and close more sales. You will walk away from this presentation with innovative marketing strategies that you can implement immediately for increased influence and income generating opportunities. Learn How To: • Stand out and make an impact by positioning yourself as the go-to expert in your niche market. • Accelerate your income-generating opportunities by up-leveling your marketing with expert positioning. • Race past your competition with a proven and strategic action plan to grow and expand income streams. • Develop innovative marketing funnels that generate more followers, more income streams, more sales and more profits! Looking forward to next steps!

6 Steps to Building the Ultimate 2018 Marketing Plan

G3 Communications

View this #sps17 Webcast on-demand here: http://dg-r.co/2fXqvEW Join Paige Musto, Sr. Director, Corporate Marketing at Act-On Software as she walks you through six important steps that will help you jumpstart your 2018 marketing strategy and execution plan. Plus, learn the necessary tips to help you close out 2017 on a high note. Attendees will benefit by learning how to: ● Build effective campaign themes to support their marketing goals; ● Pull the levers needed to grow brand awareness and influence in the market; ● Identify the keys to successful reporting; ● Make an impact on the business by championing a big idea!

Live Webinar: LinkedIn Lead Accelerator Demo

Mailchimp: Scaling Experimentation Across Teams

Optimizely

Mailchimp, an all-in-one marketing platform for small businesses, has built innovative, beautiful products that empower those businesses to scale. No longer just an email marketing tool--the shiny, new marketing platform’s mission is to empower the underdog to connect with their audiences and create the customer loyalty that’s needed to grow. In this webinar, Anne Reints, Senior Manager, Growth Analytics & Experimentation at Mailchimp, will discuss how Mailchimp is continuing to build a culture of experimentation and has leveraged testing across both their product and marketing teams. Join this webinar and learn: The history of growth and experimentation at Mailchimp How Mailchimp grew their experimentation program by 6,000%+ in 12 months, going from just 1 experiment to over 60 About the launch of their internal Experimentation Resource Group How they created a data-driven decision-making framework across the company

Basic digital marketing plan- Sample

Vikas Sharma

Step by step guide to revenue growth

markroberge

Cloudforce Essentials 2012 - Salesforce on Salesforce - Optimising Your Sales...

Salesforce_APAC

The document discusses optimizing a high performance sales team using Salesforce tools and programs. It describes how Salesforce accelerates productivity and revenues by improving sales metrics like productivity, win rates, and new hire ramp time. Sales managers are empowered with tools in the Salesforce platform to monitor team performance, review deals, and prepare for customer meetings. Salesforce also drives certification programs to train reps on latest techniques and transform selling approaches using their own social collaboration technology.

Getting Started With Google Analytics

Edureka!

The webinar covered digital media analytics and Google Analytics. It discussed measuring key performance indicators for marketing, sales, technology, and products. Career prospects in digital analytics were also examined, with typical roles including digital strategist, analyst, and manager. Live demonstrations of Google Analytics dashboards showed analytics for social media, site performance, referral traffic, and other metrics.

Sales-Leaders-Guide-to-Building-a-Revenue-Generating-Machine

Tara Crawford

The document outlines 4 key challenges that sales leaders face: inconsistency in the sales process, lack of pipeline to hit quotas, low rep productivity, and lack of visibility. It provides strategies and investments to address each challenge, such as driving consistent messaging and actions through the sales process using software, defining responsibilities around pipeline generation and consistency, consolidating tools to reduce fatigue, automating tasks to increase capacity, and tracking key metrics like pipeline coverage and close rates for visibility. Implementing these approaches through a sales success platform can help transform a team into a high-performing revenue generating machine.

Sales-Leaders-Guide-to-Building-a-Revenue-Generating-Machine

Taylor Miller

This document discusses four key challenges that sales leaders face: 1) inconsistency in the sales process, 2) lack of pipeline to hit quotas, 3) lack of rep productivity, and 4) lack of visibility. For the challenge of inconsistency, the document recommends driving consistent messaging and actions through the sales process using software. For the pipeline challenge, it recommends defining responsibilities for pipeline generation and consistency in pipeline generation strategies.

Strategic Marketing.pdf

Gen Shueh

This document provides an internal marketing training course for strategic marketing. It outlines objectives like improving company appearance, creating demand, and generating profit. It discusses the need for marketing at ODM companies and addresses fears around upsetting customers. The document recommends establishing marketing infrastructure and programs to increase digital footprint and competitive advantage with stakeholders. It emphasizes setting up automated marketing systems and the importance of both creating and distributing content. Finally, it addresses prioritizing bottlenecks like resources, technology, and operations to enhance customer experience through digital transformation and data convergence.

