Transform your business through the right sales tools webinar

Grow Sales Faster with Salesforce for Sales 2.. AutoDesk - Transform Your Business Through the Right Sales Tools 3.. Grow Sales Faster with Salesforce for Sales Tim Clarke Sales Cloud

Transform Your Business Through The Right Sales Tools

1 Grow Sales Faster with Salesforce for Sales

2 AutoDesk - Transform Your Business Through the Right Sales

Tools

3 Sales Cloud Best Practices

4 Q&A

Agenda

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

Lack of pipeline visibility

Poor data quality

Slow Sales Cycles

Missed Target

No Mobile Access

Hard to access information on-the-go

No way to access all your critical apps in one place Hard to manage your day

from anywhere

The Way Customers Buy Has Changed

CEB: “The Challenger Sales: Driving Growth by Taking Control of the Customer Conversation.” 2014

57 % Through buying cycle

before engaging with salesperson

Join community discussion

View Vendor Website, Content, and

Pricing

Ask question on LinkedIn or Facebook

Sales Teams are First to Feel the Impact of Digital Disruption

Salesforce for Sales

Connect with Customers and Prospects in a Whole New Way to Grow Sales Faster

PLATFORM ECOSYSTEM COMPLETE

SALESFORCE FOR SALES

Team Selling Leads &

Data

Marketing Automation

Performance Management

Accounts &

Contacts

Mobile Sales Sales Console

Forecasting &

Reports

Partner Communities

Workflow

AppExchange

Territory Management

Customer Success Platform

Customizable Platform to Adapt to Changing Sales Conditions

Create once, deploy anywhere

Any Field

Any Object Any Process

Every Release

Open Ecosystem for All Your Sales Needs

Extend with the World’s Leading Business App Marketplace

2700+ partner apps

Expand Your Edge with Leading

Sales Apps and Platform

Manage Relationships with the

World’s #1 CRM App

Complete CRM to Connect Across the Entire Customer Relationship

Sales

Service

Marketing

Community Apps

Analytics

Transform Your Business Through the Right Sales Tools

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

products, 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

Image courtesy of Marin Bikes

What we do: data-driven design

Based on data-driven design technology from Autodesk, processes have emerged that enable our customers to design in more efficient, more sustainable ways:

 Digital Prototyping

 Building Information Modeling (BIM)

 Digital Entertainment Creation (DEC)

 Design visualization

Architecture, Engineering, and Construction

Image courtesy of Castro Mello Architects

Building Information Modeling

Image courtesy of Brimrock Group Inc and Mechanix Design Solutions Inc

Manufacturing

Image courtesy of Brimrock Group Inc and Mechanix Design Solutions Inc

Digital Prototyping

Media & Entertainment

How our customers are using our technology

​ Rapidly explore multiple design ideas and visualize projects—now with even greater 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 depth of a leader

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 ideas almost anywhere, anytime

Mobile productivity

Personal creativity

© 2013 Autodesk, Inc All rights reserved

Autodesk is a registered trademark of Autodesk, Inc., and/or its subsidiaries and/or 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

Autodesk Sales Process Initiatives

Value Selling

Mobile & Cloud

Smart

Qualification

Map People and Influence

Discover Insights

Competitive Strategy

Action Oriented

10 Elements of Great Opportunity

Management

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 =

Detailed attributes describe each person

Color shows friend or enemy, weak or strong

Quickly build a visual

map of buyer’s

organization

Read / write reporting lines from

Salesforce

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

Deploy Essential

CRM

 Customize your org

 Connect your reps

 Enrich lead data

 Manage basic forecasts

 Integrate all sales functions

 Coach your reps

 Integrate backend apps

 Add other sales roles

 Add marketing automation

 Integrate customer service

 Create holistic sales experiences

 Connect your products and services

Implement Best Practices

Optimize Processes

4 Steps to Superior Success

Lead the Transformation

 Define common entities

 Import clean data

 Think mobile first

 Create center of excellence

Think Mobile First

Enable Your Reps to Sell as a Team

Top Ten Ways to Use Chatter

1 Connect with product experts

2 Create competitive war rooms

3 Easily share large files

4 Collaborate with remote employees

5 Prepare for sales presentations

6 Manage team projects

7 Discuss confidential topics

8 Get answers

9 Share important info with coworkers

10 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

• 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/

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