This document summarizes a presentation about Sales Cloud best practices and new features. It discusses five best practices for sales teams: prospecting, growing accounts, managing opportunities, closing deals, and analyzing results. It also highlights new features in Sales Cloud like collaborative forecasting, opportunity splits, mobile access, analytics dashboards, and over 50 new features in the last year. Customer case studies show improvements in key metrics like increased sales, higher conversion rates, and better productivity.

1. Sales Cloud Best Practices and New
Features
Megan Niedenthal, salesforce.com
Luc Baart, salesforce.com
Oliver Berger, Platinum Direct Finance

2. Safe Harbor
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materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results
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and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning
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statements.

3. Social Mobile Big Data Community
Apps Cloud Trust
Customer Revolution

4. Sell as a Team with the Sales Cloud
Connected
Customers
Connected
Products
Connected
Employees
Connected
Partners

5. Close more deals to grow your business
World’s #1 Sales Application

6. Grow Your Business Across Every Metric
+28%
Sales
+38%
+36%
+45%
+26%
Lead
Conversion
Sales
Productivity
Forecast
Accuracy
Win
Rate
Average Percentage Improvements Reported by Customers
Source: Salesforce.com Customer Relationship Survey conducted March 2013, by an independent
third-party, Confirmit Inc., on 5,200+ customers randomly selected. Response sizes per question vary.

7. How can I get these results?

8. Five Customer Best Practices
1
PROSPECT GROW MANAGE CLOSE ANALYSE
3 4 521

9. Five Customer Best Practices
2 3 4 15
GROW MANAGE CLOSE ANALYSEPROSPECT
1

10. Convert Prospects to Customers Faster
Score and route leads
Align and maximize lead generation
Track the entire pipeline from
lead to close
Optimize selling from lead to close
+38% Improved lead
conversion rate

11. Track Every Customer Interaction
Real-time customer updates
Insights from every touch-point
Collaboration in context
Sell more effectively with social
intelligence

12. Five Customer Best Practices
3 4 15
GROW MANAGE CLOSE ANALYSEPROSPECT
21

13. Sell as a Team to Increase Sales
Top 5 Ways To Use Chatter for Sales
1. Get answers fast
2. Gather competitive intelligence
3. Connect with experts
4. Collaborate with customers
5. Get real-time deal updates

14. Stay Connected to Your Channel and Drive Revenue
Drive business process across multiple
communities
Custom branding, workflow, analytics
Target communities at each point of need
Pixel-perfect branding
Introducing Salesforce
Communities for Sales

15. Luc Baart
salesforce.com
Principal Sales Engineer

16. Demonstration

17. Five Customer Best Practices
4 15
GROW MANAGE CLOSE ANALYSEPROSPECT
1 32

18. Drive Deals Anywhere with Mobile
Access all your sales information from anywhere, anytime
Runs on any device
Supports Salesforce and custom apps

19. Align Your Sales Team with Work.com
Shared goals and real-time coaching
Amply winning behaviors
Drive performance
Achieve consistent, outstanding
sales results
+50% Sales Productivity

20. Automate Sales Processes
Business process design with drag &
drop simplicity
Real-time approvals from Chatter
feeds
Automate price approvals, expenses
and more
Help your reps take the
right actions at the right time

21. Five Customer Best Practices
15
GROW MANAGE CLOSE ANALYSEPROSPECT
1 2 43

22. Turn More Opportunities into Closed Business
Introducing Opportunity Splits
Deal updates and collaboration in context
Customizable sales teams
Opportunity splits: revenue & overlays
Complete pipeline visibility
Connect with everything you need
to close deals faster
+26% Higher close rates

23. Forecast Every Deal Accurately as a Team
Real-time, automatic roll-ups
Quota attainment visibility
Collaboration with teams
Quantity Forecasts
+45% Improved forecast accuracy
Gain a complete, real-time view of
team forecasts

