Check Us Out at Dreamforce

We’re lookingJon Mountjoy forward to joining 130,000 of our closest friends at Dreamforce in San Francisco next week. Now, there are upsides and downsides to attending the world’s largest “Not Software” conference. On one hand, anyone and everyone interested in making sales teams more effective – so they can continue to drive the engine of global commerce – will be there. On the other, getting a cab or a decent dinner reservation is pretty much impossible.

The show is a great place to make new connections, forge new partnerships and hear new ideas. And it gives our experts a chance to win some mindshare for our main idea: that adding high-quality, verified commercial data to enterprise-class software and systems can make sales and marketing teams more effective.

Better insights result in better decisions — and better relationships. And it all starts with great data.

A big nod to Salesforce and specifically Data.com for their ongoing strategic partnership with us and their willingness to include so many of our Global Alliance team members in their joint sessions. Here’s where you can find us next week.

 

Tuesday Sept. 15, 2015

Session: Data-Driven Decisions to Drive Best-Practice Sales & Marketing ROI with Jeremy Levin
1pm; Cloud Expos, Partner Theater North 1

Session: Experience the Power of Dun & Bradstreet in Salesforce with Jeremy Levin
4pm; San Francisco Marriott Marquis Hotel, Foothill E

Session: Scaling Account-based Marketing in a Digital World with Rishi Dave
4:30pm; Metreon AMC Theaters, Theater 6

 

Wednesday Sept. 16, 2015

Session: Enough Is Enough! with Anthony Scriffignano
11am; Cloud Expos, Partner Theater West

Session: Data.com for Sales: The Path to Sales Intelligence with panelist Jay Glick
11:30am; San Francisco Marriott Marquis Hotel, Yerba Buena Salon 8

Session: Stump the Data Scientist with Anthony Scriffignano
11:45am; Dun & Bradstreet Booth #N1225

Data.com Keynote: The Future of Intelligent Selling with Michelle Huff, Data.com General Manager
4:30pm; San Francisco Marriott Marquis Hotel, Yerba Buena Salon 9

 

circus

Party: Circus Mystero
Hosted by Data.com, Dun & Bradstreet and Thomson Reuters, this party is open to those with a Dreamforce badge. Try to win a trip to Las Vegas.
8pm; Terra Gallery, 511 Harrison St., San Francisco

 

Thursday Sept. 17, 2015

Panel: Data.com for Sales: The Path to Sales Intelligence with panelist Jay Glick
12pm;  San Francisco Marriott Marquis Hotel, Golden Gate B

Panel: Choose the Right Sales KPIs with panelist Gabe Rizzi
12:30pm; San Francisco Marriott Marquis Hotel, Yerba Buena Salon 8

Session: The Marketing Leadership Power Hour with moderator/speaker Matt Collins
1pm; San Francisco Marriott Marquis Hotel, Golden Gate C1-C3

Session: The Keys to Successful Account Matching using Data.com Clean with Anthony Scriffignano, Jeremy Levin
1pm; Metreon AMC Theaters, Theater 14

Session: Grow Your Business with Global Data Strategies from the Pros with Jeremy Levin, Jonathan Paterson and Data.com customer Rosetta Stone
1:30pm; San Francisco Marriott Marquis Hotel, Golden Gate A

Session: Experience the Power of Dun & Bradstreet in Salesforce with Michael Gandolf
4pm; San Francisco Marriott Marquis Hotel, Foothill E

You can find our tireless team at the Dun & Bradstreet booth, at #N1225. If you’re skipping the show, you can always get the latest insights from the show floor via Twitter. We’ll be posting to @DnBUS. You can also search for #DF15 and #Dreamforce for more event news.

Image credit: Jon Mountjoy

CRM Success Tip: Give Sales Reps Better Data

sfdcScreenTraditionally, customer relationship management (CRM) systems are met with different levels of enthusiasm, depending on the role of the individual within the organization. I’ve seen this over 20 years in sales and business development, from roles in both direct sales and sales management. The response to a proposed CRM usually goes something like this.

