Sales Cloud Lightning - A.sfdcstatic

Introducing theLightning Experience:A Whole NewSalesforce,A WholeNew Wayto Sell

IntroductionWhen the first CRM systems were created, they were primarilya tool for managers. A sales manager would monitor the basicfunctions of THE team and have some sense of what THEsales cycle was like throughout the quarter.Fast forward to present day, and CRM systems such asSalesforce are light-years ahead of where they began. Nolonger a tool just for managers, CRM systems are powerfultools that can be leveraged by sales professionals, fieldreps, operations specialists, and employees at all levels.Reporting, dashboards, forecasting, activities — all thisfunctionality is standard out of the box.And yet, the sales world is constantly changing, and so arethe demands of customers. With all of that as inspiration,Salesforce has evolved— again— into a CRM that makesyou sell faster, smarter and exactly the way you want to.This new stage in Salesforce’s evolution is a culmination ofeverything we’re about: speed, intelligence, innovation, andsuccess. In the following pages, we’d like to introduce youto the Lightning Experience – A Whole New Salesforce, AWhole New Way to Sell.Table of Contents03 Sell Faster08 Sell Smarter11 Sell the Way You Want15 Conclusion2/

Chapter 1Sell FasterToday, the sales game is all about speed. Many times a competitivedeal will go to the most responsive sales rep when all other things areequal. However, getting there first with everything you need to closethe deal is challenging. With the help of our new Lightning Experience,you can turn that challenge into a business-as-usual experience.Never Lose Data, Never Lose a DealFor too long, CRM systems have been reactive. Having a record of everyinteraction with a prospect is invaluable to a sales professional, butthe process of logging that information could only be done manually,and therefore it was incredibly time-consuming. What if all that usefulinformation could be recorded automatically?Well you don’t have to wonder. The Lightning Experience knows theinformation that will be most helpful to you throughout the salesprocess and records it automatically so you never lose data— and neverlose a deal.Opportunity Workspace“Lightning is all aboutbeing proactive.”With a completely redesignedaccounts screen, you’ll knoweverything about your accounts ata glance.3/

Data Exactly Where You Expect ItThis new brand of proactive CRM extends far beyondeliminating manual information entry. The LightningExperience also provides you the most up-to-dateinformation, right when you need it. Wondering howyou are performing relative to this quarter’s quota? Nomore clicking and filtering to get the answer. A simplechart will show your progress, straight from the homescreen. In fact, the entire home screen has beenreimagined to provide the most relevant informationfrom the moment you log in. Want a list of the day’stask and appointments? You’ve got it. Top deals inthe pipe? No problem. The lightning experience evensurfaces relevant news articles relating to your openaccounts so you’re always in the loop.Having all this information delivered directly to youinstead of manually recorded or arduously trackeddown means one thing: You spend more timeselling. Too often sales professionals spend their daysfocused on the administrative side of the businessinstead of selling. The Lightning Experience flips thatscript forever and makes Salesforce a selling tooldesigned to serve and support the user at every turn.The Lightning Experience also makes it a point foryour entire team to be collaborative. So although youMobile-firstdidn’t enter data, your teammate might have, and it’sGet the same greatright there, in real-time.Salesforce experience nomatter where you are orwhat device you’re using.44//

Redesign Highlight: HomeThe most noticeable change to the Salesforce user interface is the new Home screen. This screen was designed for one purpose: to provide theinformation you need most, right from the moment you open Salesforce. Home provides a personal assistant that proactively updates you on all relevantactivity in your sales pipeline. You’ll never miss a thing, whether it’s an open task, a new lead, account activity, or a gentle reminder to reach out to a lead.You’ll also know exactly where you stand when it comes to your quota, thanks to the a helpful performance graph. Other highlights include news relevantto your accounts, a list of top deals, and a list of your most recent records. Now, you’ll be able to hit the ground running, every day.FeaturesRelevant news updatesQuarterly performanceAssistantTop DealsTask remindersAccount updatesRecent accounts5/