24. Oliver Berger
Platinum Direct Finance
Director of Technology

25. All About Platinum Direct Finance
Broker car finance for our customers. Creating and
managing relationships between consumers and
financiers.
• Consultants manage multiple relationships
• B2B & B2C
• Core values:
• Honesty
• Integrity
• Exceptional Customer Service

26. Key Challenges
• Consultants have to manage multiple complex relationships
simultaneously
• Need to be able to analyse our positions across multiple
metrics to meet constantly changing KPIs
• Have to be agile enough to react quickly based on the
analyses

27. Match Leads to the Right Consultant
• Consultants with certain strengths have access to certain
lead types
• Increased speed and efficiency to analyse & react to metrics
including:
• Profit
• Days to close a deal
• Customer satisfaction

28. Take the Right Action, at the Right Time
• Cross-reference depreciating car
value with the amortisation of a
loan
• Contact the customer at the perfect
time for a re-finance / new car
• Having workflows means you can:
“set and forget”

29. Quickly Get Insights to Make Strategic Decisions
• Financier may offer a bonus
based on increasing sales of
certain products, within a
certain window
• Reports and dashboards
help us to identify those
positions drive behavior

30. Our Results
Increase in revenue: 44.4%
Improved customer retention: 283%
Improved employee retention
Improved partner satisfaction & relationships

31. Five Customer Best Practices
1
GROW MANAGE CLOSE ANALYSEPROSPECT
1 2 3 4 5

32. Make Smarter Decisions with Real-Time Dashboards
Top 5 Tips For Tracking Performance
1. Follow gauges for top 3 metrics
2. Chatter charts to drive discussion
3. Track opportunity funnel
4. Use sales leaderboards
5. Track activity and inactivity

33. Gain the Insight to Increase Sales with Analytics
View any data from across your
business on any device
Instantly group and categorize deals
Identify opportunities to drive
sales higher
Model your business in Salesforce
and make smarter decisions

34. Over 50 New Features in the Sales Cloud
Spring
‘13
Summer
‘13
Winter
‘13
Touch
Shared Events
Collaborative Forecasts Analytics
Outlook side panel
Recurring events sync
Joined Reports on Dashboards
Customizable Sales Teams
Configurable Forecast List Views
Rep hovers on forecasts
Exportable joined reports
Leads from Radian6
Collaborative forecasts API
Chatter polls
Sunlight search
Geolocation
Push upgrades
Org-wide permission sets
Connected Apps
many more...
Touch Phone
Touch Offline
Mobile Tasks (Touch Phone)
Partner Communities GA
Opportunity Splits
Quantity Forecasting
Outlook Selective Sync
Analytics Folder Sharing
Custom Charting Pilot
Custom States & Countries
Analytics API Pilot
Idea Reputation
Custom Case Actions
Svc Manager Whispers
Facebook-to-Lead
Chatter Topics & Intelligence
Custom Onboarding & Achievements
D&B Custom DUNSRight
many more...
Touch dashboards & leads
Multiple Apps in Touch
Touch for iPhone (beta)
Forecasting Partner Opportunities
Quarterly Forecasting
Salesforce Outlook Side Panel (GA)
Workflow on Sales Teams
Chatter Tasks (Beta)
Canvas (GA)
State & Country
Picklists & Validation
VisualForce for Touch
Full Global D&B Data
D&B DUNSRight for Clean
Touch Service app
Cases on Touch
Social Insights
Social Coupon Management
Sunlight Search BETA

35. Grow Your Business Across Every Metric
+28%
Sales
+38%
+36%
+45%
+26%
Lead
Conversion
Sales
Productivity
Forecast
Accuracy
Win
Rate
Average Percentage Improvements Reported by Customers
Source: Salesforce.com Customer Relationship Survey conducted March 2013, by an independent
third-party, Confirmit Inc., on 5,200+ customers randomly selected. Response sizes per question vary.

36. Q & A

37. We love your feedback! Complete our
survey & you could win an iPad*
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39. With thanks to our sponsors
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SPONSORS
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