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Sales cloud: A new technology to support a digital-first selling world

Sales cloud has been reimagined to guide every company as they rethink the digital sales experience, from leads to coaching to processing revenue

A next generation of sales cloud has been introduced by Salesforce. Sales cloud is a new technology to support a digital-first selling world. For the new world of digital sales with flexible technology, sales cloud 360 is the complete growth platform and the world’s largest sales partner ecosystem that companies of every size can rely on to grow revenue and boost productivity.

Since COVID-19 began, 61 per cent of sales people believe their roles have changed permanently. Even when salespeople are able to get back on the road and into offices, 51% expect to travel less than they did pre-pandemic, and fewer than half expect to go back to the office.

With business optimism at an all-time high as CEOs expect a return to growth in 2021, companies must make sure they can lead in this competitive landscape, by quickly creating new sales processes and adapt to new technology like sales cloud. 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: A critical part of sales and enablement in the year ahead will be seamless virtual interactions. Virtual conversations are more engaging as salesforce meetings are generally available now. Ahead of a meeting, including account history, open service cases and bios, salespeople have a 360 view of all attendees on a single screen. For a more engaging, human connection, both the presentation and the presenter are shown together once the meeting starts. 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 per cent of salespeople say they’ve received training on virtual selling over the past year. With salesforce’s digital skilling platform fully integrated into sales cloud, sales teams can view relevant enablement materials, like competitor analyses, and new reps can on-board quickly with training resources, all surfaced right in their workspace.

Sales accountability, anywhere: Sales managers, with fewer face-to-face interactions, will need to rethink how they track sales cloud rep performance, provide meaningful coaching and build trust with their teams. While tracking pipeline changes week by week, pinpointing which deals may need their support or coaching, pipeline uses AI to narrow focus on the deals that matter most.

Artificial Intelligence for everyone: Sales cloud 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 analyse 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.

Also read: Fortinet Announces AI-powered XDR for Fully Automated Threat Detection, Investigation, and Response

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Khushbu Soni
Chief Editor - CIO News | Founder & CEO - Mercadeo


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