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 Agenda Grow Sales Faster with Salesforce for Sales AutoDesk - Transform Your Business Through the Right Sales Tools Sales Cloud Best Practices Q&A 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 Slow Sales Cycles No Mobile Access Missed Target No lead routing or opportunity management Hard to find information and experts Hard to access information on-the-go Lack of pipeline visibility Time wasted on emails and approvals No way to access all your critical apps in one place Limited coaching and feedback Hard to manage your day from anywhere Poor data quality The Way Customers Buy Has Changed Suspect Prospect Lead Opportunity 57 CEB: “The Challenger Sales: Driving Growth by Taking Control of the Customer Conversation.” 2014 % Order Through buying cycle before engaging with salesperson Close Digital Revolution is Empowering Customers and Disrupting Sales Process Search on Google Subscribe to email newsletter Join community discussion Ask question on LinkedIn or Facebook View Vendor Website, Content, and Pricing Negotiate on Price Win Lose Sales Teams are First to Feel the Impact of Digital Disruption Lost Sales Harder to Build Pipeline Difficult to Know Your Customers Can’t Join Customer or Partner Conversations Salesforce for Sales ​Connect with Customers and Prospects in a Whole New Way to Grow Sales Faster SALESFORCE FOR SALES PLATFORM Accounts & Contacts Opportunities Forecasting & Reports Territory Management Leads & Data Marketing Automation Team Selling Integration & Workflow Customer Success Platform ECOSYSTEM Sales Console Performance Management COMPLETE AppExchange Partner Communities Mobile Sales Customizable Platform to Adapt to Changing Sales Conditions ​Create once, deploy anywhere Any Process Any Field Any Object Every Release Sales Methodology + Technology = The Critical Criteria Customer’s Application or Project Compelling Event Access to Funds Formal Decision Process Informal Decision Process Unique Business Value Assessment Defined Undefined Strong Weak Confirmed Unconfirmed Confirmed Unconfirmed Confirmed Unconfirmed Strong Weak You + — + — + — + — + — + — Comp1 Quickly build a visual map of buyer’s organization Detailed attributes describe each person Read / write reporting lines from Salesforce Color shows friend or enemy, weak or strong 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 Steps to Superior Success Deploy Essential CRM Implement Best Practices Optimize Processes Lead the Transformation  Define common entities  Customize your org  Integrate all sales functions  Add marketing automation  Import clean data  Connect your reps  Coach your reps  Integrate customer service  Think mobile first  Enrich lead data  Integrate backend apps   Create center of excellence  Manage basic forecasts  Add other sales roles Create holistic sales experiences  Connect your products and services 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 10 Connect with product experts Create competitive war rooms Easily share large files Collaborate with remote employees Prepare for sales presentations Manage team projects Discuss confidential topics Get answers Share important info with coworkers 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 Want to find out more? 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/ Thank you [...]... Your Sales Needs Manage Relationships with the World’s #1 CRM App Expand Your Edge with Leading Sales Apps and Platform Extend with the World’s Leading Business App Marketplace 2700+ partner apps Complete CRM to Connect Across the Entire Customer Relationship Sales Service Marketing Apps Community Analytics Transform Your Business Through the Right Sales Tools The Autodesk story Paul Fleming EMEA Sales. .. 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... & Cloud 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 1 Customer’s Application or Project 2 Compelling Event 3 Access to Funds 4 Formal Decision Process 5 Informal Decision Process 6 Unique Business Value Assessment Defined Undefined Strong... 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 © 2013 Autodesk, Inc All rights reserved Autodesk Sales. .. 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 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 What we do:... Accounts © 2013 Autodesk 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... Unconfirmed Confirmed Unconfirmed Strong Weak You + — + — + — + — + — + — Comp1 Quickly build a visual map of buyer’s organization Detailed attributes describe each person Read / write reporting lines from Salesforce Color shows friend or enemy, weak or strong Drag & Drop to change reporting lines Insert placeholder ... Sales Faster with Salesforce for Sales AutoDesk - Transform Your Business Through the Right Sales Tools Sales Cloud Best Practices Q&A Grow Sales Faster with Salesforce for Sales Tim Clarke Sales. .. Connect Across the Entire Customer Relationship Sales Service Marketing Apps Community Analytics Transform Your Business Through the Right Sales Tools The Autodesk story Paul Fleming EMEA Sales Manager,... It Take To Win? Focus on the Right People Focus on the Powerful Business Issues Assess the Quality of the Deal Execute the Best Strategy Sales Methodology + Technology = The Critical Criteria Customer’s