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Sell Together, Win Together : How Canada Life deliver Sales Excellence with Salesforce


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David Greenall, E-Business Manager & Ben Taylor E-Business Development Consultant at Canada Life, joined Salesforce in the UK for a live Webinar to discuss the importance and benefits of team selling.

You can view the recording of the session at or download your copy of the State of Sales 2015 Research report here:

Canada Life

Published in: Business
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Sell Together, Win Together : How Canada Life deliver Sales Excellence with Salesforce

  1. 1. Sell Together, Win Together How Canada Life deliver Sales Excellence with Salesforce David Greenall E-Business Manager Canada Life Ben Taylor E-Business Development Consultant Canada Life Hosts:- Scott Ivell, Product Marketing Director, Salesforce John McNamara, Principal Solution Engineer, Salesforce
  2. 2. ​ 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. Safe Harbor
  3. 3. ​ 1. Opening (5m) ​ 2. Best Practices that Drive Sales Performance (10m) ​ 3. Canada Life’s Story (15m) ​ 4. Sales Cloud in Action (10m) ​ 4. Q&A & Wrap up (5m) Agenda for Today ​ - All Lines are Muted ​ - Please ask questions using the Question feature in the Webinar tool ​ - Q&A after the main presentation Housekeeping
  4. 4. New Research: Sales Best Practices from High Performers ​ Global Survey ​ 2,300+ Sales Leaders Top 15%: High Performers Keep up with changing customer expectations Sales capabilities outstanding / very good Growing sales teams over 12-18 months NEW
  5. 5. 4 Best Practices That Drive Sales Performance High Performers Sell More with Mobile Analytics Use Soars Among Top Teams High Performers Are High Tech Teams That Sell Together, Win Together
  6. 6. Teams That Sell Together, Win Together ​ High Performers are 3x More Likely to View Sales as Responsibility of Entire Company High Performers Moderate Performers Underperformers 43% 19% 15% 28% 30% 20% Most of company Entire company
  7. 7. Teams That Sell Together, Win Together ​ High Performers collaborate across company to connect with customers Underperformers High Performers Partner/customer or prospect collaboration Omnichannel sales interactions Analytics and insights Single view of the customer Self-service to live-sales transition 12% 73% 14% 54% 14% 61% 11% 51% 12% 60% 6.0x 4.5x 5.0x 4.0x 4.7x 10% 20% 30% 60%40% 70%50% 80%
  8. 8. David Greenall ​ E-Business Manager ​ Canada Life Ben Taylor E-Business Development Consultant Canada Life
  9. 9. Important Information. This presentation is for consideration by professional advisers only and is not intended for communication to the general public. It is based on Canada Life’s understanding of applicable legislation as at July 2015 which may be altered and depends on the individual financial and other circumstances of the investor. It is not intended to be tax or investment advice. Past performance is not a guide for the future. The value of units can fall as well as rise. Currency fluctuations can also affect performance. Canada Life Limited, registered in England no. 973271. Registered office: Canada Life Place, Potters Bar, Hertfordshire EN6 5BA. Telephone: 08457 226 232 Fax: 01707 646088 Member of the Association of British Insurers. Canada Life International Limited, registered in the Isle of Man no. 33178. Registered office: Canada Life House, Isle of Man Business Park, Douglas, Isle of Man IM2 2QJ. Telephone: +44 (0) 1624 820200 Fax: +44 (0) 1624 820201 Member of the Association of International Life Offices. CLI Institutional Limited, registered in the Isle of Man no. 108017C. Registered office: Canada Life House, Isle of Man Business Park, Douglas, Isle of Man IM2 2QJ. Telephone: +44 (0) 1624 820200 Fax: +44 (0) 1624 820201 Member of the Association of International Life Offices. Canada Life Limited is authorised by the Prudential Regulation Authority and regulated by the Financial Conduct Authority and the Prudential Regulation Authority. Canada Life International Limited and CLI Institutional Limited are Isle of Man registered companies authorised and regulated by the Isle of Man Insurance and Pensions Authority. Canada Life International Assurance Limited and Canada Life International Assurance (Ireland) DAC are authorised and regulated by the Central Bank of Ireland.
  10. 10. Our Salesforce Journey WHY? HOW? WHO? Engage Peers, Advocates & Partners Leverage Your Salesforce Team Give to Get: Share Success Connect Dispersed Teams Drive Performance Visibility Improve Productivity Foundation First, Complexity Later Stay Agile Build on Sales Cloud Best Practice
  11. 11. Our Solution:
  12. 12. Our Approach “Brilliantly Simple” Embed Existing Process Use Best Practice Drive AdoptionGet Your Data Model Right
  13. 13. Metrics Drive Accountability
  14. 14. Our Advisers have the Right Content at the Right Time Competitive Intel Product Expertise Related Topics Insights from Groups
  15. 15. We Collaborate to Convert More Opportunities Update and share opportunity details as a team Guide reps according to sales stage Design custom opportunity management processes Complete pipeline visibility
  16. 16. Sales Love It! “Sales Cloud is being used for PRE- meeting preparation. It allows an account manager to quickly retrieve information concerning the last meeting, quotes and business and outstanding actions. In the past this would have involved searching through note books and scraps of paper.  It is saving time, and improving the quality of meetings.     In general, if SF was withdrawn tomorrow I feel that my team would miss it”
  17. 17. Next Steps: •  Grow Collaboration Throughout Distribution. •  Expand Reporting. •  Reinforce Salesforce as the Single Version Of The Truth. •  Build Integration to the Back Office.
  18. 18. Demo John McNamara, Principal Solutions Engineer, Salesforce
  19. 19. Questions To ask a question, please use the question box on the Go To Webinar tool…
  20. 20. Grow Sales with the World’s #1 Sales App Sell Smarter Sell Faster Sell from Anywhere
  21. 21. Find Out More? NEW Free State of Sales 2015 Report Available Now
  22. 22. Find Out More? • Existing Salesforce customer? please follow up with your AE • Visit • Email on its way with a link to this webinar recording or catch up at
  23. 23. Thank you