Thursday, July 24, 2014

Salesforce announces impending launch of B2B super-tool Salesforce1 Sales Reach.

Salesforce.com has just announced it intends to launch Salesforce1 Sales Reach, a new service that integrates the functionalities of Pardot into existing Salesforce communites. Pardot was part of the ExactTarget acquisition completed by Salesforce in 2013. B2B selling is quickly catching up to where B2C selling has been for a few years now: catering to the 24-hour mobile customer.
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Source: www.pardot.com
The goal of the new service is to allow salespeople to stay heavily engaged with B2B customers during the purchase cycle, which these days can be a fast as a few hours. The new service will give users the ability create one-on-one campaigns aimed at individual decision makers right on their mobile devices.

According to Linda Crawford, EVP and GM of Sales Cloud for Salesforce, the new app will empower salespeople like never before :
"In this new connected era, sales reps must be empowered to cultivate long-term, meaningful relationships with customers in order to be successful—transactional touch points won't drive impactful results. With Salesforce1 Sales Reach, sales reps can engage with the customer at just the right moment with instant marketing and selling to build better relationships with customers at scale and ultimately accelerate sales."
Meanwhile Michael Fauscette, Group VP of Software Business Solutions for IDC, sees potential in the release:
"Companies must evolve to meet the new demands of today's buyer in order to succeed in this mobile, connected world. Solutions that empower sales reps with the tools and data they need to market and sell in the moment help advance buyers through the sales process more quickly and grow business as a result."
The solutions promised include:
  • A micro-campaigns capability that will give sales reps the ability to devise quick individualized marketing campaigns directed to individual prospects.  
  • Real-time notifications that will give users freedom to take deal-closing actions as soon as events are registered in the app. 
  • Lead tracking will provide users a record of a prospect's activity through a 36-hour window. This will give users the ability to whittle down what is and what isn't working in their campaigns.  
  • Mobile nurture campaigns will enable users to add prospects to  campaigns will be geared towards those potential buyers who are still in the earlier phases of the purchase cycle. 
All the above mentioned capabilities will live on users' mobile devices. The screencaps below show the look and feel of the app. 

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Source: zdnet.com

The pricing model for Salesforce1 Sales Reach will be released when the app is made available to the general public in 2015, though the Salesforce offering needed to use the service, Sales Cloud and Pardot, are $65 per user per month for the Professional Edition and starting at $1,000 per month for 10,000 contacts, respectively.

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