Follow Us

We use cookies to provide you with a better experience. If you continue to use this site, we'll assume you're happy with this. Alternatively, click here to find out how to manage these cookies

hide cookie message

Salesforce.com launches Sales Reach for real-time selling and marketing

Salespeople can track prospects closer than ever before

Article comments

Salesforce.com is combining its Pardot marketing software, sales automation application and social communities platform into a new product called Sales Reach, which it says can help salespeople nurture leads and make deals in real time.

Today's buyers don't follow a linear, predictable process, said Mark Woollen, senior vice president of product marketing, Salesforce.com Sales Cloud. Sales Reach gives salespeople the ability to closely track a prospect's buying mood and then "strike while the iron is hot," all from their mobile devices, Woollen said.

To this end, Sales Reach provides real-time activity notifications that get pushed to a salesperson's device. For example, a salesperson might get a notification that a prospect just downloaded a case study from the company's product website and looked at pricing information, said Salesforce.com product evangelist Mathew Sweezey.

"This is the right time to call him," Sweezey said. In the past, a salesperson would set up a task in their CRM (customer-relationship-management) system to remind themselves to call the prospect within a certain time frame, which is a roll of the dice compared to Sales Reach's capabilities, according to Sweezey.

Sales Reach's purpose doesn't end there, however. The salesperson may reach the prospect on the phone only to learn they didn't have time to have a serious phone conversation. The salesperson could then kick off a 30-day lead-nurturing campaign that sends out follow-up emails.

One of the emails could include an invitation to join an online community, also run on Salesforce.com's systems, where the prospect could interact with peers considering the purchase of the same products and services.

Sales Reach would send a notification if and when the prospect joined the community. It also logs all of the posts they make back into the original customer record. With this in hand, the salesperson can better judge when to call the prospect again, and what to talk about when they connect, Sweezey said.

The new product will be released in the first half of next year, with pricing to be announced at that time.

Chris Kanaracus covers enterprise software and general technology breaking news for The IDG News Service. Chris' email address is Chris_Kanaracus@idg.com



Share:

More from Techworld

More relevant IT news

Comments



Send to a friend

Email this article to a friend or colleague:

PLEASE NOTE: Your name is used only to let the recipient know who sent the story, and in case of transmission error. Both your name and the recipient's name and address will not be used for any other purpose.

Techworld White Papers

Choose – and Choose Wisely – the Right MSP for Your SMB

End users need a technology partner that provides transparency, enables productivity, delivers...

Download Whitepaper

10 Effective Habits of Indispensable IT Departments

It’s no secret that responsibilities are growing while budgets continue to shrink. Download this...

Download Whitepaper

Gartner Magic Quadrant for Enterprise Information Archiving

Enterprise information archiving is contributing to organisational needs for e-discovery and...

Download Whitepaper

Advancing the state of virtualised backups

Dell Software’s vRanger is a veteran of the virtualisation specific backup market. It was the...

Download Whitepaper

Techworld UK - Technology - Business

Innovation, productivity, agility and profit

Watch this on demand webinar which explores IT innovation, managed print services and business agility.

Techworld Mobile Site

Access Techworld's content on the move

Get the latest news, product reviews and downloads on your mobile device with Techworld's mobile site.

Find out more...

From Wow to How : Making mobile and cloud work for you

On demand Biztech Briefing - Learn how to effectively deliver mobile work styles and cloud services together.

Watch now...

Site Map

* *