transform your business through the right sales tools webinar
TRANSCRIPT
Transform Your Business Through The Right Sales Tools Wednesday 25th March 2015
Speakers:
Tim Clarke, EMEA Product Marketing Manager for Sales Cloud
Paul Fleming, EMEA Manager for Names Accounts at Autodesk
1. Grow Sales Faster with Salesforce for Sales
2. AutoDesk - Transform Your Business Through the Right Sales
Tools
3. Sales Cloud Best Practices
4. Q&A
Agenda
Grow Sales Faster with Salesforce for Sales
Tim Clarke
Sales Cloud Product Marketing, EMEA
Foundation of Sales is Finding and Closing Business, and Turning Customers into Advocates
Hard to Grow Sales if Sales Process is Broken
Manual
Processes
Hard to find information and experts
Time wasted on emails and approvals
Limited coaching and feedback
No lead routing or opportunity management
Lack of pipeline visibility
Poor data quality
Slow Sales
Cycles
Missed
Target
No Mobile
Access
Hard to access information on-the-go
No way to access all your critical apps in one place
Hard to manage your day from anywhere
The Way Customers Buy Has Changed
CEB: “The Challenger Sales: Driving Growth by Taking Control of the Customer Conversation.” 2014
57 % Through buying cycle
before engaging with
salesperson
Suspect Prospect Lead Opportunity Order Close
Join community
discussion
View Vendor
Website, Content, and
Pricing
Ask question on
LinkedIn or Facebook
Search
on Google Subscribe to
email newsletter
Negotiate
on Price Win
Lose
Digital Revolution is Empowering Customers and Disrupting Sales Process
Sales Teams are First to Feel the Impact of Digital Disruption
Harder to Build
Pipeline
Difficult to Know Your
Customers
Can’t Join Customer or
Partner Conversations
Lost
Sales
Salesforce for Sales Connect with Customers and Prospects in a Whole New Way to Grow Sales Faster
PLATFORM ECOSYSTEM COMPLETE
SALESFORCE FOR SALES
Team Selling Leads & Data
Marketing Automation
Performance Management
Accounts & Contacts
Mobile Sales Sales Console Forecasting & Reports
Partner Communities
Opportunities Integration & Workflow
AppExchange Territory Management
Customer Success Platform
Customizable Platform to Adapt to Changing Sales Conditions Create once, deploy anywhere
Any Field
Any Object
Any Process
Every Release
Open Ecosystem for All Your Sales Needs
Extend with the World’s Leading
Business App Marketplace
2700+ partner apps
Expand Your Edge with Leading
Sales Apps and Platform
Manage Relationships with the
World’s #1 CRM App
Complete CRM to Connect Across the Entire Customer Relationship
Sales Service
Marketing
Community Apps
Analytics
Transform Your Business Through the Right Sales Tools
© 2013 Autodesk
The Autodesk story
Paul Fleming EMEA Sales Manager, Named Accounts
The Autodesk vision is to help people imagine, design, and create a better
world.
Image courtesy of Dynamic Structures Ltd.
Autodesk started more than 30 years ago, with 16 employees and one software title.
Today more than 100 million designers, engineers, architects, creative artists, students, and hobbyists use Autodesk software and apps to unlock their creativity, build better products, and address important challenges impacting the world.
Looking toward the future
Supported by a firm financial foundation, thousands of software developers, and $500 million in annual R&D investments, Autodesk continues to develop innovative software and solutions, including:
Autodesk® 360 cloud-based framework
Autodesk suites and services
Integrated tools and streamlined workflows
Image courtesy of Marin Bikes
What we do: data-driven design
Based on data-driven design technology from Autodesk,
processes have emerged that enable our customers to
design in more efficient, more sustainable ways:
Digital Prototyping
Building Information Modeling (BIM)
Digital Entertainment Creation (DEC)
Design visualization
Architecture, Engineering, and Construction
Image courtesy of Castro Mello Architects
Building Information Modeling
Image courtesy of Brimrock Group Inc. and Mechanix Design Solutions Inc.
Manufacturing
Image courtesy of Brimrock Group Inc. and Mechanix Design Solutions Inc.
Digital Prototyping
Media & Entertainment
How our customers are using our technology
Rapidly explore multiple design ideas and visualize projects—now with even greater effectiveness in the cloud
Analyze and test designs digitally
Predict real-world performance at a fraction of the cost
Access designs through the web or mobile devices, and collaborate from almost anywhere
Image courtesy of Dynamic Structures Ltd.
