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.
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​ 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 salesforce.com, inc. could differ materially from the results expressed
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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
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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 non-salesforce.com products, and utilization and selling to larger
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Safe Harbor

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.
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.
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.
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.
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.
David Greenall
​ E-Business Manager
​ Canada Life
Ben Taylor
E-Business Development Consultant
Canada Life

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 www.canadalife.co.uk 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 www.canadalifeint.com
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.
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.
Our Solution:

12.
Our Approach
“Brilliantly
Simple”
Embed
Existing
Process
Use
Best
Practice
Drive AdoptionGet Your Data
Model Right

13.
Metrics Drive Accountability

14.
Our Advisers have the Right Content at the Right Time
Competitive Intel
Product Expertise
Related Topics
Insights from Groups

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.
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.
Next Steps:
• Grow Collaboration Throughout Distribution.
• Expand Reporting.
• Reinforce Salesforce as the Single Version Of The Truth.
• Build Integration to the Back Office.

18.
Demo
John McNamara, Principal Solutions Engineer, Salesforce

19.
Questions
To ask a question, please use the question box on the Go To Webinar tool…

20.
Grow Sales with the World’s #1 Sales App
Sell
Smarter
Sell
Faster
Sell from
Anywhere

21.
Find Out More?
http://sfdc.co/salesclouddemovideo salesforce.com/stateofsales
NEW
Free State of Sales 2015 Report
Available Now

22.
Find Out More?
• Existing Salesforce customer? please follow up with your AE
• Visit www.salesforce.com/uk/sales-cloud
• Email on its way with a link to this webinar recording or catch up at
www.salesforce.com/uk/events/webinars

23.
Thank you