The document discusses the advantages of the Lightning Dialer and Click-to-Dial features in Salesforce for improving sales productivity. It highlights the challenges faced by sales reps in a digital environment and the need for tools that optimize real-time communication and data management. The Lightning Dialer is positioned as a solution that addresses these challenges, facilitating faster connections with prospects and enhancing overall sales engagement.

1. The Power of Lightning
Dialer and Click-to-Dial in
Salesforce
​Andy Kung
​Director, Sales Cloud Product Management

3. Forward-Looking Statements

4. Connect Faster Using Lightning Dialer
Connect to Customers Instantly
Inbound and outbound one-click dial
Enter Call Notes in Pop Up
Easy automated reminder in a high velocity
environment
Automatically Log Calls
Track call activity in timeline

5. What are we trying to solve?

6. Traditional Sales
Channels
Digital Sales Channels
have Millions of
Signals
Yesterday’s Sales Rep
Sales Engagement Has Moved From
Traditional to Digital Channels
Sales Rep of the Future
Less Facetime
6X

7. How to get prospects on the phone?
How do I make the conversation more engaging?
Who do I call next, and when?
How to manage all these digital channels?
How to make sense of all these data?
Sales Reps Face New Challenges

8. Real-time data signals
Capture
Natural Language Processing
Deep & Machine Learning
Predictive Analytics
Learn
to your customers in a
whole new way
Connect
Salesforce
IoT
Email
Social
Calendar

9. ``
Service tasks
16%
Reps Spend Too Much Time Not Selling
In an average week, sales reps
spend just 26% of their time
driving sales forward.
Training
4%
Traveling
7%
Connecting with clients
or prospects virtually
12%
Administrative tasks
24%
Internal company meetings
6%
Down time
7%
Connecting with clients or
prospects in person
24%
On average, sales reps spend 4-8
hours a week on manual data
entry.

10. Building Lightning Dialer

11. Deal Closer
​Prep for sales calls and meetings
​Demo solutions
​Prep quotes, contracts, proposals
​Close deals
Activities, activities, activities…
Pain Points
Activities not captured with the right
information at the right time
Difficult to find customer information
Managing follow ups

12. Pipeline Builder
Every click counts
​Find new leads and determine fit
​Qualify and nurture leads
Pain Points
Time wasted in dialing and looking up
customer information
Time wasted in determining who to call next
Managing multiple workspaces in high
volume, fast-paced environment
Activities not captured with the right
information at the right time

13. Let’s Build a Product!
Integrated Calling Sales Productivity Intelligence

14. Finding the Right Technology
Trust
Scalability
Strong API Support
Innovation

15. Evolution of Lightning Dialer
Sales Console
Call List
Voicemail drop
Local Presence (pilot)
Click-to-call
Take notes on the call
Auto-log call activity
Personal number
Inbound popup
Reporting
Call history
Missed call notification
Call forwarding
Personal voicemail
MVP
Fill the gaps
High Velocity
Coaching
Recording
Mobile
More…
Future

16. Open CTI Partners
​Inbound Call Centers for Sales and Service
IVR
Toll-free numbers
Call transferring
SMS
Integration with phone system

17. DEMO!

18. ``
The next generation of sales, powered by Einstein
Einstein Lead Scoring
Prioritize the best leads first.
Einstein Activity Capture
Automatically log activities so reps spend more time selling.
Lightning Sales Console
Accelerate productivity with a personalized workspace.
Lightning Dialer
Click to call with an automated dialer.
Salesforce Engage
Connect with the best leads at the right moment.
Salesforce AppExchange
Vibrant ecosystem of apps and partners.
Einstein High Velocity Sales Cloud

19. `
Learn more about Einstein High Velocity Sales Cloud
Learn more at
http://bit.ly/LDialer
Take the Sales Productivity Trail
Trailhead.salesforce.com