Similar to Dreamforce 2012: Sales Cloud - Grow Your Business. Best Practices to Drive Adoption and Success (20)

Ted Hebert Demand Generation Professional

Growth Hacking for Enterprise - what it is and how you can use it

Sales Marketing Alignment

SaaStock Australasia 2019: Building Your Growth Team

The Ultimate Campaign Planning Framework

Content Marketing for High Tech

Why marketing automation is indispensible (Shimon Ben Ayoun)

Hubspot Sugar webinar 7 28

Fe presentation

How To Create a Personal Brand That’s Impossible to Ignore - Nick Cavuoto, Th...

6 Steps to Building the Ultimate 2018 Marketing Plan

Live Webinar: LinkedIn Lead Accelerator Demo

Mailchimp: Scaling Experimentation Across Teams

Basic digital marketing plan- Sample

Step by step guide to revenue growth

Cloudforce Essentials 2012 - Salesforce on Salesforce - Optimising Your Sales...

Getting Started With Google Analytics

Sales-Leaders-Guide-to-Building-a-Revenue-Generating-Machine

Strategic Marketing.pdf

More from LevelEleven

4 Steps to Align Sales & Marketing for Greater ROI

LevelEleven

LevelEleven - An Overview

LevelEleven

Sales Execution Wins

LevelEleven

Bob Marsh, CEO of LevelEleven, gave a presentation on sales execution. He discussed three main points: 1) be an expert in your product and industry to gain credibility and trust with customers, 2) help customers understand how your product will help them buy by focusing the conversation on their needs and challenges, and 3) build a sales machine by setting metrics, committing to tracking, and producing helpful content. The presentation provided tips like starting sales yourself, charging early, and always recruiting to help companies improve their sales execution.

#GSummit: Using Gamification to Drive Salesforce Engagement

LevelEleven

Using Gamification to Drive Salesforce Engagement presented by Bob Marsh, CEO of LevelEleven. The presentation discussed how gamification can help address challenges sales managers face in motivating teams and driving the right behaviors. Case studies were presented of companies that saw success using LevelEleven's gamification platform to increase key metrics like industry field completion rates, new product sales, and appointments set. Overall, the presentation argued gamification can help companies better utilize CRM systems to monitor leading indicators and motivate salespeople.

Sales Gamification Case Study: Lawley Insurance

LevelEleven

Detroit Piston's: Competition breeds excellence. Leveraging contests to motiv...

LevelEleven

Dreamforce 2012: Leveraging Gamification to drive Sales Engagement at Comcast

LevelEleven

Comcast implemented a gamification solution using Salesforce to drive sales engagement. The solution included contests to increase the number of appointments set daily. This increased participation in Salesforce and improved visibility into team performance. The contests successfully increased appointments by over 120% on average and reduced the administration burden of running contests while keeping competition levels high. Comcast saw instant results and feedback was positive about keeping contest objectives top of mind.

Cloudforce New York - Partner Theater Session

LevelEleven

More from LevelEleven (8)

4 Steps to Align Sales & Marketing for Greater ROI

LevelEleven - An Overview

Sales Execution Wins

#GSummit: Using Gamification to Drive Salesforce Engagement

Sales Gamification Case Study: Lawley Insurance

Detroit Piston's: Competition breeds excellence. Leveraging contests to motiv...

Dreamforce 2012: Leveraging Gamification to drive Sales Engagement at Comcast

Cloudforce New York - Partner Theater Session

Recently uploaded

AI Transformation Playbook: Thinking AI-First for Your Business

Arijit Dutta

1 Circular 003_2023 ISO 27001_2022 Transition Arrangments v3.pdf

ISONIKELtd

欧洲杯赌球-欧洲杯赌球买球官方官网-欧洲杯赌球比赛投注官网|【网址🎉ac55.net🎉】

valvereliz227

Ellen Burstyn: From Detroit Dreamer to Hollywood Legend | CIO Women Magazine

CIOWomenMagazine

Satta Matka Dpboss Kalyan Matka Results Kalyan Chart

Satta Matka Dpboss Kalyan Matka Results

2024.06 CPMN Cambridge - Beyond Now-Next-Later.pdf

Cambridge Product Management Network

IMG_20240615_091110.pdf dpboss guessing

CALL❾⓿❹⓿❾❻❸❸❺❹ DPBOSS GUESSING FIX PANNA JODI BLAST

Satta Matka Dpboss Kalyan Matka Results Kalyan Chart

Satta Matka Dpboss Kalyan Matka Results

The Steadfast and Reliable Bull: Taurus Zodiac Sign

my Pandit

DearbornMusic-KatherineJasperFullSailUni

katiejasper96

Call 8867766396 Dpboss Matka Guessing Satta Matta Matka Kalyan Chart Indian M...

