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If you’re in sales, you already know technology is crucial to moving deals through the pipeline. You probably also know that Salesforce has a wealth of technology to help you do just that.
But let’s be honest — Salesforce has a lot of products, and we add more features and update existing products every year. With so many options, you might not know exactly how to tap into the power of Salesforce to address your business size and sales needs.
That’s why we created the new e-book Selling with Salesforce: to show you eight real-life stories of companies using Salesforce to sell smarter. These stories cover varied industries, from financial services to everyone’s favorite industry: pizza.
Download the complete e-book to read the full stories, or get a sneak peek of each story here.
What they needed: As DocuSign expanded operations from North America to serve its growing customer base of more than 100,000 companies and more than 50 million users in 188 countries, the Sales Operations team realized it needed to redefine and align its sales territories to position Sales professionals for continued success.
What they did: With Salesforce and Data.com, DocuSign was able to make sense of its data and gain a deeper knowledge of its customers. DocuSign realigned sales territories and assigned the right customers to the right teams.
How it worked: DocuSign imported over 200,000 accounts to Salesforce that had previously been missing from its total addressable market. “Our sales reps have confidence in the territories assigned to them and know that they have the complete and accurate information they need to close business,” says Kristin Lucas, senior business analyst at DocuSign.
What they needed: As a world leader in the management and distribution of custom print, labels, and envelopes, Cenveo delivers full-service, creative business solutions to its customers. But it struggled with siloed data and wasn’t cross-selling products and services.
What they did: Cenveo began looking at solutions that would bring the sales teams together and decided on Salesforce. Cenveo first introduced Sales Cloud to a division of 55 users.
How it worked: Having a single platform was eye-opening to the organization. Now the entire team cross-sells solutions, and Cenveo has more visibility into the sales pipeline. “We look at our customer program in a totally different way. As a result, we’ve remodeled our sales team. Instead of selling print from one division and envelopes from another, now the entire team sells solutions,” says Kathy Coates, vice president of platform sales technology at Cenveo.
What they needed: Xirrus is a leading provider of high-performance wireless networks that function under the most demanding circumstances, supported by superior coverage and security. The sales and marketing teams at Xirrus wanted to improve the customer path to purchase and transform lead nurturing processes.
What they did: After implementing Pardot, the marketing team has easily and quickly created five strong nurture programs speaking to key Xirrus buying personas. When Xirrus added Pardot scoring and grading to the mix, it had a perfect storm. By better monitoring nurture programs, Xirrus has removed critical barriers in the buying process and automated the qualification process.
How it worked: The company is experiencing its most significant revenue growth spurt in large part due to an updated marketing and sales process. In the last year alone, it saw a 20% growth year over year in overall company revenue. For Xirrus, it’s all about finding and re-creating campaigns that are as high-performing as its Wi-Fi. Xirrus is able to do this with Salesforce.
What they needed: Paycor provides small and midsize companies with cloud-based onboarding, HR, payroll, and timekeeping software. Before using Salesforce, Paycor used three different systems to store prospect and client data. These three systems didn’t communicate with each other. Paycor knew that to successfully scale its business, real-time information and a single source of sales truth was critical. So Paycor switched to Salesforce.
What they did: Today, Paycor has “thousands of reports and over 100 dashboards to measure everything from sales, service, accounting, and product marketing — all powered through the Sales and Service Clouds,” according to Brian Vass, vice president of sales and marketing technology. Paycor also combined Data.com with Sales Cloud for even more powerful selling.
How it worked: “As a result of our work with Salesforce, we’re seeing an increase in overall sales productivity, which we define as revenue per salesperson. So on average, we’re finding our sales professionals are generating more revenue per person today than before using Salesforce,” said Vass.
What they needed: In 2011, Enterprise Bank & Trust made a targeted FDIC acquisition that increased deposit accounts by 450%. The significant increase in deposit clients posed an opportunity for the bank to expand consumer banking, but added significant complexity to the tasks of managing resources and internal information, and communication about its growing client base. There was no effective way to track cross-sell activity except through actual results.
What they did: In 2012, Enterprise Bank & Trust contracted with Bluewolf, a global business consulting firm, to identify a solution to move the company toward a more focused, cohesive, and unified sales process. Bluewolf concluded that Salesforce was critical to the growth and success of the sales culture. Within six months, Sales Cloud was rolled out to every associate — from tellers to the CEO.
How it worked: Almost immediately, management was able to track the internal referrals between channels. An account team structure and new sales processes were implemented, which has translated into increased cross-selling opportunities and profits. Cross-channel sales meetings are conducted using a single Salesforce dashboard where all team members are able to see the status of opportunities and assist with getting them over the finish line.
What they needed: Encyclopaedia Britannica is a global educational publisher with products that promote knowledge and learning. Today, Encyclopaedia Britannica is fully digital and updated daily. But the iconic publisher had to find new ways to sell for the digital world.
What they did: The company adopted Pardot in mid-2015 to help with onboarding and renewals. Ross said his teams will also use Pardot to get away from “batch and blast” emails, in favor of buyer journeys that help them better understand what their customers are really interested in.
How it worked: Overall, profit margins have increased 8% since Salesforce adoption and Encyclopaedia’s Digital Learning Group increased year-over-year profits 17%. “I guarantee we couldn’t have done that without Salesforce,” said Michael Ross, senior vice president, Britannica Digital Learning US and EMEA.
What they needed: Pizza mogul Papa Murphy’s is one of the country’s fastest-growing franchises. The ability to open new stores simply and seamlessly is key to growth. But with new franchise owners, field teams, and partners across the country using individual spreadsheets to track tasks, there was no transparency in that process.
What they did: Using Sales Cloud, Papa Murphy’s began tracking the full lifecycle of franchise leads — a critical step in adding more stores. With its out-of-the-box mobility and ease of integration with third-party tools, Sales Cloud clicked perfectly with Papa Murphy’s needs. Next, Papa Murphy’s added Community Cloud to bring franchisees and operations teams together to coordinate every step of a store launch.
How it worked: The end result: a simplified, more efficient process for franchise owners and Papa Murphy’s. “When we introduce new steps into the process, we no longer have to hunt down those 17 spreadsheets,” said Jenni Doyle, director of information and technical services. “With just a few clicks or swipes, we can update one template, and everyone is aware of their new tasks.”
What they needed: Rosetta Stone has long been the go-to source for individuals, businesses, and schools looking to address critical language and communication challenges. As today’s consumers blend their business and personal lives, Rosetta Stone needs to look at its customers holistically to really understand them.
What they did: Rosetta Stone relies on Salesforce to know who its customers are today and who they might be tomorrow. the company also uses Data.com to help enrich its data, get rid of duplicates, and set the foundation for incoming information to be clean and consistent.
How it worked: With a complete, consistent view of current customers and the infrastructure to keep that view crystal clear, Rosetta Stone can see market trends, better anticipate future demands of its customers, and strategize accordingly. “What once took hours can now be done in moments with Data.com,” says Jim Gentile, senior manager of CRM systems at Rosetta Stone.
As these eight examples have proven, there’s a lot Salesforce can do to revolutionize your sales process, save your sales reps time, and ultimately put many more dollars in your pipeline. Download Selling with Salesforce now to learn more.
