The document describes how Salesforce tools help an account executive, Emelie, manage opportunities from lead generation to closing deals. It shows how Emelie uses Salesforce to be notified of new opportunities, collaborate with her team, prepare for meetings, generate quotes, and close a deal with a customer, with the help of tools like Einstein, Trailhead, Chatter, Quip, and Sales Cloud. Upon closing a large deal, Emelie's manager congratulates her use of Chatter for successfully executing the opportunity with the full Salesforce platform.

1. Salesforce on
Salesforce: How I
Run My Business

2. Salesforce
Driving Hyper Growth
​comally@salesforce.com
@conorom
​Conor O’Malley
Regional Vice President
Salesforce -
Life of an Account Manager
​eszybanow@salesforce.com
​Emelie Szybanow
Account Executive

3. The life of an AE
Lead Generation &
Conversion
Pipeline generation and progression
Events
Calblitz
Webinars
Opportunity
Management
Increase win rates & avg
dealsize
Adopt best sales behaviour
Project lead- Team selling
Account
Management
White Space
First point of contact
360 view
Decision Making &
Analytics
Real-time KPIs
Own your
Territory managment
Customer
Success
Added value
Grow the account
Renewal

4. The
Customer
Account
Executive
Aligned extended sales team for a successful customer experience
Industry Development
Sales
Development
Cloud Sales
Business Value Services
Renewals
Management
Strategy & Operations
Customer For Life
Sales Programs
Solution Engineering
Marketing

5. The AE is the only driver of the entire sales cycle
From identifying the opportunity to closing the deal
S8S7S6S5S4S3S2
AE
Opp
generation
Opp
progression
Opp
validation
Opp
closing
1. Fully accountable for the success of the deal
2. In charge of aligning all resources to help the customer
3. Deciding which stage the deal is
S1

6. AI + operation rigor (stages) + visibility (SE can pro-actively ask to AE)
Involve the right team at the right time
AE
Opp
generation
Opp
progression
Opp
validation
Opp
closing
SDR / BDR
Solution Engineer
Cloud Sales AE
S8S7S6S5S4S3S2S1

7. Overview: Operational Excellence

8. Overview: Operational Excellence

9. Overview: Operational Excellence

10. Collaboration is smooth through account & opportunity
teams
Transparency + continuous communication → team alignment
Full visibility of Deal
Contributors Transparent collaboration

11. Opportunity Collaboration

12. Let’s see the journey he experiences
with the help of the Salesforce Platform
Meet Robin
Robin has just been announced as the
new Chief Executive Officer for NTO
Retail, an outdoor clothing company.
Part of his vision is to transform NTO’s
customer experience department.

13. Let’s see how she uses Salesforce to provide
customers a pleasant evaluation!
Meet Emelie
Emelie is an Account Executive that just
celebrated her 4th year Salesforce
anniversary! In her spare time, she is
passionate about using her volunteer
time off to help youth get exposed to
the tech industry.

14. Emelie cares about real time insights

15. Robin
Andersson
CEO
randersson@nto.com
646-455-8525
NTO Company
Robin checks out the Salesforce website
A Salesforce landing page allows him to easily sign up for an e-book. With
Salesforce Marketing, we can capture all relevant customer information.

16. Robin appears on the “Hot Leads” List
Due to Robin’s recent activity he is placed back into the top of the list. We can
see how his score has increased after attending Dreamforce. This time when
he is ready with one click we can convert him.
Filled in initial information
Browsed Treatwell website
Clicked on Facebook ad
Address not filled
Email is valid
Attended Dreamforce
Browsed Salesforce WebsiteFilled in initial information
Browsed Treatwell website
Clicked on Facebook ad
Address not filled
Email is valid
6589
Downloaded Whitepaper

17. Robin Andersson
mobile
Decline Accept
Remind Me Message
A BDR successfully schedules a sales call with Robin
Salesforce Inbox’s Team Scheduling reduces double booking and
rescheduling, allowing your reps to connect with customers faster.

18. 1:
Identify An
Opportunity
2:
Determine
Problem &
Impact
3:
Validating
Benefits
and Value
4:
Confirming
Value with
Power
5:
Negotiating
$$ & Mutual
Plan
6:
Finalizing
Closure
7:
Pending
8:
Closed
Salesforce
A new opportunity has been assigned to you!
Slide for more
4m ago
A new opportunity is created
Salesforce opportunity management allows Emelie to manage her prospects
from lead to close. Sales Path provides guidance at every stage.

19. Emelie is alerted that Robin’s company is expanding
Einstein Account Insights allow sales executives to stay informed about new
business developments.

20. +500 Points
WooHoo
Emelie completes a trail to prepare for her next meeting
Trailhead provides internal users a guided learning path through the key features of Salesforce using a set of
interactive, online tutorials. Lindsey reviews a trail that highlights the steps to closing a Service Cloud deal.

21. Preparation begins for a sales meeting with Robin
Emelie harnesses the power of Chatter to request help from her manager as
well as pose a question on the Service Cloud Value Chatter Page.

22. Emelie attends an onsite meeting with the NTO team
Quip gives sales teams a central place to collaborate, both internally and
externally. A mutual closed plan is shared with the customer.

23. Robin is invited to an executive dinner
With Pardot & Salesforce Engage, Emelie can access a library of marketing
approved templates to leverage for 1 to 1 communication with customers.
Robin Andersson from NTO
Less than a min ago
Email Click
Email Open
Event Invitation
Event Invitation
Less than a minute ago
2 minutes ago

24. 1:
Identify An Opportunity
2: Determine Problem & Impact 3: Validating Benefits and Value 4: Confirming Value with Power
5:
Negotiating
$$ & Mutual
Plan
6:
Finalizing
Closure
7:
Pending
8:
Closed
Robin requests a quote from Emelie for Service Cloud
Salesforce CPQ helps Lindsey to automate quotes, control pricing, and close
deals faster.

25. I would like to extend a huge thank you to @Lindsey Callahan for flawlessly
executing on the NTO opportunity.
Lindsey aligned all the correct resources and with help from our extending team
ran a deal cycle that involved extensive discoveries, onsite’s and an executive
dinner.
Special thank you to @Andre Vallet-Sandre for helping deliver the true value of
Service Cloud
fyi @Kimberly Richards @Andreas Newell
Execution
Like the mailman, you deliver!
Steeve Cayla to Lindsey Callahan
July 28, 2018 at 1:25PM
3 Comments - 12 ViewsLike Comment Share
“Amazing work everyone!”
–Brian Connelly
“Congrats Lindsey! So happy for
you!” – Andreas Newell
“Wow! What a win!” – Kimberly
Richards
Chatter is used to congratulate Lindsey on closing the deal!

26. Dashboard: Tracking and Priorities

27. “If its not in Salesforce then
it doesn’t exist”.
The Salesforce Mantra