Salesforce.com Secrets of Success Best Practices for Growth and Profitability

by Taber, David

• ISBN13: 9780137140763
• ISBN10: 0137140762
• Edition: 1st
• Format: Paperback
• Copyright: 2009-05-05
• Publisher: Prentice Hall

Summary

"This book encapsulates years of experience on the front lines with lessons learned from many implementations. It will come in handy to anyone who is considering or is implementing Salesforce.com." Joel Martin, director, Customer Success, Salesforce.com Drive Better Sales Results with Salesforce.comStartingNow Discover Real-World Best Practices . . . Without Paying Expensive Consultants Yours"re investing in Salesforce.com for one reason: to drive major improvements in sales performance.Salesforce.comreg;Secrets of Successwill help you do just that. Drawing on his experience with dozens of deployments, author David Taber offers expert guidance on every facet of Salesforce.com, including up-front planning, process optimization, implementation, and more. Taber reveals proven best practices you wonrs"t find in any other bookinformation for which yours"d have to pay a consultant $300 an hour or more. In this book, yours"ll learn how to develop a comprehensive and effective implementation strategy, prepare your data, and overcome internal politics and other challenges. Then, yours"ll learn to optimize every area of the organization touched by Salesforce.com. Taber provides questionnaires, tools, step-by-step guides, and extensive online resourcesall designed to help you derive more value, more rapidly from Salesforce.com. Achieve higher end-customer satisfaction and dramatic sales productivity gains Use the SFA Maturity Modeltrade; to assess readiness, fill gaps, and gain early, deep user adoption Overcome "people, product, and process" pitfalls that threaten to reduce the value of Salesforce.com Learn which tools, add-ons, features, and extensions are right for your implementation Implement results-focused best practices for sales, marketing, customer service, finance, legal, and IT This bookrs"s start-to-finish roadmap for success can be used by companies of all sizes in all industries and by executives leading deployments, implementation team members, developers, and users throughout the business.

Author Biography

David Taber is an internationally recognized marketing and management consultant in the IT industry, with more than twenty-five years’ experience, including eight years at vice president or above. 

 

Taber’s company, SalesLogistix, is a certified implementer of Salesforce.com solutions, with clients in the United States, Canada, Israel, and India. SalesLogistix created two widely used applications in Salesforce’s App Exchange. He has personally worked on dozens of Salesforce.com implementations, from early stage start-ups to larger companies such as Sun Microsystems and Symantec. His experience as a marketing VP–working with the sales organization, engineering, customer, support, finance, and corporate management–gives him unique insight into the habits and needs of the executive suite. Additionally, his background in IT makes it easy for him to work at both business and technical levels.

 

As an accomplished writer and speaker, Taber has created and delivered presentations to audiences in many countries and coaches CEOs on venture capital pitches. He has been a guest lecturer in marketing at the University of California and Carnegie Mellon University, and he taught the product marketing class at the University of California Berkeley extension.

Table of Contents

Planning and Executing the Implementation

Planning Ahead

Reports and Data

Getting your Data Ready

Implementation Strategy

People, Products, and Processes

People and Organizational Readiness

Working the Politics

Products You Will Need

Improving Business Processes

Optimization

Best Practices in Sales

Best Practices in Marketing

Best Practices in Customer Service

Best Practices in Finance and Legal

Best Practices for the IT team

Templates

Tricks of the trade

Resources

Table of Contents provided by Publisher. All Rights Reserved.