dpbossdpboss69

Pro Tips for Effortless Contract Management

Eternity Paralegal Services

list of states and organizations .pdf

Rbc Rbcua

Discover the Beauty and Functionality of The Expert Remodeling Service

obriengroupinc04

Pitch Deck Teardown: Kinnect's $250k Angel deck

HajeJanKamps

CULR Spring 2024 Journal.pdf testing for duke

ZevinAttisha

❽❽❻❼❼❻❻❸❾❻ DPBOSS NET SPBOSS SATTA MATKA RESULT KALYAN MATKA GUESSING FREE KA...

essorprof62

Best Competitive Marble Pricing in Dubai - ☎ 9928909666

Stone Art Hub

一比一原版(QMUE毕业证书)英国爱丁堡玛格丽特女王大学毕业证文凭如何办理

taqyea

永久可查学历认证【微信：A575476】【(QMUE毕业证书)英国爱丁堡玛格丽特女王大学毕业证成绩单Offer】【微信：A575476】（留信学历认证永久存档查询）采用学校原版纸张、特殊工艺完全按照原版一比一制作（包括：隐形水印，阴影底纹，钢印LOGO烫金烫银，LOGO烫金烫银复合重叠，文字图案浮雕，激光镭射，紫外荧光，温感，复印防伪）行业标杆！精益求精，诚心合作，真诚制作！多年品质 ,按需精细制作，24小时接单,全套进口原装设备，十五年致力于帮助留学生解决难题，业务范围有加拿大、英国、澳洲、韩国、美国、新加坡，新西兰等学历材料，包您满意。【业务选择办理准则】一、工作未确定，回国需先给父母、亲戚朋友看下文凭的情况，办理一份就读学校的毕业证【微信：A575476】文凭即可二、回国进私企、外企、自己做生意的情况，这些单位是不查询毕业证真伪的，而且国内没有渠道去查询国外文凭的真假，也不需要提供真实教育部认证。鉴于此，办理一份毕业证【微信：A575476】即可三、进国企，银行，事业单位，考公务员等等，这些单位是必需要提供真实教育部认证的，办理教育部认证所需资料众多且烦琐，所有材料您都必须提供原件，我们凭借丰富的经验，快捷的绿色通道帮您快速整合材料，让您少走弯路。留信网认证的作用: 1:该专业认证可证明留学生真实身份 2:同时对留学生所学专业登记给予评定 3:国家专业人才认证中心颁发入库证书 4:这个认证书并且可以归档倒地方 5:凡事获得留信网入网的信息将会逐步更新到个人身份内，将在公安局网内查询个人身份证信息后，同步读取人才网入库信息 6:个人职称评审加20分 7:个人信誉贷款加10分 8:在国家人才网主办的国家网络招聘大会中纳入资料，供国家高端企业选择人才 → 【关于价格问题（保证一手价格）我们所定的价格是非常合理的，而且我们现在做得单子大多数都是代理和回头客户介绍的所以一般现在有新的单子我给客户的都是第一手的代理价格，因为我想坦诚对待大家不想跟大家在价格方面浪费时间对于老客户或者被老客户介绍过来的朋友，我们都会适当给一些优惠。选择实体注册公司办理，更放心，更安全！我们的承诺：可来公司面谈，可签订合同，会陪同客户一起到教育部认证窗口递交认证材料，客户在教育部官方认证查询网站查询到认证通过结果后付款，不成功不收费！

Prescriptive analytics BA4206 Anna University PPT

Freelance

Recently uploaded (20)

AI Transformation Playbook: Thinking AI-First for Your Business

1 Circular 003_2023 ISO 27001_2022 Transition Arrangments v3.pdf

欧洲杯赌球-欧洲杯赌球买球官方官网-欧洲杯赌球比赛投注官网|【网址🎉ac55.net🎉】

Ellen Burstyn: From Detroit Dreamer to Hollywood Legend | CIO Women Magazine

Satta Matka Dpboss Kalyan Matka Results Kalyan Chart

2024.06 CPMN Cambridge - Beyond Now-Next-Later.pdf

IMG_20240615_091110.pdf dpboss guessing

Satta Matka Dpboss Kalyan Matka Results Kalyan Chart

The Steadfast and Reliable Bull: Taurus Zodiac Sign

DearbornMusic-KatherineJasperFullSailUni

Call 8867766396 Dpboss Matka Guessing Satta Matta Matka Kalyan Chart Indian M...

