This document discusses five trends shaping the future of sales: 1) Unifying sales and marketing on a single platform to share goals, data, and processes; 2) The rise of artificial intelligence to increase productivity and effectiveness of sales reps; 3) The growth of digital and virtual selling to meet changing customer expectations; 4) Leveraging partners to reach new customers and revenue channels; and 5) Adopting recurring revenue and usage-based pricing models to better align with modern business models. The document promotes Salesforce products and solutions that can help organizations address these trends, such as Einstein, Sales Cloud, Pardot, and Salesforce CPQ.

2. Salesforce for Sales
Unleash the full potential of synergy
between Sales and Marketing
Breakout Session - Block 2

3. Casper Laurent | Solution Engineer
Five Trends Shaping
the Future of Sales
Sales Cloud

4. Forward-Looking Statements
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any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-
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product or service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of
management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments
and customer contracts or use of our services.
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motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-
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5. thank y u

6. Salesforce. #1 in Sales
Worldwide sales applications 2017 market share by IDC
13.3%
12.8%
4.1%
8.1%
35.2%
2013 2014 2015 2016 2017
Source: IDC Worldwide Semiannual Software Tracker, April 2018.

7. There’s Never Been a Better Time to Be in Sales
Then

8. Customer
Success
Platform

9. Collaboration
New Revenue Channels
Intelligence
Digital Selling
Five Trends That Are Shaping Sales
Unify Sales & Marketing
The Rise of AI
Virtual Selling Soars
Power Your Partners Recurring Revenue
Usage Based Pricing

10. Collaboration
Most companies have separate processes, tools & data within Sales & Marketing
Marketing Sales
Source: 2018 State of Sales Report
88%
Sales & Marketing
share common goals
of reps agree

11. One Login,
All Access
B2B Marketing
Analytics
Lightning
Navigation
A Single Platform Experience for Marketing and Sales Teams
NEW
Pardot in Lightning
Rochelle
Truong
Lyft Business

12. The Rise of AI
“By 2020 54% of Sales
Leaders expect to use AI.”
“76% of teams using AI
have increased sales rep
staff since 2015.”
“AI will increase rep
productivity and
effectiveness.”
“AI adoption is set to
skyrocket by 155%
over next two years.”
Source: 2018 State of Sales Report
AI will require more Sales head count, not less

13. Sell Faster from Anywhere with Sales Cloud Einstein
Increase mobile productivity with the World’s Smartest CRM
Einstein Email Insights
Prioritize your inbox, highlight urgent
customer interactions, and take action, fast
Recommended Connections
Maximize existing relationships, get smart
introductions, and increase conversion rates
Insights for Sales Leaders
Visibility into forecasting and analytics,
whitespacing and pipeline.
Einstein Email Insights: GA Now
Recommended Connections: GA Now
Einstein Voice Assistant: 2019 2H

14. Digital Selling
“Buyers are digital
first.”
“Inside Sales roles have
increased by 7% since
2015.”
“Improve rep
specialization & lower
costs.”
“60% of reps report an
increase in virtual
meetings.”
Source: 2018 State of Sales Report
Inside Sales teams growing rapidly due to changing customers expectations

15. Introducing
High Velocity Sales
Increase efficiency for inside sales teams with the #1 Sales Platform
Prioritize who best to call
Einstein Lead Scoring
Optimize prospecting
Sales Cadences and Work Queues
Reach customers faster
Lightning Dialer
High Velocity Sales: GA Spring 2019
Lightning Dialer: GA Now

16. New Revenue Channels
Unlock the power of your Partners to reach new sales heights
Source: [Source info goes here]
of the world’s
commerce is sold
via channel
80%
Easy to onboard,
market, analyze &
sell.
72%
reps say partners
are critical to
overall success

17. Extend CRM to partners with beautifully branded and personalized portals
Sales Cloud PRM Simplifies Channel Selling
GA: Now
Extend marketing campaigns
Distributed Marketing
Go-to-market faster
Digital Experience Platform
Automate simple reorders
B2B Commerce

18. Recurring Revenue
Challenges
Disconnect between sales & finance
Multiple quoting systems
Complicated renewals that frustrate customers
Lack of insight into customer challenges
Overly manual process for upset & renewals
Difficult to align quoting and billing systems
Usage based pricing and billing to better align with modern technology
Sales
Finance

19. Introducing
Salesforce Billing
Manage the entire customer lifecycle on the #1 Sales Platform
Automatic contract renewals
Evergreen Subscriptions
Usage-based pricing
Flexible Invoicing
Unified customer, order and
payment data
Salesforce CPQ
GA: Now

20. Salesforce for Sales
Sales Intelligence | Sales Cloud Einstein
B2B Marketing Automation | Pardot
Channel Management | PRM
Sales Automation | Sales Cloud
Configure, Price, Quote, Bill | CPQ & Billing
Inside Sales | High Velocity Sales
Sales Enablement | myTrailhead
Melanie Kalia
Product Manager
Equinox
Built on the World’s #1 CRM
28%
*
greater revenue
Sales

21. Ulrik Quitzau
Denis Hoogweg
LIVE DEMO