CEO: “This is great!”

VP of Sales: “This is great!  I can better manage my team this way.”

Sales Representative: “What a pain in the ass! I have to enter in all this crap so my boss can micro-manage me. I’d rather just go out and sell.”

The breakdown in the third group, the Sales Rep, is pervasive in every company I’ve seen, large and small. The irony is that the CEO and VP of Sales want the same thing as sales reps do: They want them to sell.

To  sales reps, a CRM is a necessary evil. The system forces them to key-in information on every account, so they often fill in as few fields as possible. They find the tricks of entering a space or an X for fields they don’t know, because it’s easier than looking it up. They don’t check to see if the company already exists. And even if it does, it’s sometimes easier for them to just type in COMPANY NAME_B so they can make sure they ‘own’ the account.

These common practices ruin data quality. Duplicates, lost account details and broken reporting capabilities all come to the forefront. How many times have you created a report and said, “Why are those accounts showing? Those aren’t mine!” So then you redo the report and figure out how to exclude accounts…and so on…and so on. Finally frustrated, you export your customer list into Excel. At that point, you’ve lost a key CRM value proposition.

So now you have a CRM system with diminished value, and a sales team that only makes updates when forced to do so. What now?

Finding a Better Way

What every salesperson really wants is to have a single environment where they can report on their sales effort, and get information they need. They want a solution that helps them research, plan, execute and improve their daily sales process. Going to three or four different sites or applications is inefficient and burdensome. It’s quite simple: If you provide more value within the CRM, the sales team will look at the environment completely differently.  It can become their go-to tool, a place they know they can get better prepared for their next call or visit, they can find more prospects and they can better discover potential cross-sell and upsell opportunities.

So, you have a choice: Continue down the path of ‘stick’ motivation (as opposed to ‘carrot’), and watch your CRM adoption falter. If you check usage metrics, they will surely show how monthly user activity within your CRM steadily declines – with bursts of activity the day or hour before a new pipeline report is due.

Isn’t CRM supposed to focus on ‘R’, relationship?  Building a relationship with a client is accomplished through better understanding their needs, learning about their industry, and growing the relationship through new contacts. The CRM environment is prepped and ready to enable this. It just needs information and insight to become an attractive place for your sales team to spend quality time.

D&B and Data.com

I’ve used Salesforce.com for the past 14 years. And I can say that Data.com, part of Salesforce.com, is built to put the ‘R’ back into CRM. Through a partnership with Dun & Bradstreet, Data.com delivers a pre-built cloud-based solution that naturally integrates insight from D&B, as well as contacts from their Connect platform, into the core Salesforce application.

From the first keystroke, sales reps are provided with auto-fill options, configurable and controlled via security settings. So they have to key-in less, and are exposed to more. If they get voicemail when contacting a new prospect, they can quickly find another number or email address to try. If they are contacting a prospect at a new company, they can learn more about them, including minute details like SIC (Standard Industry Classification) code, and even get a list of suggested questions using a new feature coming in Salesforce Prospector 2.0.

And while they are learning in the CRM, they become better stewards of the database. Deeper familiarity with the user interface is a natural outcome, as users seek to learn more about their customer. It’s no longer the painful weekly or monthly process. Rather, a CRM system can become a trusted resource that really does help to improve their sales relationships.

What can the sales rep accomplish now within the CRM?  Stay tuned for my next blog, where we highlight some best practices for your sales team.

Tune In to Salesforce.com Webinars

TerrMagSalesforce.com pumped out a lot of news and information at its Dreamforce 2014 conference last month. Now the company is following up with a series of webinars for folks ready to study up on the new technologies announced at the show: Project Wave, Lightning and Customer Success Platform.

Dip in from the comfort of your desk and continue learning about new Salesforce.com offerings and best practices for managing sales territories. Attend in real time to ask questions and interact with fellow participants. Register soon to hold your spot.

