The document outlines insights from the Miller Heiman 2010 sales best practice study presented at a Salesforce.com user group meeting. It emphasizes the importance of consistent and measurable sales methodologies in achieving top-line revenue growth and showcases the key differentiators of world-class sales organizations. It also highlights the alignment of sales and marketing, effective opportunity management, and the need for strong executive relationships to drive successful sales performance.

1. Salesforce.com ATL User Group Meeting July 27th 2010Stephen CadleyManaging Partner SalesXecution

2. Miller HeimanProven leader & Innovator in sales execution

3. We help businesses grow profitable sales

4. Common Methodology & Terminology

5. Our approach is common sense but not common practice

6. Consistent, Repeatable and Measureable Approach to SalesMiller Heiman 2010 Sales Best Practice StudyHighlights from the 2010 Global StudyWorld-Class Sales Organizations definedSelling activities that differentiate World-Class Sales Organizations

7. 2010: The Year of Top-Line Revenue GrowthKey to this earnings season: Improved sales, profitsUSA Today, January 11, 2010Improving sales are important. What it does is it makes profits a sustainable story, not just a short-term cyclical story.- Jim Paulsen, chief investment strategist at Wells Capital Management

8. Complex Sales Only1,5021,992Complex Sales OnlyAll ParticipantsMore High-Title Participation in 2010

9. What is World Class?High-level use of a wide range of sales best practices, which produces better results in 5 key sales performance metricsCriteria doesn’t favor industry or company size 4.6% qualified in 20107% of all 2009 respondents qualify as World-Class

10. The Miller Heiman Sales System®The Miller Heiman Sales System®

11. Linking the Elements to ResultsRevenue Growth

12. Creating OpportunitiesWe have a formalized value proposition that is compelling to our prospectsWe consistently utilize comprehensive prospecting plans90%76%33%19%World ClassOthersOthersWorld Class

13. Look Who’s Achieving the Better Close Rates!Less than 20%20% to 40%40% to 60%60% to 80%80% to 100%51%16%OthersWorld Class

14. Creating OpportunitiesSales and Marketing are aligned in what our customers want and need. 90%31%World ClassOthers

15. Managing OpportunitiesOur organization collaborates across departments to pursue large deals.We clearly understand our customers issues before we propose a solution91%91%46%46%World ClassOthersWorld ClassOthers

16. Managing & Learning from opportunitiesWhen we lose a significant sales opportunity, we always know the reason why.We have an established procedure to know when to stop investment in large deals77%57%28%17%World ClassOthersWorld ClassOthers

17. Managing Relationships / Key accountsOur salespeople are definitely effective at producing year-over-year revenue growth from existing customersWe jointly set long-term objectives with our strategic accounts83%79%28%22%World ClassOthersWorld ClassOthers

18. Managing relationships - Executive to ExecutiveWe have relationships and dialog at the highest executive levels with all our strategic accounts.We have a formal process for executive to executive selling77%84%32%19%World ClassOthersWorld ClassOthers