Slides from Salesforce BDM Days

1. Salesforce Sales Cloud
Transform Sales from Lead To Cash
zkhan@salesforce.com
Zak Khan
Director Sales & Service Cloud
APAC Regional Lead

3. Common Sales Challenges
Manual Processes
No lead routing or
opportunity
management
Lack of automation
Poor data quality
Lack of Visibility
Lack of pipeline
visibility
Inability to forecast
No single view of
customer
Inflexible Systems
Hard to access
information on-the-go
Disconnected systems
Difficult to customize
Average Sales Rep spends 68% of their time NOT selling

4. Salesforce for Sales
Create Advocates
Close Deals
Grow Pipeline
Marketing
Automation
Lead & Opportunity
Management
Mobile Sales
Forecasting Quote-to-Cash
Custom Sales Apps
Sales Analytics &
Predictive Intelligence
Cross-sell &
Up-sell
Sales Data
Collaboration & Partner
Management
Transform sales from lead to cash
150,000 customers around the globe

5. 86%
of buyers will pay
more for a better
customer experience
Customer Experience is the New Battlefield
Timely, knowledgable, and helpful support
Knowledgable and personal sales reps
Fast turnaround on quotes, contracts, and approvals
Relevant marketing emails

6. Sell Faster
with Lightning
Sell Smarter
with Einstein
Transform Sales from Lead to Cash
Sell the Way You Want
with the Salesforce Platform

7. Transform Sales from Lead to Cash
Sell Smarter
with Einstein

8. Transform Sales from Lead to Cash
Sell Smarter
with Einstein
Video

9. Manage Your Leads Faster with All the Right Information
• Track selling from lead to close
• Prioritize and route leads with
business rules
• Know at a glance where your best
leads come from
• Get insights with social intelligence
+37%
Higher Win Rates

10. Win More Opportunities with Sales Cloud
• Update and share opportunity
details as a team
• Guide reps through sales stages
with Sales Path
• “What did I do last and what do I
need to do next”
• View complete pipeline through an
interactive Opportunity process
+43%
Improved lead
conversion rate

11. Opportunity Pipeline Board
• 30,000 foot view of the pipeline
• Deals summarized by sales
stage
• Intelligent alerts
• Create task and move the deal
for right from this screen
• See every deal summarized by
sales stage

12. Machine Learning • Deep Learning • Predictive Analytics • NLP • Smart Data Discovery
Sales intelligence from lead to cash
Sales Gets Smarter
with Einstein
Discover
Lead, opportunity,
and activity insights
Predict
Predictive lead scoring
and smart lists
Recommend
Recommended follow-
ups and next steps
Automate
Automated activity
capture

13. Get Smart About Your Best Leads and Opportunities
lead conversion
+
43%
Prioritize the best leads
with intelligent scoring
Discover buying signals and get
recommended next best actions
Predictive Lead Scoring Opportunity Insights

14. Sell Smarter with Real-Time Dashboards
lead conversion
+
43%
• Get a complete picture of your
business with customizable,
interactive visualizations
• View any data from across your
business on any device
• Instantly group and categorize
deals
• Identify opportunities to drive
higher sales

15. See important metrics in one place and
take immediate action
Advanced analytics to align with marketing
and improve campaign ROI
Wave for Sales Wave for B2B Marketing
Make Decisions Faster with Actionable Analytics

16. Eliminate manual data entry
Automatically log every email and event
Turn activity into insight
Suggested tasks and metrics for coaching
Increase sales collaboration
Activity sharing for visibility across your team
Sell smarter from anywhere
Mobile and desktop apps
Sell Smarter with Salesforce Inbox
Relationship intelligence powered by Einstein
more time selling
+
25%
FPO

17. Transform Sales from Lead to Cash
Sell Faster
with Lightning

18. Two Thirds
of sales reps' time
is spent not selling
Research
leads
Build report
Switch
systems
Update info
Sync
calendar
Log emails
Reps Face Obstacles on the Path to Productivity

19. Lightning Takes Sales Productivity to New Heights
200+ New Features
Kanban
Lightning Voice
Global Actions
Docked Composer
Calendar All
Path

20. Empower reps with marketing automation
Salesforce Engage
prospect engagement
+
38%
Focus only on the hottest leads
Automate lead score & lead pass from marketing
Reach out to prospects first
Get real-time alerts when leads show interest
Personalize every interaction
See engagement history for every lead & contact
Know which emails work best
Track and report on email engagement

21. Run Your Business From Your Phone
Mobile apps for every sales user
monthly active users
1.5M
Inbox
Wave
Quip
Admin
Marketing
Partner Apps
Desk
Salesforce1
Custom Apps

22. Transform Sales from Lead to Cash
Sell the Way You Want
with the Salesforce Platform

23. Build the Best Sales Experience with Lightning
Build faster with Lightning App Builder
Component-based, drag-and-drop framework
for any device
Automate your sales process
Visual workflow and approvals to close deals faster
Empower every user with 1,000+
Lightning Components
Salesforce and partner components for every use case
Create sales apps people love with clicks, not code

24. Next-generation CPQ
Salesforce Quote-to-Cash
Close faster with Lightning
Configure products, pricing and quotes to maximize
cross-sell opportunities
Sell smarter at every stage
Automate add-on orders, contracts and renewals
Close from anywhere
Easily process invoices and orders from any device
Any sales process, one experience
Customize quote-to-cash for how you sell
quote-to-order
conversion
+
29%

25. 3,000 AppExchange Apps to Drive Productivity

26. A Leader in the Gartner Magic Quadrant for SFA
Magic Quadrant for Sales Force
Automation
July 2015
Analyst(s): Rob DeSisto, Tad Travis
9Years
in a row

27. Allianz Dramatically Improves Rep PerformanceGlobal Collaboration to share best practices on financial trends
Integrated disparate systems and processes
350 brokers in Sales Cloud
17%
Higher Close Rates

28. "I want one system able to support the sales process all the way through.
Salesforce is mobile friendly – it’s the perfect tool."
Tony Blamey,
Chief Commercial Officer

29. "I want one system able to support the sales process all the way through.
Salesforce is mobile friendly – it’s the perfect tool."
Tony Blamey,
Chief Commercial Officer

30. "From the get-go, our sales team has used
Salesforce capabilities from anywhere in the world;
and our customers have been given
complete control over their accounts."
Sundi Balu, CIO, Telstra Global Enterprise & Services
Telstra: connecting a global network of customers
Telstra was seeking out a solution that had one key goal in mind: connection.
They found the solution in App Cloud. Given that Telstra already had an emphasis on delivering flexible cloud services to its customers,
choosing Salesforce made sense. App Cloud offered the APIs, mobile tools, and more to make it possible to sell from anywhere with the
Sales Cloud.