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Marketing
Ben Turner Director
Sales Development
Philip Cleary Senior Director Sales Productivity
Sales Development Sales
Chad Pearce Head of Digital Marketing APAC
Introduction
MARKETING SALES DEVELOPMENT SALES
@salesforceAPAC #SalesforceTour
The Heart of Marketing Velocity, tracking and accountability
Planning
Project Management Implementation
Collaboration
Reporting
ü Single truth = Sales and Marketing alignment
ü Dashboards = Fast facts
ü No guess work = Performance
ü Salesforce 1 mobile app = Awesome!
Reporting Real Time Reports, Anywhere
To update with
campaigns
ü Get your site working for you - web to lead forms
ü Start analysing opportunity - Google trends
ü Consider SEM - Start with small monthly budgets
ü Start with basic social features – Facebook Boost
ü Dashboard your results
Deliver more leads, more consistently Getting Started
The Sales Development team drives sales Pipeline
Qualified Pipeline
$120M
50% of Sales Pipeline
Leads
23K
40+ Sales
Representatives
Inbound (SR) Outbound (EBR)
1. Data Quality 2. Qualification 3. Operational rigour 4. Team motivation
4 Principles to Pipeline
1. Data Quality 2. Qualification 3. Operational rigour
4. Team motivation
1. Data Quality Clean data should always remain a top priority
ü Lead de-duplication
ü Lead assignment rules
ü Lead-Account-Opportunity
ü Nurture campaigns
2. Qualification
A well integrated sales methodology accelerates pipeline velocity
Customer Journey
Qualification: • Budget • Authority • Need • Time Mutual fit ?
Open ended, Layering Questions Intro email to Account Exec with focus on Business Pains
4. Team Motivation Ensuring your team is always dialled-in
Incentives
Compensation
Career
Regular ‘Spiffs’ and Incentives to drive • High Energy & Results driven culture • Change behaviour on Process/Product • Weekly early mark SPIFF
75% fixed / 25% commission Commissions tied to overall business goals as well as individual KPI’s
CIT 3-6
months
SR 10-12
months
BDR 12-14
months
AE ESMB 24-36
months
AE CMRCL 36-48
months
AE ENTR 48+
months
Sales Dev Academy
4 Best practices to drive pipeline
1. Data Quality 2. Qualification 3. Operational rigour 4. Team motivation
Marketing automation and lead assignments to
ensure CRM hygeine
Implementing a sales methodolgy to drive
pipeline velocity
Accountability at all stages of the funnel
Incentives and career planning that drives the
right behaviour
Management team to hire, retain & promote world class talent into Sales organisation
Close collaboration with Marketing, Sales Development & Sales
Sales takes the Opp at the 5% line and brings home the dough
Our Sales Process
Managing the Sales Cycle
Measuring to Manage
You too can be awesome!
Sales stages that everyone understands, and uses! Defined Sales Stages
Align with Buyer stage Milestones to hit before moving Suggested content to use Competitive actions to take Do you know everything you should?
Data Quality throughout the entire sales process Missing info means risk in the deal
1. Amount 2. Stage 3. Close Date 4. Type 5. Products 6. Competitor 7. Competitive Status 8. Next Steps 9. Current System 10. Implementation Partner
Expert help on Opps and Groups by Team, Product, Competitor, Industry, Affinity Constant Collaboration across teams
Measure everything and know what good looks like Sales pipeline insight
Revenue Pipeline Execution levels
ü Start using Chatter
ü Download Salesforce1 from the App Store or Google Play
ü Head to Appexchange.com and get: § Sales Coach
§ Clean Your Room Dashboard
ü Create your own Sales Dashboard § Understand your revenue
§ Track pipeline
§ Measure team execution
Develop Your Own Sales Success
ü Set monthly budgets with Google
ü Connect website to your pipeline through the Web-to-Lead forms
ü Immediate response to leads to maximise results
ü Know what’s happening in your sales pipeline every day
ü Make Data a Priority from lead entry to sales close
Top Tips for Small Businesses using Salesforce