StormClouds

for those left behind without Salesforce

Don Dalrymple

As speed and complexity continue to increase in the modern economy, managing the sales cycle effectively requires an execution and collaboration which needs to be managed. Older sales systems were centered around contact management. Getting the person's address information provided enough value to the sales rep to manage a relationship.the sales rep to manage a relationship.

Today, people are changing more than their jobs. They are changing their minds, budgets, and needs constantly. Sales cycles are more complex. Information and contact must be

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timely, relevant and stand out. Furthermore, sales has become collaborative. Teammates, vendors and resources must all be pulled together for the project known as a sale.

The organizations that are using The organizations that are using technology to enable collaboration, speed and timely delivery for nurturing the customer's buying process are in phase with the modern economy. Timing has become critical. Salesforce.com is the leading CRM designed to help sales teams nurture and win customer teams nurture and win customer relationships effectively.

[ Sales Cycles Are More Complex ]

[ Today’s Customer ]

Eventually they introduced servers to manage some collaboration. The individual lone wolf salesperson liked the independence. Collaboration was not of interest. They wanted to protect their relationships and their results such as activities and results.

Operating in a disconnected and Operating in a disconnected and independent fashion worked for a slower moving economy. We had much less than one hundred emails a day to deal with. Our information stream was coming in much slower. The customer was moving slower.

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It is easy to cater to one person. However, infuse multiple prospects, competitors, and speed into the challenge of sales. Sales execution becomes even more important. If you close too heavy and too soon, this can ruin the buying process. If you neglect the customer when they need the customer when they need information, this has the same effect.

Tracking the customer's movements and responding with value at the right time is a process which must be refined and mastered for sales teams to succeed today. Synchronizing movements on a

team must be done from a collaborative and agile environment.

Furthermore, as the sales process has Furthermore, as the sales process has become more complex, sales roles from qualification to nurturing to account management require different skill sets. Coordinating specialists on a team is critical for sales success. Team selling requires task assignments and accountabilitaccountability.

As customers prefer communications via email, productivity gains must be realized. As sales processes are executed, precision and consistency of

[ Tracking the Customer’s Movements ]

[ A System for Speen and Nurturing ]

tactical execution as well as management reporting. Data is real-time and sales people adopt the tool from the productivity value gains.

Communications is critical for selling. Communications is critical for selling. Working internally as well as with the prospect with activityrecords available for everyone on the team creates efficiency to leverage towards engaging the customer precisely.

Furthermore, having a set sequence of Furthermore, having a set sequence of tested and branded communications automates the sales communications process. The majority of communications

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will be via email, the preferred method for most customers today. Salesforce.com contains a repository of email templates for customization and personalization to streamline email communications. A simple button click sends an email which traditionally would take dozens of minutes to type.take dozens of minutes to type.

The sales opportunity is managed as a systematic project with a goal and deadline. Each salesperson is empowered with the ability to delegate quickly and have visibility on execution within a customer's buying experience. Managers have real-time data on both the activity level as well as forecasting, the activity level as well as forecasting, pipelines and any other metric vital for sales success.

Scalability in the sales organization leads to enabling marketing and customer service processes within one customer environment. Data is transparent and management decisions can be made analytically rather than solely by intuition.

Salesforce.com not only provides Salesforce.com not only provides individual productivity increases, but it also solidifies the organization's approach to sales as a process which becomes a repeatable system for selling.

The customer experience is managed with speed, consistency and refinement.

Anything short of this SaaS technology creates wasted work in the organization. Knowledge and data are not growing in and across the selling operation for continuous improvement and honing in on an optimized business methodology.

With over one million users worldwide, With over one million users worldwide, Salesforce.com has become the standard for selling. Its agility and alignment with how customers buy makes it the tool for adoption in an organization who is serious about moving their selling from mere art to a science.science.

[ A repeatable system for selling ]

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Those who make the decision to do business as usual without Salesforce will encounter many storms that will greatly affect competing and winning business in the new economy.

We offer the opportunity to experience Salesforce in a way that is greatly impacts your business and has you in a position to grow your business.

Visit us at www.salesforcesuccess.com

[ Storm Clouds ]

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