Andrew Garner

Sales Cloud: Best Practices to Go from Good to Great

@andrewgarner11 andrew.garner@salesforce.com

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Forward-Looking Statement

IoTIoT

Connect with your customers in a whole new way

Run your business from your phone

Build 1 to 1 customer journeys

Get smarter about your customers

Become a Customer Company

The World’s #1 Sales Application

Sell Faster

Sell Smarter

Sell The Way You Want

The Salesforce AdvantageRun your sales on the platform that is always getting better

Multi-tenant Cloud Model

Fast App Customization

Scalable, Meta-data Driven Platform

Trusted Cloud Platform

A Leader in the Gartner Magic Quadrant for SFA

Years in a row9

Magic Quadrant for Sales Force Automation

July, 2015; Analyst(s): Rob DeSisto, Tad Travis

This graphic was published by Gartner, Inc. as part of a larger research document and should be evaluated in the context of the entire document.Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings. Gartner research publications consist of the opinions of Gartner's research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.

150,000+ Customers

Bugatti Video

Sales Cloud Customers Realizing Explosive Growth

Source: Salesforce Customer Relationship Survey conducted March 2015 - May 2015, by an independent third-party, Confirmit Inc., on 4,600+ customers randomly selected.  Response sizes per question vary.

Average Percentage Improvements Reported by Salesforce Customers

+ 37%

Win Rate+ 43%

Lead Conversion

+ 44%

Sales Productivity

+ 48%

Forecast Accuracy

Increase in Revenue

+ 37%

4 Best Practices to Sell in a Whole New Way

Carrie Mantione

Build Better Pipeline

Accelerate Productivity

Make Insightful Decisions

Drive Adoption Through Customization

Market to top prospects using micro campaigns

Identify the best leads faster with lead scoring

Accurately attribute each lead to campaigns

Drive more qualified leads with segmenting and personalized content

Powered by

Empower Reps with their Own Marketing MachineFocus sales on your most important leads with Salesforce Engage

Rishi MaldeMarketing Automation Specialist

A Brief History of Pardot

2007 2012 2013 2015

2012: Pardot acquired by ExactTarget for approx $100M

Employees: 125 Annual Run Rate: $15M Offices:ATL, LON

2013: ExactTarget Acquired by Salesforce for approx $2.5BN

Employees: 170 Annual Run Rate: $24M Offices:ATL, LON, SYD

Employees: 4 Annual Run Rate: $15k Offices: ATL

2007: Pardot = “to sell” (in Latvian)

Employees: 450+ Annual Run Rate: $100M+ Offices:ATL, CHI, NYC, TOR, SF, LON, DUB, FRA, JPN, AUS

2015: Most widely used marketing automation solution by Salesforce customers

The Buyer Journey Paradigm

The Marketing Playbook is Being Rewritten

Marketing Sales

Today, Buyers Forge Their Own Paths

Marketing

Sales

Marketing

Sales

…But Are Those Paths Ending in Purchase?Almost half of marketers and sales reps are struggling to stay relevant

of marketers are struggling to personalize customer

interactions

of sales reps feel they do not have the right information before making a sales call

48% 42%

Source: Forrester Research, Lattice Engines/CSO Insights

How Can Marketers Work with Sales to Better Connect With Buyers?

Pardot Marketing Automation by SalesforceDrive sales with intelligent, adaptive marketing

Fill sales pipeline with high quality leads

Target the best leads with your most relevant offers

Bring sales & marketing together onto one platform

Boost close rates and increase marketing ROI

+

Salesforce EngageEmpowering sales reps with real-time, mobile marketing tools

Real-time alerts when prospect engages

Complete activity history for relevant conversations

Stay top of mind with marketing-curated campaigns

Engage from anywhere

Connect Sales and Marketing Throughout the Buying Cycle

Generate more quality leads

Convert more leads to customers

Measure impact and ROI

Focus on the right leads

+38%

in prospect engagement

+37%

in campaign effectiveness

+34% in marketing

ROI

+34%

in sales revenue

Source: Salesforce Pardot Customer Relationship Survey conducted February 2015 – March 2015 on 460+ customers randomly selected

Customers Who Use Pardot Grow FasterPardot customers of all sizes see results at every stage of the sales funnel

Why Pardot?

