Sales Cloud Best Practices and New

Features

Megan Niedenthal, salesforce.com

Luc Baart, salesforce.com

Oliver Berger, Platinum Direct Finance

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Social Mobile Big Data Community

Apps Cloud Trust

Customer Revolution

Sell as a Team with the Sales Cloud

Connected Customers

Connected Products

Connected Employees

Connected Partners

Close more deals to grow your business

World’s #1 Sales Application

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.

How can I get these results?

Five Customer Best Practices

1

PROSPECT GROW MANAGE CLOSE ANALYSE

3 4 5 2 1

Five Customer Best Practices

2 3 4 1 5

GROW MANAGE CLOSE ANALYSE

PROSPECT

1

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

Track Every Customer Interaction

Real-time customer updates

Insights from every touch-point

Collaboration in context

Sell more effectively with social

intelligence

Five Customer Best Practices

3 4 1 5

GROW MANAGE CLOSE ANALYSE PROSPECT

2

1

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

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

Luc Baart salesforce.com

Principal Sales Engineer

Demonstration

Five Customer Best Practices

4 1 5

GROW MANAGE CLOSE ANALYSE PROSPECT

1

3

2

Drive Deals Anywhere with Mobile

Access all your sales information from anywhere, anytime

Runs on any device

Supports Salesforce and custom apps

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

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

Five Customer Best Practices

1 5

GROW MANAGE CLOSE ANALYSE PROSPECT

1

2

4

3

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

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

Oliver Berger Platinum Direct Finance

Director of Technology

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

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

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

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”

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

Our Results

Increase in revenue: 44.4%

Improved customer retention: 283%

Improved employee retention

Improved partner satisfaction & relationships

Five Customer Best Practices

1

GROW MANAGE CLOSE ANALYSE PROSPECT

1

2

3

4

5

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

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

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

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.

Q & A

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