more time selling means more sales

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Mark Woollen VP, Sales Cloud Product Marketing More Time Selling Means More Sales

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Page 1: More Time Selling Means More Sales

Mark Woollen VP, Sales Cloud Product Marketing

More Time Selling Means More Sales

Page 2: More Time Selling Means More Sales

Safe Harbor Safe harbor statement under the Private Securities Litigation Reform Act of 1995:

This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of 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.

The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed and any possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site.

Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.

Page 3: More Time Selling Means More Sales

World’s #1 Sales Application

Close more deals to grow your business

Page 4: More Time Selling Means More Sales

Market Leader

Market Leadership Customer Success Product Leadership

100,000+ Companies Across Every Market

Magic Quadrant Leader

Groundswell Award

#1 SFA Market Share

Highest ROI Technology of the Year

Winner – Sales Force Automation 2012 Winner – Enterprise Suite CRM 2012

Innovative Company

Page 5: More Time Selling Means More Sales

Missed Target

Many Companies Struggle to Make Sales Targets

Limited Insights

No lead routing

Poor data quality

No social insights

Poor pipeline visibility

No mobile access

Hard to find Information &

experts

Time wasted on emails & approvals

Hard to collaborate on deals

Inconsistent selling process

No team selling

Limited automation

Slow ramp-up

Lack of reporting flexibility

No real-time visibility

Too many spreadsheets

No automated forecasting

Not Enough Pipeline

Not Enough Time Selling

Underperforming Reps

Page 6: More Time Selling Means More Sales

Today’s Systems are Holding You Back

Cloud . Mobile . Social

Manual Processes

Disconnected Systems Spreadsheets

Page 7: More Time Selling Means More Sales

Grow Your Revenue in the Sales Cloud

Source: Salesforce.com Customer Relationship Survey conducted March, 2012, by an independent third-party, MarketTools Inc., on 5,500+ customers randomly selected.

+27% Sales

Cloud . Mobile . Social

Complete Insight

+44% Improved forecast

accuracy

Increase Sales Productivity

32% Higher

productivity

Grow Pipeline

+32%

Improved lead conversion

Improve Rep Performance

+29% Higher win

rate

Page 8: More Time Selling Means More Sales

Demonstration

Page 9: More Time Selling Means More Sales

Four Customer Best Practices

Prospect Sell Analyze Extend

1 2 3 4

Page 10: More Time Selling Means More Sales

Better Leads with Data.com

Improve the quality of leads and data

One click to data and leads

Clean your existing CRM data

Connect to customers faster

+27% Data Quality

Page 11: More Time Selling Means More Sales

Track Every Customer Interaction

Real-time customer updates

Insights from every touch-point

Collaboration in context

Sell more effectively with social intelligence

Page 12: More Time Selling Means More Sales

CareerBuilder Powers Productivity with Data

Improved Productivity with Clean Data

Reps Connect to More Prospects in each Account

Make cold calls warm with social profiles

1000 Reps Prospect with Data.com in Sales Cloud

Our sales reps save hours each week with Data.com.

Lindsey Nelson VP Sales Operations

Page 13: More Time Selling Means More Sales

Four Customer Best Practices

Prospect Sell Analyze Extend

1 2 3 4

Page 14: More Time Selling Means More Sales

Connect Reps to Experts, Insights, and Customers with Chatter

Instant communication with experts

Collaboration on proposals, dashboards, and more

Private deal rooms with customers and partners

Improve sales productivity and effectiveness

+34% Employee productivity

Page 15: More Time Selling Means More Sales

NBC Sells Across 20+ Connected Properties

400% increase in pipeline

+$42M sales from cross-selling

81% shorter marketing cycle times

300% ROI

Eric Johnson VP, Commercial Excellence

Page 16: More Time Selling Means More Sales

456 Million Tablets at Work

782 Million Smartphones at Work

Sources: “Gartner Forecast Media Tablets by OS WW 2010 to 2016,” “Gartner Forecast Mobile Devices, Worldwide 2009 to 2016,” “Forrester Info Workers Using Mobile And Personal Devices For Work

2009 2010 2011 2012E 2013E 2014E 2015E 2016E

Mobile is the New Normal for Sales

Page 17: More Time Selling Means More Sales

Sell Anywhere on Any Device with Salesforce Touch

Access all your data instantly

HTML5 and native apps

Any device

Supports Salesforce and custom apps

+29% Improved productivity

with mobile

Page 18: More Time Selling Means More Sales

HD Supply Boosts Selling Time 20% With Mobile

100% adoption using Sales Cloud on BlackBerry

Increased selling time 20%

Added new territory scheduler and activity management tool

Outperforming the competition by 7-10%

“Net Promoter Score” at all-time high of 72%

Page 19: More Time Selling Means More Sales

Four Customer Best Practices

Prospect Sell Analyze Extend

1 2 3 4

Page 20: More Time Selling Means More Sales

Real-time, automatic roll-ups

Quota attainment visibility

Collaboration with teams

Forecast Accurately as a Team

+44% Improved forecast

accuracy

Gain a complete, real-time view of team forecasts

Page 21: More Time Selling Means More Sales

First Saves 160 Hours a Month Forecasting

POS Equipment

Credit & Debit

Networks

Merchants

Mobile Network

Technology Providers

Consumers

VAR’s

Financial Institutions

Save 160 hours monthly

Deployed to 100 sales people

4 weeks to deploy

A single app for sales

Finally, no more Excel workbooks.

Page 22: More Time Selling Means More Sales

User-built dashboards

Drill-down into data

Access insights anywhere

Drive Sales Performance with Real-Time Dashboards

Get a complete picture of your business at a glance

Page 23: More Time Selling Means More Sales

Dr Pepper Snapple Group Gains Critical Sales Insights

300 sales reps track 10,000+ accounts across the Fountain Sales and Bottles & Cans divisions

Hundreds of dashboards track key KPIs like sales call volume

Scheduled email dashboards alert teams and drive accountability

56% annual ROI from greater visibility and productivity

Page 24: More Time Selling Means More Sales

Four Customer Best Practices

Prospect Sell Analyze Extend

1 2 3 4

Page 25: More Time Selling Means More Sales

Flexibility for Your Growing Business

Integrate with back-office applications

Extend Salesforce for your needs

Automate sales processes and workflows

Innovate with enterprise security, reliability and scale

ERP Any System

56 billion+ Transactions per quarter

Page 26: More Time Selling Means More Sales

Fireclay Tile Quadruples Leads

400% increase in leads

15% increase in sales

85% reduction in administration costs

Integration with Website, Vertical Response, Quickbooks, Order Mgmt, & Production System

Tailored Salesforce to run every piece of their process 28-person Ceramic and

Glass Tile Manufacturer

Page 27: More Time Selling Means More Sales

Santander Boosts Productivity with Platform

Built custom app to track loans

1 hour saved per day per rep

90% data accuracy up from 50%

2 hour loan follow up down from 24hr

Page 28: More Time Selling Means More Sales

Grow Your Business Along Every Major Metric

Source: Salesforce.com Customer Relationship Survey conducted March, 2012, by an independent third-party, MarketTools Inc., on 5,500+ customers randomly selected. Response sizes per question vary.

Average Percentage Improvements Reported by Customers

+27% Sales

Page 29: More Time Selling Means More Sales

Thank you!