How Salesforce Uses Salesforce for Sales
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The document describes how Salesforce tools help an account executive, Emelie, manage opportunities from lead generation to closing deals. It shows how Emelie uses Salesforce to be notified of new opportunities, collaborate with her team, prepare for meetings, generate quotes, and close a deal with a customer, with the help of tools like Einstein, Trailhead, Chatter, Quip, and Sales Cloud. Upon closing a large deal, Emelie's manager congratulates her use of Chatter for successfully executing the opportunity with the full Salesforce platform.
How Salesforce Uses Salesforce for Sales
- 1. Salesforce on Salesforce: How I Run My Business
- 2. Salesforce Driving Hyper Growth comally@salesforce.com @conorom Conor O’Malley Regional Vice President Salesforce - Life of an Account Manager eszybanow@salesforce.com Emelie Szybanow Account Executive
- 3. The life of an AE Lead Generation & Conversion Pipeline generation and progression Events Calblitz Webinars Opportunity Management Increase win rates & avg dealsize Adopt best sales behaviour Project lead- Team selling Account Management White Space First point of contact 360 view Decision Making & Analytics Real-time KPIs Own your Territory managment Customer Success Added value Grow the account Renewal
- 4. The Customer Account Executive Aligned extended sales team for a successful customer experience Industry Development Sales Development Cloud Sales Business Value Services Renewals Management Strategy & Operations Customer For Life Sales Programs Solution Engineering Marketing
- 5. The AE is the only driver of the entire sales cycle From identifying the opportunity to closing the deal S8S7S6S5S4S3S2 AE Opp generation Opp progression Opp validation Opp closing 1. Fully accountable for the success of the deal 2. In charge of aligning all resources to help the customer 3. Deciding which stage the deal is S1
- 6. AI + operation rigor (stages) + visibility (SE can pro-actively ask to AE) Involve the right team at the right time AE Opp generation Opp progression Opp validation Opp closing SDR / BDR Solution Engineer Cloud Sales AE S8S7S6S5S4S3S2S1
- 10. Collaboration is smooth through account & opportunity teams Transparency + continuous communication → team alignment Full visibility of Deal Contributors Transparent collaboration
- 12. Let’s see the journey he experiences with the help of the Salesforce Platform Meet Robin Robin has just been announced as the new Chief Executive Officer for NTO Retail, an outdoor clothing company. Part of his vision is to transform NTO’s customer experience department.
- 13. Let’s see how she uses Salesforce to provide customers a pleasant evaluation! Meet Emelie Emelie is an Account Executive that just celebrated her 4th year Salesforce anniversary! In her spare time, she is passionate about using her volunteer time off to help youth get exposed to the tech industry.
- 14. Emelie cares about real time insights
- 15. Robin Andersson CEO randersson@nto.com 646-455-8525 NTO Company Robin checks out the Salesforce website A Salesforce landing page allows him to easily sign up for an e-book. With Salesforce Marketing, we can capture all relevant customer information.
- 16. Robin appears on the “Hot Leads” List Due to Robin’s recent activity he is placed back into the top of the list. We can see how his score has increased after attending Dreamforce. This time when he is ready with one click we can convert him. Filled in initial information Browsed Treatwell website Clicked on Facebook ad Address not filled Email is valid Attended Dreamforce Browsed Salesforce WebsiteFilled in initial information Browsed Treatwell website Clicked on Facebook ad Address not filled Email is valid 6589 Downloaded Whitepaper
- 17. Robin Andersson mobile Decline Accept Remind Me Message A BDR successfully schedules a sales call with Robin Salesforce Inbox’s Team Scheduling reduces double booking and rescheduling, allowing your reps to connect with customers faster.
- 18. 1: Identify An Opportunity 2: Determine Problem & Impact 3: Validating Benefits and Value 4: Confirming Value with Power 5: Negotiating $$ & Mutual Plan 6: Finalizing Closure 7: Pending 8: Closed Salesforce A new opportunity has been assigned to you! Slide for more 4m ago A new opportunity is created Salesforce opportunity management allows Emelie to manage her prospects from lead to close. Sales Path provides guidance at every stage.
- 19. Emelie is alerted that Robin’s company is expanding Einstein Account Insights allow sales executives to stay informed about new business developments.
- 20. +500 Points WooHoo Emelie completes a trail to prepare for her next meeting Trailhead provides internal users a guided learning path through the key features of Salesforce using a set of interactive, online tutorials. Lindsey reviews a trail that highlights the steps to closing a Service Cloud deal.
- 21. Preparation begins for a sales meeting with Robin Emelie harnesses the power of Chatter to request help from her manager as well as pose a question on the Service Cloud Value Chatter Page.
- 22. Emelie attends an onsite meeting with the NTO team Quip gives sales teams a central place to collaborate, both internally and externally. A mutual closed plan is shared with the customer.
- 23. Robin is invited to an executive dinner With Pardot & Salesforce Engage, Emelie can access a library of marketing approved templates to leverage for 1 to 1 communication with customers. Robin Andersson from NTO Less than a min ago Email Click Email Open Event Invitation Event Invitation Less than a minute ago 2 minutes ago
- 24. 1: Identify An Opportunity 2: Determine Problem & Impact 3: Validating Benefits and Value 4: Confirming Value with Power 5: Negotiating $$ & Mutual Plan 6: Finalizing Closure 7: Pending 8: Closed Robin requests a quote from Emelie for Service Cloud Salesforce CPQ helps Lindsey to automate quotes, control pricing, and close deals faster.
- 25. I would like to extend a huge thank you to @Lindsey Callahan for flawlessly executing on the NTO opportunity. Lindsey aligned all the correct resources and with help from our extending team ran a deal cycle that involved extensive discoveries, onsite’s and an executive dinner. Special thank you to @Andre Vallet-Sandre for helping deliver the true value of Service Cloud fyi @Kimberly Richards @Andreas Newell Execution Like the mailman, you deliver! Steeve Cayla to Lindsey Callahan July 28, 2018 at 1:25PM 3 Comments - 12 ViewsLike Comment Share “Amazing work everyone!” –Brian Connelly “Congrats Lindsey! So happy for you!” – Andreas Newell “Wow! What a win!” – Kimberly Richards Chatter is used to congratulate Lindsey on closing the deal!
- 26. Dashboard: Tracking and Priorities
- 27. “If its not in Salesforce then it doesn’t exist”. The Salesforce Mantra