[Dreamforce Cheat Sheet] Sales Cloud: Prospecting Secrets-How Salesforce.com Fills the Funnel with Leads

Description

Learn how salesforce.com’s junior sales reps prospect and qualify hot leads using the latest research and social media techniques. Then hear best practices on how to collaborate with account execs for a smooth hand-off.

Speakers

Andy Scollan, Salesforce
Wallace Holland, Salesforce, Senior Director Sales Development (@Kestrel824)

The sales development team creates 100,000 opps created a year for the Salesforce sales team. During this session Andy and Wallace discusses how the sales development team is structured and how they drive these results.

Key takeaways

The Sales Rep Machine
Three step process for sales rep: on-boarding, coaching, training.

Leads are distributed though a round robin sprinkler. Divided by East/West regions so leads are distributed equally.

“First face to the customer” First person to reach out gets to own that lead. A lead is reached out to in about 5 minutes(!) and does five to ten activities before nurturing the lead.

Rules of engagement are SR law. These rules ensure that no one overlaps work.

During qualification, SR try to determine BANT and take qual notes to understand the business need.

Dashboard help SR’s understand how successful they are and how they stack rank against each other at any moment of the day. People that have the most activities have the highest rankings. Team leads also use dashboards to manage accountability.

Monthly quota = point scale based on closed deal value + number of opps created.

SR success = recruiting, rules of engagement, process, layered questions, measured accountability, co-opetition.

The Enterprise Business Reps Machine
EBR’s are hunters. There is 1 EBR to every 3 to 5 account executive.

Since EBR’s mostly go after outbound leads, they are structured by territory.

To be successful, the EBR has to master premeditated outbound strategy.

Monthly quota = revenue quota + number of opportunities

Success tools: training, social networking, data, measured accountability.

When management reviews leads and opportunities, they look at leads and opportunities that haven’t been touch in seven days. If there is no activity on those leads, the sales rep must have a valid reason. You don’t want to be known as a person that takes advantage of resources.