1.
Sales Leadership Series:
Deep Customer Engagement
This Webinar will start at 11:00 AEST
Raoul Lake, Director, Commercial Sales, salesforce.com
Diana Terry, Manager, Sales Engineer, salesforce.com
Chris Sencek, General Manager, Wilson Fabrics

2.
Speakers
Raoul Lake
Director,
Commercial
Sales
salesforce.com
Diana Terry
Manager,
Sales
Engineering
salesforce.com
Chris Sencek
General
Manager
Wilson Fabrics

3.
Listening and asking questions
• Audio will be automatically streamed through your computer speakers
• You can also listen via your phone. Please see the webinar panel for
instructions.
The Questions Panel
1. Type your question in the space at the bottom
2. Click on “Send”
Type your question here

4.
Tweet
• @SALESFORCE.COM

5.
Supercharging Your Pipeline and Sales Productivity

6.
Safe Harbor
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.

7.
Agenda
• Common Challenges to Supercharging Sales
• Live Demonstration
• Customer Interview
• Chris Sencek – General Manager, Wilson Fabrics
• Brief Survey – Chance to win $50 Amazon Gift Cards

8.
Market Leading Sales Application
Market Leadership Customer SuccessProduct Leadership
100,000+ Companies
Across Every Market
Magic Quadrant Leader
Groundswell Award
#1 SFA Market Share
Highest ROI
Technology of the Year
Winner – SFA 2012
Winner – Enterprise Suite CRM
2012
Innovative Company

9.
Missed
Target
What’s Standing in Our Way?
Limited
Insights
No lead routing
Ineffective lead
follow up
Poor data
quality
No mobile access
Hard to find
information & experts
Time wasted
researching
Inconsistent
selling process
Limited coaching
and feedback
Limited
automation
No real-time
visibility
Too many
spreadsheets
Reports require
IT support
Not Enough
Pipeline
Not Enough
Time Selling
Underperforming
Reps

10.
Today’s Systems Are Holding You Back
Manual
Processes
Disconnected
Systems
Spreadsheets
Connected
Products
Connected
PartnersConnected
Customers
Connected
Employees

11.
Become a Customer Company:
Connect to Your Customers in a Whole New Way

12.
Grow Your Revenue in the Sales Cloud
Source: Salesforce.com Customer Relationship Survey conducted March, 2012, by an independent third-party, MarketTools Inc., on 5,500+ customers randomly selected.
+27%
Sales
Cloud . Mobile . Social
Complete
Insight
+44%
Improved forecast
accuracy
Increase Sales
Productivity
+32%
Higher
productivity
Grow
Pipeline
+32%
Improved lead
conversion
Improve Rep
Performance
+25%
Higher win
rate

13.
World’s #1 Sales Application
Close more deals to grow your business

14.
Demo

15.
Sell as a Team with the Sales Cloud

16.
Activity Dashboards – Drive Behavior

17.
Management Dashboard

18.
Customer - Wilson Fabrics
Chris Sencek
General Manager

19.
Wilson Fabrics
• Australia’s largest soft furnishing wholesalers
• Drapery, linings, blinds, curtains
• $30mil rev, 50 employees

20.
Major Challenges
• Old style business with limited automation
• Manual processes
• Knowledge locked in people’s heads
• Limited visibility
• Interactions between customers and sales team
• Demand across product lines
• Connection with customer
• Understanding needs
• Servicing customer issues

21.
Approach to Implementation & Transformation
• Selected SFDC for CRM
• Sales Force was #1 in the market
• System can be tailored and cloud based.
• Ease of implementation
• Bluewolf as implementation partner
• Strategy workshop & POC
• Tailored for each customer segment
• Replaced manual record keeping
• Automated key processes, eg. claims
• Dashboards & reports
• Training & internal enablement
• Equipped sales team with iPads

22.
Benefits
• Sales productivity
• 30% more efficiency through our sales team
• Managing appointments
• Producing weekly sales reports
• Customer engagement
• Understand client needs better
• Improved customer service & turnaround times
• Insights to run the business better
• Transparency on what is going on in the market
• Collaboration on product ranges and customer needs
• Targeted marketing campaigns

23.
Type your question here
Send through any questions you have now!
Questions?

24.
Join us for our Happy Hour Tomorrow
Sydney
4: 30 – 6:30 PM
Melbourne
4: 30 – 6:30 PM
Your Account Executive will contact
you with details