We work with a wide variety of clients who each have varying levels of experience working with Salesforce. One of the more common areas we find ourselves helping clients in is helping them work with Salesforce more effectively.
Partners who have been part of the ecosystem know building and launching an application on the AppExchange isn’t enough to create a strong relationship with Salesforce — you first have to learn how to effectively sell with Salesforce by understanding how your application fits in their world.
To help, CodeScience is hosting a live webinar on July 17th revealing insider secrets on how to get the most out your partnership with Salesforce.
I’ll be joined by Salesforce AppExchange Senior Solution Manager Tara Gonio and Salesforce Associate Manager of ISV Enablement Deanna Rayala to take a deep dive into the five best practices to follow when selling with Salesforce.
We’ll give you a sneak peek of a few tips in this blog — but to get the full inside scoop, register for the webinar.
Best Practices for Selling with Salesforce
Strengthen your value proposition by using Salesforce's own lingo
It should come as no surprise Salesforce Partner Account Managers (PAMs) and Account Executives (AEs) have hundreds of accounts to manage — so being able to communicate using the same language these key roles use day in day out is incredibly valuable.
Being able to succinctly explain how your solution will help Salesforce win more business — especially how it has the potential to source new logos — will have AEs much more apt to continue the conversation.
Build a Salesforce-facing sales kit that opens doors
Creating an outstanding sales kit falls right in line with strengthening your value proposition. With a strong sales kit, you’re able to arm AEs with the materials and information needed to quickly understand what your product is, how it works, where it fits within their sales strategy, and your target market and ideal customer profile.
These materials range from templates and best practices for building a partner FAQ, to customer success stories and demos. The three key areas you should be focused on is your product, the competitive landscape, and your customers.
Craft messages that make the direct sales team respond
Targeting the correct roles and segments is just half of the equation for setting yourself apart from the competition. You also have to craft your messaging in a way that makes the direct sales team respond.
AEs and PAMs are overwhelmed by the number of partners in the ecosystem and are constantly being pitched, so differentiating your messaging plays a key role in gaining their attention. You have to prove why they should choose you.
Success stories are a very powerful tool which can be leveraged to prove your brand and establish yourself in your segment or industry of choice.
Standing Out in a Crowded Ecosystem
With thousands of partners and 100x the number of customers, standing out in this massive crowd can be quite the challenge. The partners that learn early on that the key is to sell with Salesforce have the easiest and quickest path to success.
With the best practices we laid out, you’re better equipped with the tools to set yourself up for success and maximize revenue from your partnership with Salesforce by gaining the attention of the right key stakeholders.
If you want an even deeper dive and more inside secrets, register for our upcoming webinar to learn from industry experts on what works and what doesn’t.
We are the first and only organization to achieve Master Navigator PDO designation from Salesforce — we’ve built and launched over 220 commercial applications. If you’re ready to take full advantage of the ecosystem, get in touch today!