Pro Tips for Effortless Contract Management

list of states and organizations .pdf

Discover the Beauty and Functionality of The Expert Remodeling Service

Pitch Deck Teardown: Kinnect's $250k Angel deck

CULR Spring 2024 Journal.pdf testing for duke

❽❽❻❼❼❻❻❸❾❻ DPBOSS NET SPBOSS SATTA MATKA RESULT KALYAN MATKA GUESSING FREE KA...

Best Competitive Marble Pricing in Dubai - ☎ 9928909666

一比一原版(QMUE毕业证书)英国爱丁堡玛格丽特女王大学毕业证文凭如何办理

Prescriptive analytics BA4206 Anna University PPT

Dreamforce 2012: Sales Cloud - Grow Your Business. Best Practices to Drive Adoption and Success

1. Sales Cloud: Grow Your Business Best Practices to Drive Adoption and Success Scott Johnson, Salesforce.com, Director, Solution Engagement Bob Marsh, LevelEleven, CEO Rachel Rogers, BMC Software, Salesforce.com Automation Specialist Dean Puhalovich, National Australia Bank, Asset Manager - CRM

2. Bob Marsh CEO, LevelEleven Tapping Into Salespeople’s Competitive Nature The ePrize Story

3. About ePrize About Me Founded in 1999 With ePrize since 2000 Offices in Detroit, New York, 18 years in sales, sales management, sales ops Chicago, LA, and Seattle Led Salesforce implementation ~100 users 400 full-time employees + 80 contractors Built Force.com app to help drive adoption 20 open positions Now standalone business, LevelEleven

4. What we do Promotions + Loyalty | Web Social Mobile Agency Services Technology Legal + Admin 4

5. Clients:

6. Sales Day in the Life: Before Salesforce (aka, B.S.) What was a day in the life of a salesperson like before Salesforce?

7. Sales Day in the Life: After Salesforce

8. Challenge #1 Improve Email Lead Gen Goals Get more clients on email list Target based on industry Challenge Under 20% of contacts on email list 45% of Accounts have industry field completed Jen Gray VP, Marketing & Creative Salespeople understand value, but don’t prioritize

9. Quick Win Client Newsletter

10. Quick Win Client Newsletter

11. Quick Win Client Newsletter 167% increase in first month!

12. The Competition: Industry Quest The Challenge Complete Industry field, get 1 point Most points wins

13. The Competition: Industry Quest Industry Quest Immediate Results 60 Accounts updated in 2 hours Email update sent with leaderboard ranking 300+ updated by end of day 2

14. The Competition: Industry Quest Final Results 1,400+ updated in 10 days 87% of Accounts now with Industry

15. The Competition: Industry Quest So what was the grand prize? $10

16. Challenge #2: You already sell Facebook and Microsite… New Product Launch Goal: Just add Mobile! Increase sales of new mobile optimized product Challenge: Corporate strategy to sell mobile Sales team inundated with products Discomfort pitching something new Trained team, still not happening Should be a very easy sell Launched 2-months prior with little traction

17. First Question: What should we motivate? Leading Indicator Motivate the pitch Lagging Indicator Motivate the sale

18. Challenge #2: New Product Launch The Idea Just pitch it! Every pitch = 1 point Reported via checkbox in Opportunity Every point is an entry to win Winning team gets a party 2 divisions ran the competition 1 did not (control group) – trained and encouraged to sell

19. Challenge #2: New Product Launch

20. Challenge #2: New Product Launch 2x more pitches! …BUT was that just because they were rewarded to check the box?

21. Challenge #2: New Product Launch Sales Results No change in control group

22. Challenge #2: New Product Launch 230% increase in sales + It remained after the competition ended

23. More stories like this Packaged into an AppExchange app – visit booth #227 Learn more at www.LevelEleven.com White papers: Email bob@leveleleven.com

24. Scott Johnson Bob Marsh Rachel Rogers Dean Puhalovich Salesforce.com LevelEleven BMC Software National Australia Bank

Dreamforce 2012: Sales Cloud - Grow Your Business. Best Practices to Drive Adoption and Success

Recommended

Recommended

More Related Content

What's hot

What's hot (20)

Similar to Dreamforce 2012: Sales Cloud - Grow Your Business. Best Practices to Drive Adoption and Success

Similar to Dreamforce 2012: Sales Cloud - Grow Your Business. Best Practices to Drive Adoption and Success (20)

More from LevelEleven

More from LevelEleven (8)

Recently uploaded

Recently uploaded (20)

Dreamforce 2012: Sales Cloud - Grow Your Business. Best Practices to Drive Adoption and Success