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 newsletter!

Or

Sign up to gain exclusive access to email subscriptions, event invitations, competitions, giveaways, and much more.

Membership is free, and your security and privacy remain protected. View our privacy policy before signing up.

Error: Please check your email address.
Show Comments

Blog Posts

Data has the power to build or burn brands

A brand can be severely wounded by use or misuse of any of its assets and you could say data has the greatest power of all to inflict damage.

Lucy Acheson

Head of data strategy and customer experience, LIDA

Totto and your inorganic future

At Cannes Lions this year we’ve been treated to many artificial intelligence (AI) insights. It’s one of the major discourses of our time.

Richard Brett

CEO, opr

Personas of one and the rise of ‘always there’ marketing

I’ve got some bad news. The ‘always on’ marketing approach that many companies have only just fully implemented is already out of date.

Nigel Roberts

Founding partner and strategy lead, Yell

thanks for sharing this post ....https://www.jigno.com/men/t...

Jigno shop

Freeview recruits Foxtel marketer as new head of marketing

Read more

This isn't new. Walmart in the UK (Asda) dropped loyalty cards over a decade ago because all research pointed to them not working. For ...

Fraser

Report: Australian consumers aren’t loyal to brands

Read more

I'm looking for the little golden books of fairy tales from when I was a child ( I tutor autistic kids and I'm disabled through Dv. I wan...

Ally forrester

David Jones aiming to be Australia's premier retail destination

Read more

The best design always features a minimalist approach to the use of color. Many designers are tempted to use many different colors but us...

Jose Salas

How email marketing automation is helping this Aussie electrical wholesaler enter the digital age

Read more

I read you post full. It's really good .

Yusuf

Salesforce ups the Marketing Cloud ante with Datorama acquisition

Read more

Latest Podcast

More podcasts

Sign in