An Insider’s Discussion with the Creators of Salesforce1 Lightning
Tues. Nov. 11, 2014 1:00 pm Eastern
Learn how your team can use the latest Salesforce1 Platform Lightning products to build innovative apps for every device shape and size. Join Salesforce.com experts Jon Sigler, SVP of Platform Product and Andrew Waite, VP of Platform Product.

Project Wave: Salesforce Analytics Cloud
Wed. Nov. 12, 2014 at 3:00 pm Eastern
Project Wave helps sales organizations get and analyze data to deliver targeted business insights. Learn how GE Power & Water is using Salesforce Analytics Cloud, with help from PwC, to enable its sales organization to find new opportunities and grow revenue effectively.

A Sales Executive’s Guide to Making 2015 a Blowout Year
Thurs. Nov. 13, 2014 at 1:00 pm Eastern
Join sales and marketing experts as they discuss best-in-class, modern sales techniques and technologies, guaranteed to get you closer to your customers while setting your sales teams up for success. With Apttus CMO Kamal Ahluwalia and Ceridian’s Larry Dunivan.

Best Practices for Territory Management
Tues. Nov. 18, 2014 at 1:00 pm Eastern
Sales territories influence everything from how you staff and retain your sales teams, to how well they perform, to how much visibility you have into your sales performance. Yet many organizations find territory management a challenge. Join Data.com experts and Kevin Micalizzi from Salesforce.

Best Practices for Data Governance and Stewardship in Salesforce
Tues. Dec. 9, 2014 at 11:00 am Eastern
When managing customer data, it’s important that everyone in the organization treats it as a corporate asset. Understanding the people, processes, and systems that consume that data is a good first step. Then, establish best practices for managing that data that meets the needs of both users and the organization. Join experts from Data.com and Traction on Demand to learn more.

Where to Find Us at Dreamforce

dreamforceTo say Salesforce.com’s Dreamforce has gotten big is something of an understatement. With 130,000 attendees expected and more than 1,400 sessions, the 12th Dreamforce is officially one of the largest software conferences in the world.

D&B is thrilled to be a Salesforce.com partner and a silver sponsor of the event, taking place this week in downtown San Francisco, at the Moscone Convention Center and surrounding venues.

Want to find D&B at Dreamforce? Here’s where we’ll be.

Booth: D&B will be showing a number of best-practice applications featuring D&B data and analytics in Booth #N2118 in Moscone North. We’re also in the Salesforce Data.com Booth #N1324 in Moscone North showcasing our partner solution that helps businesses gain a more complete view of their customers and prospects.

Tues. Oct 14

Maximize the Match Rates of Accounts, Contacts and Leads with Data.com
Breakout Session with Jeremy Levin
9:30am at the Century Theater, Room 9

All You Ever Wanted to Know about D&B Global Account Data
Breakout Session with Jay Glick and Jonathan Paterson
10am at the Marriott Marquis Hotel, Foothill E

The Mobile Revolution
Lunchtime Table Talk with David Hanuschak and Gurpinder Dhillon
11:30am-1pm at the Marriott Marquis Hotel,Yerba Buena Garden Terrace

Data Therapy Q&A
Breakout Session with Jay Vigeland and members of the Data.com team
1pm at the Marriott Marquis Hotel, Yerba Buena Salon 8

Wed. Oct. 15

Building a Customer Master Strategy in Salesforce.com
Expert Session with Jay Vigeland and Salesforce.com experts and customers
8:30am at the Marriott Marquis Hotel, Yerba Buena Salon 13, 14, 15

The Role of Customer Intelligence in Inbound Marketing
Content Session with Rishi Dave, D&B CMO
1pm at the Palace Hotel, Presidio Room

Breakthrough Selling:the Future of Customer Data in the Cloud
Keynote Address with D&B’s Michael Sabin and Salesforce.com executives
3:30pm at the Marriott Marquis Hotel, Yerba Buena Salon 9

Data Therapy Q&A
4:30pm at the Marriott Marquis Hotel, Yerba Buena Salon 8

Analytics Partner Demo
Presentation by Jay Glick
5:30pm in Moscone West, 3rd Fl, Analytics Cloud Zone Theater

Thurs. Oct 16

All You Ever Wanted to Know about D&B Global Account Data
Breakout Session with Jay Glick and Jonathan Paterson
12pm at the Marriott Marquis Hotel, Foothill East

There’s lots to see and learn. Keep on top of it all using Twitter. Just search for the #DF14 hashtag. You can also follow these conference digerati to see what they’re up to.

