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

Salespeople can track prospects closer than ever before

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

Join the CMO newsletter!

Error: Please check your email address.
Show Comments

Supporting Association

Blog Posts

The hidden cost of organisation silos

How do you design and deliver exceptional customer experience in an organisation that still behaves in functional silos?

Graham Winter

Australian psychologist and author

Three killer strategies for data-driven audience targeting

Audience targeting is becoming an increasingly sophisticated art through data. Here, we look at three ways you can drive better engagement through different types of data assets and sources.

Michael Bird

CEO, Social Garden

Artificial intelligence, machine learning and the science of customer engagement

There is no let up for today’s CMO who needs to be the master of an ever-increasing variety of trades. Digital changed the game years ago, and now the CMO must be a skilled publisher, technologist and data analyst.

Yes. But on this issue there seems to be concensus between the fringe and the majority. Here is the industry peak body singing from the...

Paul Smith

CMO interview: Marketing the wool off a sheep’s back

Read more

Social media has become common ground where brands and customers meet and greet and due to its increasing popularity users becomes demand...

Alex Martin

Marketers struggle to provide an enriching and engaging experience

Read more

is this a joke?

andre veerhuis

Ticketek: Modern marketing strategy is about treating people as people

Read more

can you provide Top 10 public relations agencies in Australia

Ethan437

6 ways marketers are using technology in content marketing

Read more

Very true about start-ups changing the mentality of marketing. Ultimately, being quick, and adaptive is a great way to get ahead.

Estia

Are startups disrupting the traditional business model?

Read more

Latest Podcast

More podcasts

Sign in