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Sales leadership webinar getting-a_360°_view_of_ your_business

"A lack of transparency within your business will likely impede your team's effectiveness and ultimately affect how you engage with your customers. Hosted by Raoul Lake, Director of Commercial Sales,, this webinar will feature Chris Sencek, General Manager of Wilson's Fabric.

Learn how Wilson Fabric a market leading company is using CRM to take its business to the next level by:
-Improving sales results and visibility
-Improving sales productivity by automating key processes
-Servicing its customers better
-Collaborating on customer needs and products needed.

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Sales leadership webinar getting-a_360°_view_of_ your_business

  1. 1. Sales Leadership Series: Deep Customer Engagement This Webinar will start at 11:00 AEST Raoul Lake, Director, Commercial Sales, Diana Terry, Manager, Sales Engineer, Chris Sencek, General Manager, Wilson Fabrics
  2. 2. Speakers Raoul Lake Director, Commercial Sales Diana Terry Manager, Sales Engineering Chris Sencek General Manager Wilson Fabrics
  3. 3. Listening and asking questions • Audio will be automatically streamed through your computer speakers • You can also listen via your phone. Please see the webinar panel for instructions. The Questions Panel 1. Type your question in the space at the bottom 2. Click on “Send” Type your question here
  4. 4. Tweet • @SALESFORCE.COM
  5. 5. Supercharging Your Pipeline and Sales Productivity
  6. 6. Safe Harbor Safe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services. The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed and any possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of, inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site. Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available., inc. assumes no obligation and does not intend to update these forward-looking statements.
  7. 7. 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
  8. 8. Market Leading Sales Application Market Leadership Customer SuccessProduct Leadership 100,000+ Companies Across Every Market Magic Quadrant Leader Groundswell Award #1 SFA Market Share Highest ROI Technology of the Year Winner – SFA 2012 Winner – Enterprise Suite CRM 2012 Innovative Company
  9. 9. Missed Target What’s Standing in Our Way? Limited Insights 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
  10. 10. Today’s Systems Are Holding You Back Manual Processes Disconnected Systems Spreadsheets Connected Products Connected PartnersConnected Customers Connected Employees
  11. 11. Become a Customer Company: Connect to Your Customers in a Whole New Way
  12. 12. Grow Your Revenue in the Sales Cloud Source: Customer Relationship Survey conducted March, 2012, by an independent third-party, MarketTools Inc., on 5,500+ customers randomly selected. +27% Sales Cloud . Mobile . Social Complete Insight +44% Improved forecast accuracy Increase Sales Productivity +32% Higher productivity Grow Pipeline +32% Improved lead conversion Improve Rep Performance +25% Higher win rate
  13. 13. World’s #1 Sales Application Close more deals to grow your business
  14. 14. Demo
  15. 15. Sell as a Team with the Sales Cloud
  16. 16. Activity Dashboards – Drive Behavior
  17. 17. Management Dashboard
  18. 18. Customer - Wilson Fabrics Chris Sencek General Manager
  19. 19. Wilson Fabrics • Australia’s largest soft furnishing wholesalers • Drapery, linings, blinds, curtains • $30mil rev, 50 employees
  20. 20. 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
  21. 21. 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
  22. 22. 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
  23. 23. Type your question here Send through any questions you have now! Questions?
  24. 24. Join us for our Happy Hour Tomorrow Sydney 4: 30 – 6:30 PM Melbourne 4: 30 – 6:30 PM Your Account Executive will contact you with details