SAN FRANCISCO, March 24, 2021 /PRNewswire/ -- Salesforce,
[NYSE: CRM], the global leader in CRM, today introduced the next
generation of Sales Cloud — new technology to support a
digital-first selling world. Sales Cloud 360 is the complete growth
platform for the new world of digital sales, with flexible
technology and the world's largest sales partner ecosystem that
companies of every size can rely on to grow revenue and boost
productivity.
51% of salespeople expect to travel less for work after the
pandemic than they did before.
Sixty-one percent of sales people believe their roles have
changed permanently since COVID-19 began.1 Even when
salespeople are able to get back on the road and into offices, 51%
expect to travel less than they did pre-pandemic2, and
fewer than half expect to go back to the office2.
With business optimism at an all-time high as CEOs expect a
return to growth in 2021, companies must quickly create new sales
processes and adapt to new technology to ensure they can lead in
this competitive landscape. Sales organizations will be tasked with
measuring business health where there is no sales baseline,
benchmark, or year-over-year comparison to track performance
against.
"Salesforce created the playbook for sales 22 years ago, and
today we're rewriting it for an all-digital world," said
Warren Wick, EVP AMER Commercial
Sales and Chief Revenue Officer, Sales Cloud. "Over the past year,
we held more than six million calls with customers to understand
what they needed to be successful as they worked to transform their
business with more urgency than ever before. We've reimagined Sales
Cloud to guide every company as they rethink the digital sales
experience, from leads to coaching to processing revenue."
As teams blend virtual interactions with face-to-face meetings,
reimagine processes to be more efficient and provide the new,
self-service buying experiences that customers have come to expect,
the reimagined Sales Cloud 360 will deliver:
Virtual Selling: Seamless, virtual interactions will
continue to be a critical part of sales and enablement in the year
ahead.
- Salesforce Meetings is now generally available and
makes virtual conversations more engaging. Ahead of a meeting,
salespeople have a 360 view of all attendees on a single screen —
including account history, open service cases and bios. Once the
meeting starts, both the presentation and the presenter are shown
together for a more engaging, human connection. After the call,
automated action items prompt the salesperson to schedule a
follow-up meeting or create a contact for a new decision
maker.
- Only 38% of salespeople say they've received training on
virtual selling over the past year.2 With
myTrailhead, Salesforce's digital skilling platform fully
integrated into Sales Cloud, sales teams can view relevant
enablement materials, like competitor analyses, and new reps can
onboard quickly with training resources, all surfaced right in
their workspace.
Sales accountability, anywhere: With fewer face-to-face
interactions, sales managers will need to rethink how they track
sales rep performance, provide meaningful coaching and build trust
with their teams.
- Pipeline Inspection uses AI to narrow focus on the deals
that matter most while tracking pipeline changes week by week,
pinpointing which deals may need their support or coaching.
- Einstein Conversation Insights analyzes video call
transcripts to visualize trending keywords, such as product names,
or types of interactions, such as competitor mentions. By
understanding where teams are struggling or what customers want to
discuss, managers can customize training and 1:1 coaching to better
align to the team's precise needs when they can't walk the sales
floor.
Artificial intelligence for everyone: Sales will be
increasingly data-driven as selling cycles shrink. Teams will need
to understand the information at their fingertips.
- AI-powered predictions, insights and automated explanations
with Tableau Business Science lets sales teams analyze data
and make smart decisions, faster, without relying on a data
scientist — for example, when updating quotas, looking at forecast
accuracy or reassessing selling strategies — all using clicks, not
code.
- With Einstein Opportunity Scoring, each salesperson sees
a score representing the likelihood that an opportunity will be
won. Einstein shows the factors that have contributed most to the
score, both positively and negatively. For example, when extra
steps are added to an enterprise deal, it means the deal is
progressing. For an SMB customer, a delayed close deal warrants a
lower score.
Easy, fast and flexible setup: The pandemic is a clear
reminder that successful businesses must be able to easily react in
real time to changing market conditions — just 25% of salespeople
rate their workflows and processes as excellent.2
- MuleSoft Composer for Salesforce connects data and
apps without writing code so sales operations teams can connect
apps and systems to Salesforce, automate sales processes, and
unlock richer sales insights without waiting on development
resources.
