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Release Readiness & Feature Adoption

Sell More with Lead and Opportunity Management

Forward-Looking Statements

Safe harbor statement under the Private Securities Litigation Reform Act of 1995:

This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services.

The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed and any possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site.

Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.

Game Plan

Share your successes

Ask questions

Succeed together!

Objectives

Collaboratively Learn About Lead / Opportunity Management

Generate and Optimize More Leads, and Use Opportunities to Sell More

Tips to Get People to Use Salesforce

Agenda

Introductions

Sales Strategy

Lead & Opportunity Management

Wrap-Up

Common Lead and Opportunity Management Questions What are yours?

When should I convert Leads to Opportunities?

How do I track multiple Sales Processes in Salesforce?

Can I track products sold and quotes in Salesforce?

How do I measure Sales Effectiveness?

How can I ensure we have followed up on leads?

Can reports help me sell more?

How can I score and assign leads in Salesforce?

● Make Better Decisions

● Marketing Handoff to Sales

● Accountability

● Coaching

Why Lead and Opportunity Management?

“If It’s Not in Salesforce, It Doesn’t Exist.”

• Lead generation

• Lead capture

• Follow-up behavior

• Making money

• Conversion matters

• Deal types

• Cross-sell / Upsell

• Salesforce1 Mobile

• Business goals

• Sales process

• Documented process

• Alignment / Buy-in

Sell with Opportunities

Sales Strategy Adoption & Improvement

Framework for Selling More

• Business goals

• Sales process

• Documented process

• Alignment / Buy-in

• Lead by example

• Accountability

• Drive Metrics

• Collaboration

• Improve / Change

Typical Sales Process

Generate Leads

Marketing Inside Sales

Optimize Leads

Outside Sales

Close More Deals

What does your sales process look like?

Generating Leads – 3 Sources to Consider

Web Capture

Inbound Calls

Lists

Lead Capture

Web Form

Create New Lead

Data Import

Plan and Execute

Marketing Campaigns

Does your lead generation strategy consider all three sources?

Automatically Assign Leads to Appropriate Owners

San Francisco

California

Los Angeles

New York City

New York

Buffalo

Toronto

Canada

Vancouver

● Lead assignment rules ● Criteria related fields on lead to

setup automatic assignment ● Direct leads to specific reps or

queues ● Use formula based processes such

as round robin to assign leads

Round Robin Assignment: AppExchange

Round Robin Assignment Rules Article Creating Assignment Rules: Help Article

Creating Queues: Help Article

An Approach to Capture and Process Every Lead Lead Conversion Matters!

My Open Leads

Duplicate Lead?

Working Leads

Establish Contact? Qualified?

No No

Keep an archive of your dead leads

Account

Contact

Opportunity

Re-Market?

Interactive Discussion: When is the Right Time to Convert Leads?

Rep Assignment, Deal Readiness, Quality Scores, etc.?

Single Source of Truth Results in Closing More Deals

My Open Opportunities Presentation Proposal Negotiation Won?

No

Keep an archive of your dead opportunities

Marketing

Support

Re-Market?

Yes

Sales

NEW CUSTOMER

Related Circles of Success topics:

Increase Sales with Reports and Dashboards Predict Sales with Salesforce Forecasting

Register today at http://Sfdc.co/cos

Typical B2B Sales Process

Closed / Lost

Closed / Won

Negotiation / Review

Proposal / Price Quote

Discovery / Scoping

Qualification

Prospecting

Help & Training Article:

Working with Forecast

Categories

Trailhead:

Creating a Sales Process

and Using Opportunities

Effectively Manage Multiple Sales Processes

Closed / Lost

Closed / Won

Proposal / Price Quote

Qualification

Prospecting

Typical B2C Sales Process

Success Resources

Simple & Compact Layout Meaningful Actions

Mobilize Your Sales Team with Salesforce1 Mobile

Trailhead Salesforce1 Training

Quick Actions or Micro Moments

Enforce a Continuous Improvement Strategy Don’t Let Perfect be the Enemy of Good!

Organizational Alignment Tools that Work Cadence for Improvement

Available Resources

Getting Started set-up series webinars & videos

Editable Sales Process Map

Lead Mgmt Implementation Guide

5 Steps to Effective Lead Management

Clean Your Room Dashboard

Leads and Opportunities Management Dashboard

Lead Scoring app

Sales Coach app

Free apps from:

Key Takeaways

● Lead by example

● Drive behavior

● Collaborate

● Mobilize

“If it’s not in Salesforce, it did not happen.”

We Help You Navigate the Wealth of Salesforce Resources

Premier Success Plan Customers

Accelerators Deliver customer-defined business outcomes

Premier Community Exclusive community content

On Demand Training Catalog Self paced learning for users and admins

24/7 Developer Support Get support fast, when you need it

Premier + Administration Services Our admins under your direction

Lifelong Success Plan

Adoption Webinars Live interactive sessions with adoption experts

Getting Started Community Collaborate with application experts

Circles of Success Small group best practice sessions with customers and Salesforce experts

Getting Started Resources Videos, in-app walkthroughs & webinars to get you started right

Basic Tutorials How-to Videos

Getting Started Workbook Step by step guide to plan your implementation

Premier Success Drives Salesforce ROIReported % increase over Standard Success Plan customers`

ROI based on customer survey conducted by independent third-party Market Tools. All other metrics based on Premier customer metadata.

Enhance your team’s skills while solving key business challenges

Specialists provide hands on guidance

Develop best-practices proficiency

Focused on meeting your KPI’s

Accelerators Fast, focused engagements that speed business results

Recommended Accelerator

Sales Cloud Console Design

What customers are saying…

It’s an opportunity to communicate and improve.

It’s useful to see how others have adopted and optimized.

Hearing other people’s questions triggers things that I should be thinking about.

Informative session, great discussions and left with actual things we can apply.

Join the Virtual Conversation!

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Circes of Success offered daily on 30+ topics in 5+ languages

thank y u

Additional Resources

Start Demo

Click

Demo: Web-to-Lead

Demo: Lead Assignment Rules

Click

Click

Demo: Using Leads

Lead

Conversion

Lead

Conversion

Mapping:

Setup Lead

Scoring

Demo: Using Leads (continued)

Opportunity Products Page Layout Set-up

Products & Pricebooks Data Load

Tips for Products/Pricebooks/Schedules

CPQ Tools on the Appexchange

Products and Pricebooks

CPQ Tools on the Appexchange

Quotes Overview

Quote Sample

To Quote or Not to Quote

Demo: Setting-up a Sales Process

Demo: Creating an Opportunity

Demo Adding Products to an Opportunity

Demo Generating a Quote from the Opportunity

End Demo

Lead

Lead

Lead Lead

Lead

Lead

Qualified, Measurable & Unique Prospect

Marketing

Sales

Why are Leads Important?

● Handoff between Marketing and Sales

● Qualify Potential Deals

● Marketing ROI

● Can be Nurtured