Backed by the power of Salesforce

We never compromise on ease of use

Your success is our success

Prioritize accounts that look like your top wins

Find whitespace in your accounts

Stay smart about your customers’ business

Help Sales Understand Their Customers BetterGet insights to build pipeline faster with Data.com Prospector

Powered by

Drive Key Actions to Move Pipeline Forward Establish a culture of accountability with dashboards

“Clean Your Room” Dashboard Activity Management Dashboard

Krishna Bhagavan Yelp

Build Better Pipeline

Accelerate Productivity

Make Insightful Decisions

Drive Adoption Through Customization

4 Best Practices to Sell in a Whole New Way

Sell Faster from Anywhere with Salesforce Mobile AppsSell from anywhere, on any device

Run your business from any device

Download Today

Apps to help every sales rep sell smarter

eloise@cloud.ie

Remind meif I don’t hear back by Thursday, May 28, 2015 at 6:08 PM PDT

Send lateron Thursday, May 28, 2015 at 2:08 PM PDT

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InboxNow

Available Offline!

Focus Reps on their Most Important Actions

Track performance against target

Get relevant and timely insights on top accounts

Focus on what’s most important each day

Help reps prioritize with Sales Cloud Home

Make Every Rep a Top PerformerGive deal guidance at every stage with Sales Path

Design Custom Sales Processes by Opportunity Stage

Embed Sales Best Practices with in-line Guidance

Deliver Intelligent Content at the Right Time

Build a Richer Customer Profile

Organize your thoughts in your CRM app

Never lose a detail with autosave

Relate a single note to an account, contact, or opportunity

Take notes in context, attach to any object

Connect to Core Productivity Apps

+

Drive productivity with Office365 integrations

Manage your inbox with Salesforce App for Outlook

Sync calendar, contacts, and tasks

Create records directly from Outlook

Create and deliver accurate sales quotes fast

Generate branded proposals and contracts

Manage revenue and subscription billing with a streamlined experience

Powered by

Close Faster with Next-Gen CPQ and Billing AppsEasily manage the entire closing process with SteelBrick

DemoNeil Green

Anthony Vitalone

4 Best Practices to Sell in a Whole New Way

Build Better Pipeline

Accelerate Productivity

Make Insightful Decisions

Drive Adoption Through Customization

Newly designed desktop and intelligent tools to supercharge agent productivity

Understand trends and take action on any device

Discover performance drivers to enable successful coaching

Access dashboards pre-populated with Sales Cloud data

Make Analytics Accessible for EveryoneUse Sales Wave to Give a Better View of Your Business

Powered by

Focus on Your Biggest DealsShow exactly where deals stand with the Opportunity Kanban

Create custom pipeline views

Use smart alerts to take action on deals that need your attention

Move deals between stages to maintain a up-to-date pipeline

4 Best Practices to Sell in a Whole New Way

Natalie Kwong

Build Better Pipeline

Accelerate Productivity

Make Insightful Decisions

Drive Adoption Through Customization

Drive Adoption with Features that Speak to Your BusinessUse the Salesforce Platform to Customize Your Sales Cloud Experience

Customize Your Pages

Lightning Components

Customize Your Apps

Sales Console

Customize Your Roles

Lightning App Builder

Automate Processes to Sell FasterSave time with Custom Publisher Actions

Extend Sales Cloud with Pre-Integrated AppsFind over 2,950 apps to automate sales from lead to cash

2,950+ cloud & mobile apps

Solutions for every business requirement

Fast and simple access

Contracts ∙ Incentive Compensation ∙ Quotes ∙ Orders ∙ Territory Management ∙ Partner Management ∙ Sales

Intelligence ∙ Electronic Signature ∙ Sales Performance

4 Best Practices to Sell in a Whole New Way

Carrie Mantione

Build Better Pipeline

Accelerate Productivity

Make Insightful Decisions

Drive Adoption Through Customization

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