Global network of partners
7,200+ employees in 95 locations
2,400+ Channel Partners
2,000+ Authorized Training Centers (ATC®)
Supported by the breadth and depth of a leader
Autodesk in the cloud
Autodesk® 360 is a cloud-based framework that provides customers with a powerful set of tools and services that can dramatically improve the way they work and share their work—on demand. With Autodesk 360, customers can extend and connect workflows on the desktop to the virtually infinite computing power in the cloud, helping them rapidly design, visualize, simulate, and share their ideas
almost anywhere, anytime.
Mobile productivity
Personal creativity
© 2013 Autodesk, Inc. All rights reserved.
Autodesk is a registered trademark of Autodesk, Inc., and/or its subsidiaries and/or affiliates in the USA and/or other countries. All other brand names, product names, or trademarks belong to their respective holders. Autodesk reserves the right to alter product and services offerings, and specifications and pricing at any time without notice, and is not responsible for typographical or graphical errors that may appear in this document.
Autodesk Sales Process Initiatives
Account Management
White space &
Portfolio
Management
Opportunity
Management Pipeline Management
Value Selling
Embedded Coaching
Motivational Social and Collaborative
Integrated With CRM
Mobile & Cloud
Smart Qualification
Map People and Influence
Discover Insights
Competitive Strategy
Action Oriented
10 Elements of Great Opportunity Management
What Does It Take To Win?
1. Focus on the Right People
2. Focus on the Powerful Business Issues
3. Assess the Quality of the Deal
4. Execute the Best Strategy
Sales Methodology + Technology =
The Critical 6 Criteria Assessment You Comp1
1 Customer’s Application
or Project
Defined +
Undefined —
2 Compelling Event Strong + Weak —
3 Access to Funds Confirmed +
Unconfirmed —
4 Formal Decision Process Confirmed +
Unconfirmed —
5 Informal Decision Process Confirmed +
Unconfirmed —
6 Unique Business Value Strong + Weak —
Detailed attributes describe each person
Color shows friend or enemy, weak or strong
Quickly build a visual map of buyer’s organization
Read / write reporting lines from Salesforce
Drag & Drop to change reporting lines
Insert placeholder
Learn how to sell to each buyer. Smart coaching on each contact.
Smart Sales Kit Example
Smart Sales Kit Provides selling messages, insights and sales tools in the context of the customers’ business problem. A single place to discover what to say to whom.
Customer Insight Map Example
Customer Insight Maps
Marketing and Sales Enablement can help sellers understand their customers’ business problems, and the seller can tailor for their specific customer.
Sales Methodology + Technology =
Sales Cloud Best Practices
Deploy Essential CRM
Customize your org
Connect your reps
Enrich lead data
Manage basic forecasts
Integrate all sales functions
Coach your reps
Integrate backend apps
Add other sales roles
Add marketing automation
Integrate customer service
Create holistic sales experiences
Connect your products and services
Implement Best Practices
Optimize Processes
4 Steps to Superior Success
Lead the Transformation
Define common entities
Import clean data
Think mobile first
Create center of excellence
Think Mobile First
By 2016, 55% of
salespeople will
access sales apps
exclusively through
smartphones and
tablets.
Source: Gartner “Predicts 2014:CRM Sales,” Robert DeSisto,
November 13th, 2013
Enable Your Reps to Sell as a Team
Top Ten Ways to Use Chatter
1. Connect with product experts
2. Create competitive war rooms
3. Easily share large files
4. Collaborate with remote employees
5. Prepare for sales presentations
6. Manage team projects
7. Discuss confidential topics
8. Get answers
9. Share important info with coworkers
10. Solve customer issues
Connect to Core Productivity Apps
Drive productivity with Office365 integrations
Manage your inbox with Salesforce App for
Outlook
Sync calendar, contacts, and tasks
Collaborate on files with Sharepoint integration
with Salesforce
+
Guide Your Sales Reps with Custom Sales Paths
Design custom sales processes
Guide according to sales stage
Spotlight most relevant information
• If you are already a Salesforce customer, please speak to your Account Executive with any queries or follow up.
• If you are not a current Salesforce user, please contact us directly via your Salesforce representative or on salesforce.com/uk
• View previous webinars or sign up for upcoming sessions: https://www.salesforce.com/uk/events/webinars/
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