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EBR Toolkit
Salesforce 1 App Guide
https://sites.google.com/a/salesforce.com/ebr-platform-toolkit/home
Researched the top use cases for the Platform to design and build the Salesforce 1 App Guide eBook
https://org62.my.salesforce.com/06930000003a8Ik
Customer Stories Slides
Rebuilt the Platform Customer Stories slide deck consisting of 50+ slides
https://org62.my.salesforce.com/06930000003SCFK
Platform Win Analysis Calls
Conducted a series of interviews with AEs who closed recent Platform wins in the US and UK
and organized the findings in a spreadsheet
Collected Prospecting Assets for EBRs
Solution
What To Do Next
Questions Asked
Problem
Win Analysis Worksheet
- Collected YouTube videos (Dreamforce '12,CCT, Customer Stories) and industry specific materials to help EBRs sell Platform
- Wrote prospecting sentences to go along with videos
- Created a Google site consisting of this spreadsheet and several others useful for selling the Platform
- Can you give me the 2 min overview of their business or the business unit that did this deal?
- What was the big problem/pain/or issue they were having?
- What did we end up selling them?
- What competition did we face, if any?
- What sales strategies were most effective?
Detailed information about how customers are using the Platform and how we won the deal organized by industry with links to opportunity information where available
- Google Site good, but not enough- needs of EBRs exceed the capabilities of Google Sites/ Docs
- Need to build another site with a filtered search/tagging functionality
https://docs.google.com/a/salesforce.com/spreadsheet/ccc?key=0AvWrQd_hL-v6dHp0bkVmcEF4VUVmYXg4b3QtZ1c0Wnc&usp=sharing
- EBR Platform pipeline was low
- After watching EBRs on calls, playing around in P2C ( a major resource that the EBRs use to gather information for calls), and talking to EBRs, it became apparent that even though there were many materials available to help them on sales calls, these materials were disorganized or complicated to use
- Thus, EBRs spent more time searching than actually selling