Published on January 27, 2014
How Sales Cloud can help transform your business Supercharge Pipeline and Sales Productivity With the World’s #1 Sales Application Wednesday 22nd January 2014
Agenda & Speakers • Introduction to Sales Cloud - Sanj Bhayro, AVP GB Sales, salesforce.com • How we use Salesforce - Chris McClellan, CEO, RAM Tracking • Sales Cloud Demo - Manoj Shivji, Lead Sales Engineer, salesforce.com
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Hard to Drive Performance if Sales Process is Broken Not Enough Pipeline Not Enough Time Selling Underperforming Reps Limited Insights Missed Target No lead routing No mobile access Poor data quality Hard to find information & experts No social insights Time wasted on emails & approvals Inconsistent selling process Lack of reporting flexibility Limited coaching and feedback No real-time visibility Limited automation Too many spreadsheets
Enabling Sales Performance Cloud . Mobile . Social +28% Sales Grow Pipeline Increase Sales Productivity Improve Rep Performance Gain full Insight +38% +36% +26% +45% Improved lead conversion Higher productivity Higher win rate Improved forecast accuracy Source: Salesforce.com Customer Relationship Survey conducted March 2013, by an independent third-party, Confirmit Inc., on 5,200+ customers randomly selected. Response sizes per question vary.
Chris McClellan CEO, RAM Tracking
RAM Tracking • Award winning GPS tracking company based in Leeds • Founded in 2004 • Approx. 3,000 customers / 20,000 devices • Opened an office in Toronto, Canada in 2009 • Currently employ 50+ staff across both offices
Why did we need a solution? • Multiple CRM platforms which created isolated departments • One system, Paperless, Mobile and Scalable that will align the business • Visibility of our Sales Pipeline to increase Sales Performance • Improve support & offer optimum service • Management information • A platform for growth
Why we chose Salesforce Out of the Box 360° Holistic View Ease of Use Market Leader Why Salesforce? Cloud Based
Sales Cloud Benefits • Maximise opportunities • Ability to identify weaknesses quickly • Understand our customers – target customer vertical / segments to drive sales and profitability – Highlight market and adoption trends • Improvement in sales conversion rate • End to end visibility of each customer • Driving efficiency and alignment with back office – Reduction in internal emails, calls and meetings • Budgeting, planning & forecasting insight
Financial Benefits • Sales increased by 28% (within the first six months after implementation) • 26% Increase Pipeline per quarter with online demos • 24% decrease in pay per click advertising spend • 21% faster order fulfilment • 14% reduction in cost of service • Reduced number of incoming customer calls by 11%
The Future… 30% YOY Growth • Alignment • Focus • Customer first – – – – – Salesforce Exact Target Marketing Cloud Compensation System Electronic Signatures Increase customer interaction with the use of surveys Aggregate customer usage data
Manoj Shivji Lead Sales Engineer, salesforce.com
Want to find out more? • If you are already a Salesforce customer, then please speak to your AE for follow up • Or visit our Salesforce1 Sales Cloud page: http://bit.ly/1eN7ETL • Read the full story of RAM Tracking: http://bit.ly/1bONMS0
Best practices for choosing a CRM Solution • Solution must be scalable – grow with your business • Business is changing and you want a life time solution so partner with an innovator • Mobile as well as desktop solutions • Must be easy to use to keep training costs down • Focus on why you need a solution and the ROI - not the price • Find a customer focused company who listen to their customers and respond to their needs
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