Partner Guide to Sales Success

Use these learning journeys to build your sales capabilities

Reach Your Goals with Sales Success Sales success is a coveted goal that helps to: It goes beyond the simple act of closing deals. It goes beyond the simple act of closing deals. It is about building strong, enduring relationships with customers, understanding their unique needs and providing tailored solutions that add value and solve challenges. As a trusted partner, this is your guide to unlock intellectual property, Drive Accelerate Improve Business best practices, and the pitch perfect Growth Performance ‘secret sauce’ used only by Salesforce Pro昀椀tability sales teams.

Choose Your Adventure Connect with warm prospects to Oversee a team to ensure quotas Research and contact new Understand your buyers and craft product solutions, o昀昀er are hit, deal obstacles are removed, prospects to begin relationship reach them with personalized o昀昀ers. compelling sales pitches, lead sales targets are on point, and building in preparation for sales Position your company with demos, and close deals. customers are happy. pitches and demos. compelling messages to drive demand. Common Job Titles: Account Executive Common Job Titles: Practice Lead, Common Job Titles: Business Common Job Titles: Marketer (AE), Client Lead, Client Partner Industry Lead, Reseller Lead Development Representative (BDR)

Partner AE Learning Journey Prepare Phase Engage Phase Activate Phase Prospecting & Account Research Registering Leads Closing Deals Deliver company and industry POV Articulate value of Salesforce & C360 Use customer stories & business value mapping to progress deal Manage deal through closure Create selling POV Articulate Salesforce product sales messaging Deliver product demo (for sales) Pipeline development & Management Objection Handling Understand SF Reseller Processes Conduct customer research Create and deliver internal sales presentation Start Here Kickstart Workshop Industry Workshop What is Salesforce Additional PLC or Trailhead courses Customer Centric Discovery Workshops & Use Cases The Salesforce Customer Close Deal 360 Platform Negotiations & Objection Business Value Mapping Handling Sales Messaging 101 Self Paced Virtual Interactive Roadmap Learning tracks Workshop Multi-Day Self-Paced REGISTER A LEAD Get rewarded for registering leads. You may be eligible to receive referral fees, Course Workshop Hours Workshop Options Trailblazer points and bene昀椀ts to help grow your business with Salesforce.

Partner Reseller Lead Learning Journey Prepare Phase Engage Phase Activate Phase Prospecting & Account Research Registering Leads Closing Deals Articulate value of Salesforce & C360 Use customer stories & business value mapping to progress deal Deliver company and industry POV Create selling POV Manage deal through closure Articulate Salesforce product sales messaging Pipeline development & Management Objection Handling Deliver product demo (for sales) Understand SF Reseller Processes Conduct customer research Create and deliver internal sales presentation Start Here Kickstart Workshop Create & Close Workshop What is Salesforce? Reseller Boot Camp Reseller Operations Workshop Additional PLC or Trailhead courses Customer Centric Workshops & The Salesforce Customer Discovery Use Cases 360 Platform Close Deal Negotiations & Objection Reseller Operations Handling Reseller Operations Self Paced Virtual Interactive Roadmap Learning tracks Workshop Multi-Day Self-Paced REGISTER A LEAD Get rewarded for registering leads. You may be eligible to receive referral fees, Course Workshop Hours Workshop Options Trailblazer points and bene昀椀ts to help grow your business with Salesforce.

Partner Reseller BDR Learning Journey Prepare Phase Engage Phase Activate Phase Prospecting & Account Research Registering Leads Closing Deals Articulate value of Salesforce & C360 Conduct customer research Deliver company and industry POV Understand SF Reseller Processes Articulate Salesforce product sales messaging Pipeline development & Management Create selling POV Use customer stories & business value mapping to progress deal Understand SF Reseller Processes Objection Handling Start Here Kickstart Workshop Industry Workshop What is Salesforce? Reseller Boot Camp Reseller Operations Workshop The Salesforce Customer 360 Platform Customer Centric Workshops & Discovery Use Cases Additional PLC or Trailhead courses Marketing Leads & PipeGen Negotiations & Objection Reseller Operations Handling Sales Messaging 101 Self Paced Virtual Interactive Roadmap Learning tracks Workshop Multi-Day Self-Paced REGISTER A LEAD Get rewarded for registering leads. You may be eligible to receive referral fees, Course Workshop Hours Workshop Options Trailblazer points and bene昀椀ts to help grow your business with Salesforce.