- Global Models for Opportunity Scoring use
aggregate, anonymized trends across Salesforce customers to empower
teams with AI before they have enough of their own data to drive
intelligent opportunity scoring.
- Salesforce global strategic partner Accenture is helping
customers deliver growth by reimagining the buying experience
across industries and is using its industry and functional
expertise to create unique AI-powered and data-driven solutions for
selling in today's anywhere environment.
- Customers can find ready-to-install apps integrated with Sales
Cloud on the Salesforce AppExchange — the world's leading
enterprise cloud marketplace. In addition, customers can connect to
the right consulting partner to implement scalable Sales Cloud
solutions for their specific business needs through the Consultant
Finder on AppExchange.
These innovations are already enabling Salesforce customers
to sell from anywhere:
Since the pandemic took hold,
companies are turning to Salesforce to drive their business'
recovery — now creating 21% more sales leads daily in 2021 compared
to 2020.
- One of the catalysts for Snowflake's rapid growth is its
channel partner network. Thanks to the flexibility and easy setup
of Sales Cloud, Snowflake was able to transform its partner sales
process in just nine weeks, saving 1,500 hours of development time.
Now, instead of manually onboarding partners, Snowflake has a
completely digital process for partner sales to drive growth.
- Honeywell uses Salesforce to empower its employees
to work regardless of where they are located. "Our sellers were
able to continue their sales process virtually without skipping a
beat," said Victor Abelairas, GM of
Tridium Innovation at Honeywell Connected Enterprise. "But more
importantly, we were able to empower the rest of the company to
stay engaged with the sales team and know what was happening with
customers at all times, without having the day-to-day interaction
in the office that they were used to. At the end of the day, we
want to provide a better customer experience by understanding our
customers more holistically than we would have otherwise."
- Jet It, a growing business disrupting the private jet
space, saw sales revenue increase 3X year over year within the
first 12 months using Salesforce. "We are in an industry where
failure is not an option. We didn't have time for a misstep, so it
was smart to leverage Salesforce to ensure we were off and running
from day one," said Glenn Gonzales,
Founder & CEO, Jet It.
- Cytiva is a global provider of technologies and
services that advance and accelerate the development and
manufacture of therapeutics. During the COVID-19 pandemic, customer
demand spiked and progressing new opportunities and orders as
quickly as possible was key. In a matter of weeks, Cytiva
implemented a dedicated dashboard in Sales Cloud, enabling Cytiva's
leaders to track opportunities by customer, country and product,
and then share this information with finance and manufacturing
teams. "Salesforce has helped our teams collaborate more
effectively in a highly virtual and data-rich sales environment,
within the Salesforce platform," said Conor
McKechnie, CMO, Cytiva. "This has improved our account
planning efforts as communication across teams is instant and real
time. We are more effective, more productive and better informed
about what is happening."
Additional Information
- Tune into today's Success Anywhere World Tour to hear more
about how Salesforce is reimagining the sales process and how
Honeywell is selling from anywhere, digitally.
- For deeper insight on how sales teams have adapted to virtual
selling, download the State of Sales Report.
Pricing and Availability
- Salesforce Meetings, Einstein Conversation Insights, Einstein
Opportunity Scoring, and MuleSoft Composer for Salesforce are all
generally available today.
- Tableau Business Science in the 2021.1 release will be
available later this month.
- Pipeline Inspection and In-App Learning with Trailhead will be
generally available in Summer 2021.
About Salesforce
Salesforce, the global CRM leader,
empowers companies of every size and industry to digitally
transform and create a 360° view of their customers. For more
information about Salesforce (NYSE: CRM), visit:
www.salesforce.com.
Any unreleased services or features referenced in this or other
press releases or public statements are not currently available and
may not be delivered on time or at all. Customers who purchase
Salesforce applications should make their purchase decisions based
upon features that are currently available. Salesforce has
headquarters in San Francisco,
with offices in Europe and
Asia, and trades on the New York
Stock Exchange under the ticker symbol "CRM." For more information
please visit https://www.salesforce.com, or call
1-800-NO-SOFTWARE.
1Salesforce State of Sales Report, September 2020.
2Salesforce Sales Snapshot Survey, March 2021
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SOURCE Salesforce