Sales Leadership Series:Deep Customer Engagement

This Webinar will start at 11:00 AEST

Raoul Lake, Director, Commercial Sales, salesforce.comDiana Terry, Manager, Sales Engineer, salesforce.com

Chris Sencek, General Manager, Wilson Fabrics

Speakers

Raoul Lake

Director, Commercial

Sales

salesforce.com

Diana Terry

Manager, Sales Engineering

salesforce.com

Chris Sencek

General Manager

Wilson Fabrics

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Supercharging Your Pipeline and Sales Productivity

Safe Harbor

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Agenda

• Common Challenges to Supercharging Sales

• Live Demonstration

• Customer Interview• Chris Sencek – General Manager, Wilson Fabrics

• Brief Survey – Chance to win $50 Amazon Gift Cards

Market Leading Sales Application

Market Leadership Customer SuccessProduct Leadership

100,000+ CompaniesAcross Every Market

Magic Quadrant Leader

Groundswell Award

#1 SFA Market Share

Highest ROI

Technology of the Year

Winner – SFA 2012Winner – Enterprise Suite CRM

2012

Innovative Company

Missed Target

What’s Standing in Our Way?

LimitedInsights

No lead routing

Ineffective lead follow up

Poor data quality

No mobile access

Hard to find information &

experts

Time wasted researching

Inconsistent selling process

Limited coaching and feedback

Limited automation

No real-time visibility

Too many spreadsheets

Reports require IT support

Not Enough Pipeline

Not Enough Time Selling

Underperforming Reps

Today’s Systems Are Holding You Back

Manual Processes

Disconnected SystemsSpreadsheets

Connected Products

Connected PartnersConnected

Customers

Connected Employees

Become a Customer Company:Connect to Your Customers in a Whole New Way

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

CompleteInsight

+44%Improved forecast

accuracy

Increase Sales Productivity

+32%Higher

productivity

Grow Pipeline

+32%Improved lead

conversion

Improve Rep Performance

+25%Higher win

rate

World’s #1 Sales Application

Close more deals to grow your business

Demo

Sell as a Team with the Sales Cloud

Activity Dashboards – Drive Behavior

Management Dashboard

Customer - Wilson Fabrics

Chris Sencek

General Manager

Wilson Fabrics

• Australia’s largest soft furnishing wholesalers• Drapery, linings, blinds, curtains

• $30mil rev, 50 employees

Major Challenges

• Old style business with limited automation• Manual processes

• Knowledge locked in people’s heads

• Limited visibility• Interactions between customers and sales team

• Demand across product lines

• Connection with customer• Understanding needs

• Servicing customer issues

Approach to Implementation & Transformation

• Selected SFDC for CRM• Sales Force was #1 in the market

• System can be tailored and cloud based.

• Ease of implementation

• Bluewolf as implementation partner• Strategy workshop & POC

• Tailored for each customer segment

• Replaced manual record keeping

• Automated key processes, eg. claims

• Dashboards & reports

• Training & internal enablement

• Equipped sales team with iPads

Benefits

• Sales productivity• 30% more efficiency through our sales team

• Managing appointments

• Producing weekly sales reports

• Customer engagement• Understand client needs better

• Improved customer service & turnaround times

• Insights to run the business better• Transparency on what is going on in the market

• Collaboration on product ranges and customer needs

• Targeted marketing campaigns

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