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Salesforce Sales Professional Exam Prep

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Salesforce Sales Professional Exam Prep

  1. 1. Mike Mulcare Partner Enablement mmulcare@salesforce.com @mikemulcare Preparing for the Salesforce Accredited Sales Professional Exam A refresher webinar from your Partner Fast Forward Boot Camp Experience
  2. 2. Forward-Looking Statements 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.
  3. 3. Welcome to the Salesforce Sales Professional Accreditation Exam Refresher Webinar What you need to know about the exam What’s the Salesforce Accredited Sales Professional Exam and who do I take it? What’s covered on the exam What topics are covered on the exam and how do I prepare? Exam Topic Refreshers Highlights from the 2-day Partner Fast Forward Bootcamp – just in case you forgot anything I like to over-prepare Here’s a list of additional resources you can use to prepare for your exam Great webinar! What’s next? All set to take your exam? Here are your next step to register and sit your exam. 1 2 3 4 5 Covered in this presentation
  4. 4. What you need to know about the exam  Exam Format: 30 multiple-choice questions  Time limit: 45 minutes  Delivery: online, un-proctored, on your own device  Cost: Free to Partners who have attended Fast Forward Bootcamp, with voucher  Passing score: 70%  Results: Provided immediately after exam submission as on-screen text and by email  Maintenance: once annual maintenance exam available each Spring cycle aka The Details…
  5. 5. What’s covered on the exam?  The Salesforce Advantage  Salesforce Ohana  Product Positioning for App, Marketing, Sales, and Service Clouds  Competitive Intelligence  Objection Handling  Selling with Stories  Customer Centric Discovery  Leveraging Salesforce Team and Partner Resources
  6. 6. 1-1-1 model Salesforce Ohana: Philanthropy Brings Out the Best in Us 1000+ Companies Pledged 1% | pledge1percent.org 1% Equity Grants$128M+ 1% Product Nonprofits & Education29K+ 1% Time 1.6M+ Service hours
  7. 7. The Salesforce Advantage
  8. 8. Fast app development for everyone Build apps with clicks AND code with modern tools Connected experience across apps Get a single view of the customer across every device Trusted Enterprise Cloud Get unparalleled security in the cloud Proven Success, Scale, and Ecosystem 5.5m apps・2.4m devs・4b txns/day・AppExchange App Cloud Advantage
  9. 9. Marketing Cloud: #1 Marketing Application Unify Data Build a single view of your customers, integrate data from any source, and make it actionable Personalize Journeys Trigger timely, unique, and meaningful messages, based on real-time customer behavior Engage Cross-Channel Deliver relevant content on email, mobile, social, ads, and the web Analyze Everything Measure the impact of your business and optimize every interaction Build 1-to-1 customer journeys
  10. 10. win rate +37% Win More Opportunities with Sales Cloud Update and share opportunity details as a team Guide reps through sales stages with Sales Path Customize opportunity workspace for your team View complete pipeline through an interactive Opportunity Kanban Opportunities
  11. 11. Service Cloud Lightning #1 Customer Service Platform Faster Service Build and scale at the speed of your customers Smarter Service Empower agents and managers with the right tools and intelligence Connected Service Connect the entire customer journey on one platform Personalized Service Connect 1 to 1 with every customer, anywhere
  12. 12. Competitive Intelligence Mistakes to avoid in all compete scenarios Feature Battle Large vendors usually do not make money in CRM They can give it away…literally Salesforce is a premium product Not all check marks are created equal! Sell the value of Salesforce Suggest Key Business Metrics improvements! Competing Only on Price Neglecting IT Top competitors are comfortable talking to IT You need tobe too! Work with both IT and LOB
  13. 13. Objection Handling: The Process 5 Common Objections: Cost, Security, Integration, Features, Microsoft Shop Understand and validate positions and emotions Defuse • Address the emotion “I understand how you feel” • Acknowledge • Validate Discover • Find out what’s really going on • Open Ended Questions Deliver • Use Feel, Felt, Found • Have a few responses prepared • Use Proof
  14. 14. Selling with Stories Internal Stakes Hero External Stakes Story Spine Societal Stakes The Why
  15. 15. Customer Centric Discovery Know your customer Be your customer Create value with your customer Connect with your customer
  16. 16. How the Salesforce Partner Ecosystem Works Leveraging Salesforce Team and Partner Resources ISVs and Consulting Partners Salesforce Partner Resources Salesforce Partner Community Trailhead and Certification
  17. 17. Additional Resources Learn more  Your Boot Camp Chatter Group on the Partner Community (Collaboration|Groups| YourCity Partner Boot Camp)  Partner Fast Forward Resource Page on the Partner Community  Dreamforce ‘16 Videos (search “fast forward”)  Exam Study Guide (PDF)
  18. 18. Next Steps  Request a Voucher Code for your exam  Review Prep Materials and Exam Guide  Register for the exam on Webassesor  Take your exam and Good Luck!  And – if you don’t pass the first time – send me a request for an additional voucher code
  19. 19. Thank Y u