In the meantime, check out the $1-millon hackathon, the concerts and, of course, what to wear.

Image credit: Jon Mountjoy

Finding the ROI Equation for Data Quality

k_rupp2How do companies justify a data quality initiative? One way is to estimate the return on investment (ROI) of enriching, matching and cleaning the data they already have, so it’s more valuable as part of their key business processes.

D&B and Salesforce.com have teamed up to educate customers and prospects on the core tenets of data quality and to connect the dots between CRM data quality and more productive sales teams.

The two companies cosponsored a webinar, Five Ways to Improve Sales Productivity with High-Quality Data, with experts from Salesforce.com, D&B and Standard Register, to talk about how cleaner data can directly impact a business’ bottom line. By targeting CRM systems and sales teams, the value proposition is clear: Sales reps get more done using CRM that’s accurate and enriched. And that translates to business growth. Find out more by  viewing a replay of the webinar from August 28, 2014.

Salesforce.com and D&B also coauthored a white paper on the topic, The Core Essentials of Data Quality: Five Ways to Improve Your CRM and Sales Productivity with High-Quality Data, which takes a broader view of data quality over time, including realizing goals for Big Data and data-driven decision-making, as well as systematizing data quality using governance and best practices. After all, it’s never too early to prepare for a more competitive future.

Image credit: K Rupp

D&B and Dreamforce 2013: The Force of Innovation and Customer Engagement

Dreamforce logo squareDreamforce is Salesforce.com’s annual customer conference in San Francisco and the largest conference in the software industry, attracting over 130,000 attendees this year. Salesforce has always leveraged this event to engage its rapidly growing customer base and showcase its innovation—this year did not disappoint on either front.

Salesforce reinforced two key themes at the conference: First was the “Internet of Customers,” referring to the mobile and social nature of their customers and the solutions they consume. Second was a reinforcement of the company slogan “Sell, Service, Market, Succeed” that refers to the key Sales, Marketing, and Service cloud components of their product platform.

The keynote address by CEO Marc Benioff focused on the new product platform called Salesforce1. This is a unified platform that combines and integrates the Sales, Service and Marketing cloud solutions and provides them to the developer community through Platform-as-a-Service. The capability includes APIs and App developer tools that let corporate and third party developers quickly and easily customize and personalize Salesforce platform capabilities for their specific needs. The mobile theme was pervasive throughout the session. Salesforce1 represents the most powerful cloud-based solution in the Sales, Marketing and Customer Service markets delivering critical capabilities in an easy cloud based solution.

Salesforce customers feel strongly connected to the company and serve as brand evangelists. This is reflected in the customer sessions where the attendance and engagement levels are extremely high, and in the fact that they attract both technical and non-technical attendees. Customers also seem to embrace the culture of the company, including its social and non-profit involvement. Salesforce follows a 1:1:1 model – donating 1% of Equity, 1% of profits and 1% of employees’ time towards non-profit and community programs. This program was pioneered by Salesforce in its early years and is now a cornerstone of a number of Silicon Valley IPOs.

What does this mean for us at D&B? Salesforce.com is a key strategic partner for D&B as part of our Data.com partnership, and we had strong representation across multiple panel sessions and key speaking engagements. As Salesforce.com evolves and grows their solutions and customers, we at D&B will enable that growth by providing insight customers need to grow their own businesses. Customers are taking note of the partnership and are learning how they can benefit from it. As adoption of the Data.com solution grows among Salesforce customers, we have the opportunity to reach many new customers and serve our joint customers in unique ways.

View the keynote about Data.com by Data.com SVP & GM Andy MacMillan here.