Client Success - Salesforce.com

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Salesforce.com is the enterprise cloud computing company that is leading the shift to the Social Enterprise. Their trusted cloud platform and apps help employees collaborate easily and connect with customers like never before.


Business Issues

  • Grow revenue
  • Drive predictability required as a newly public company

Challenges

  • Sales did not understand steps within a deal
  • Sales did not effectively articulate compelling business reasons to buy
  • Sales did not articulate key business drivers
  • Inconsistent qualification of leads
  • High revenue growth but without consistency across sales

Visualize Solution

  • Trained worldwide sales personnel in ValueSelling
  • Trained field and internal sales teams as well as marketing
  • Created internal and external content for organization
  • Implemented ValueSelling eValuePrompter®
  • Supported attendees with deal-specific assistance

Impact

  • Increased win rate by 11% on deals where ValueSelling and ValuePrompters® were applied
  • Regular use of Opportunity/Deal Reviews resulted in more successful sales campaigns
  • Sales and Marketing better equipped to communicate Differentiated Problems – those Salesforce.com solves uniquely

Shortly after going public, Salesforce.com felt new pressure to more effectively predict revenue and drive growth. This new scrutiny meant that more structure was needed for a sales force that had always relied on its meteoric growth to overcome any process shortcomings. Following the ValueSelling implementation and integration into the CRM solution, win rates increased and so did revenue predictability and overall sales planning.

Contact

Email: info@visualize.com

Phone: +1-248-593-5455 or
+1-888-88-GOALS (46257)

Mail: Visualize Headquarters,
452 Bonnie Briar, Suite 100,
Birmingham, MI 48009

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