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Salesforce.Com Role Play Needs Assessment Outline

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Salesforce.com Role Play Needs Assessment Outline
*Schedule*
-Make appt
-Confirm
-24hrs before appt send a follow up email “for tomorrow at such & such time”
-Arrive 5 mins early
-“Hello Mr. Thompson, I’m Connor from Salesforce.com”
-Ask for another appt (Would it be okay to set up a followup meeting? Next week? Morning or afternoon?
-Follow up
Questions
-XX had referred me to you, how do you know XX?
-I’d just like to say I know we only have about 10 minutes for our meeting today, I respect your time very much, I’d like to move on to assessing some of your needs as a business, if that’s alright
-Before we get started is there anyone else that needs to be here to help make this decision?
-What are you using currently as means of CRM? (lead him into admitting it’s awkward)
-What are you currently doing that’s working well for you?
-What are some of the challenges, or hurtles you face with ________?
- What are some of your company's goals over the next year or two?
-This is what I heard, is that correct?
-How important is solidarity to you?
-If I could _______, would you ________?
-Will all your Salespeople be using Salesforce?
-I’ve done some basic research on your company, and I’ve heard a some great things from our fried Sam Johnson, and feel I have a pretty good idea about it’s background, but I’d really love to get a better understanding from you. Could you please tell me a bit about yourself, your role and your company?
-Are there any areas where you see opportunities for improvement?
-Here’s what many of my customers in your industry are telling me… Can you relate to this in your business or role?
-Tell me more about that please. (Yes this is a statement, that when used correctly, and feel free to use it often, can open up the floodgates to your prospect's thoughts and feelings.
Edification
Advance Acoustics
-4 Regional Managers, 20 salespeople, not looking for new leads, instead advancing closer relationships with existing dealers
- Wants capabilities of collaboration, opportunity and deal tracking, and reporting

Salesforce (36,000)
-Resident in cloud
-Everyone can look at the information stored, and change it at their discretion/authority
-Can customize the software to fit your needs
-Lets users choose sync methods—users either can sync all their Outlook items to Salesforce, or only the items they select
-Salesforce Chatter (comes free with Salesforce, like Facebook for Salesforce) can add customers to different conversations at your discretion
Security
-Salesfoce.com hasn’t had a breach to date, and assumes liability for any concerns that may arise
-All transmissions to Salesforce occur via SSL (Secure Sockets Layer), the standard for secure transmissions.
-This option ensures the data is stored encrypted, and that a decryption algorithm must be applied when the data is retrieved to translate it back to a readable value.
-Multi-level encryption, with industry leading encryption measures
-Salesforce- 12-15 redundant datacenters around the world, offer great security/responsiveness/no hardware or device issues, multi-tenant, great drag and drop administrative options, apps have to go through vetting process (Apple-esque), easy to use graphical data-loader for both Windows and Mac, emphasis on mobile
Sugar- Single tenant (Droid-esque), is locally resident on your computers, so it can run into hardware and device issues, and you’d have to invest in the infrastructure (i.e. servers) to host everything yourself

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