Focus Sales on Your MostImportant LeadsSell from Anywhere, On any DeviceAs CRM solutions have evolved in the lastcomputer meant you were only armed withHow does the new Lightning Experiencewhat you were able to cram into your bag orhelp you sell faster?few years, there has been a dramatic influx ofnew data. Marketing automation solutions areproviding dynamic new insight into how andwhen prospects interact with your company.However, all that data means very little if it can’t becalled up on demand. The Lightning Experiencedoesn’t just make finding the right informationQuick Summary:Not too long ago, being away from yourbriefcase. Now, with a mobile CRM solution,you can access all your customer and companyLightning is proactive, handling thedata at any time, allowing you to keep in touchbusy work so you can spend morewith more prospects and collect new andtime selling.relevant information in real time. Being able toupdate your CRM on location instantaneouslyeasier, it makes it instantaneous.replaces that tedious task at the end of theLightning helps you prioritize theday), with a simple process that ensures youleads and information that are mostWhen a prospect completes an action, likealways have the most current information atrelevant and important.opening an email or visiting your website’s pricingpage, Salesforce immediately alerts you in a realtime feed that now is the perfect time to reachout to your prospect. This allows your team tofocus its selling efforts on the leads most likely tohand. Access to this information provides salesreps with a number of advantages.The tools you use most should work thesame across all of your devices and feel like aclose—and do it at the best possible time.consistent experience on every screen. WithProspect activity isn’t the only aspect of marketingsame experience no matter where you are orautomation that’s being updated and streamlinedLightning allows you to sell fromanywhere, on any device.Salesforce responsive design, you also get thewhat device you are using.by the Lightning Experience. Lead nurturing withdrip email campaigns has also gotten a lot easier.Sales reps can now assign leads to existing nurturejourneys, even from their phones. Marketing cancollaborate or lead the creation of these nurturejourneys to ensure that prospects are receivingthe freshest and most useful marketing content.Meaningful collaboration between sales andReady to learn more?Learn more about how the Salesforce1Mobile App helps you sell from anywherewoth the free e-book, Spend More TimeSelling with Salesforce1.marketing results in a better overall experiencefor the customer.6/

Redesign Highlight: Sales DashboardDashboards have been one of the most popular features of Salesforce since they were first introduced. The new Lightning Experience improves uponthe dashboards you already know and love, and includes new features that users have been waiting for. Tired of the standard three-column layoutsfor Salesforce dashboards? Well, Lightning allows you to add columns to your heart’s content. Easily resize elements across columns and rows with asimple click and drag. Lightning also features updated designs to the graphs and modules your familiar with, and adds a few new ones.FeaturesAdd more than thestandard three columnsRedesigned graphsNew modulesImprovedcustomization7/

Chapter 2Sell SmarterThere’s no doubt that we are living in an era where everything mustbe quantified. Terms like “big data” and “analytics” are being thrownaround in every industry and for every job function. All this dataholds a lot of promise for today’s business professionals. The realityof improved accuracy, the prospect of increased efficiency, and thedream of improved efficacy are all on the minds of today’s modernprofessionals as they rush to embrace this new data-driven era. At theforefront of all this clamoring for more data is the sales organization. Atthe end of the day, companies should look to leverage data first withtheir sales teams.However, many companies don’t know where to start when lookingto incorporate data into their sales operations. With the LightningExperience, Salesforce has finally made data front and center. TheLightning Experience makes data more accessible across all aspects ofyour CRM, making every decision more informed, every insight moreimpactful, and every action more meaningful.DashboardsDashboards on lightningare more customizable andbeautiful than ever before,allowing you to leverage yourdata for smarter sales andmore success.8/

Turn Every Interaction into an OpportunityProspects are now engaging in more ways and through morechannels. They expect to have their sales experience tailored tomeet their needs at every stage and on any channel. This meansmodern sales professionals need to not only understand where theirprospects are in the sales process, but how to tailor their approachto each stage. The Lightning Experience makes this process abreeze by helping identify sales stages, surface the right data, andsuggest guidance. It also gets you ready for any selling moment. Andnowadays, those moments can happen at any time and at any pointalong the sales cycle.Every sales rep knows that each stage of the buying process requiresa slightly different approach. That’s why Lightning breaks downthe right steps to take at each stage and the data you need to takeaction. Moving a deal forward is the most important part of anysales activity and was once the biggest challenge. But not anymore.From suggested next steps to the perfect piece of content, Lightningmakes moving your deals through the pipeline that much easier.Gain Insight with Real-Time AnalyticsAnalytics has long been the domain of IT or specialized data teams;it’s viewed as far too complex to be used by the average salesprofessional. But as the amount of accessible data has skyrocketed,analytics has become too valuable a tool to keep sequestered toa back office. Salesforce is bringing analytics to everyone with theLightning Experience.AccountsWant to identify opportunities to upsell within your existing customerIt’s easier than ever before tobase? No more submitting a request to the IT department andget the information you needpatiently waiting a few weeks. You can filter through data in seconds,most about your accountsdrill down to the insights you need on your own, all from right insidewith activity timelines and evenSalesforce.suggest next steps.99//

Redesign Highlight: Opportunity WorkspaceThe Lightning Experience provides a whole new view of your entire pipeline. Called the “Opportunity Workspace,” this new screen provides everythingyou need to close a deal. Understand at a glance where your deal is in the sales funnel with helpful visualizations. Get suggested next steps to keepdeals moving. Log calls and send emails from inside the account workspace to automatically record events in the activity timeline. The Salesforcerecord for an account is no longer just a page to reference, it’s now command central for closing the deal.FeaturesNext stepsActivity historyCall and email frominside an account.Easy collaboration10 /