Partner Practice Lead/Industry Lead Learning Journey Prepare Phase Engage Phase Activate Phase Prospecting & Account Research Registering Leads Closing Deals Articulate value of Salesforce & C360 Create selling POV Deliver company and industry POV Articulate Salesforce product sales messaging Use customer stories & business value mapping to Manage deal through closure progress deal Create and deliver internal sales presentation Start Here Create & Close Kickstart Workshop Workshop The Salesforce Customer 360 Platform Industry Workshop Additional PLC or Workshops & Negotiations & Objection Trailhead courses Handling Use Cases Alliance Management Close Deal Business Value Mapping Sales Messaging 101 Self Paced Virtual Interactive Roadmap Learning tracks Workshop Multi-Day Self-Paced REGISTER A LEAD Get rewarded for registering leads. You may be eligible to receive referral fees, Course Workshop Hours Workshop Options Trailblazer points and bene昀椀ts to help grow your business with Salesforce.

Partner Marketer Learning Journey Prepare Phase Engage Phase Activate Phase Prospecting & Account Research Registering Leads Closing Deals Articulate value of Salesforce & C360 Understand how to engage with Salesforce to market Engage with new partner marketing & product campaigns & co-market to customers Articulate Salesforce product sales messaging Create & execute demand generation activities Understand Partner Program bene昀椀ts and resources Use Partner Marketing Center resources Start Here Partner Marketing Center Curriculum What is Salesforce Marketing Leads & Unlock Value through Ongoing Partner Marketing Webinars Pipe Gen Marketing Technology Partner Program Resources Course Create a Marketing Plan to Achieve Success Sales Messaging 101 Self Paced Virtual Interactive Roadmap Learning tracks Workshop Multi-Day Self-Paced REGISTER A LEAD Get rewarded for registering leads. You may be eligible to receive referral fees, Course Workshop Hours Workshop Options Trailblazer points and bene昀椀ts to help grow your business with Salesforce.

Partner Success Manager Learning Journey Prepare Phase Engage Phase Activate Phase Prospecting & Account Research Registering Leads Closing Deals Articulate value of Salesforce Articulate value of Salesforce & C360 Articulate Salesforce product sales messaging Conduct research of existing customer SF usage & footprint Engage with customers & develop relationship Start Here Kickstart Workshop Industry Workshop What is Salesforce Success Manager Curriculum Additional PLC or Trailhead courses Sales Messaging 101 Self Paced Virtual Interactive Roadmap Learning tracks Workshop Multi-Day Self-Paced REGISTER A LEAD Get rewarded for registering leads. You may be eligible to receive referral fees, Course Workshop Hours Workshop Options Trailblazer points and bene昀椀ts to help grow your business with Salesforce.

Partner Renewal Manager Learning Journey Prepare Phase Engage Phase Activate Phase Prospecting & Account Research Registering Leads Closing Deals Articulate value of Salesforce Articulate Salesforce product sales messaging Start Here Reseller Boot Camp Industry Workshop Reseller Operations Workshop What is Salesforce Negotiate Successful Additional PLC or Trailhead Renewals Curriculum courses Sales Messaging 101 Self Paced Virtual Interactive Roadmap Learning tracks Workshop Multi-Day Self-Paced REGISTER A LEAD Get rewarded for registering leads. You may be eligible to receive referral fees, Course Workshop Hours Workshop Options Trailblazer points and bene昀椀ts to help grow your business with Salesforce.

Go to Market Resources Building your capabilities is the 昀椀rst step to closing deals fast. Here are more resources to help you get closer to your customers, close deals fast and go to market with Salesforce. APPEXCHANGE ACCELERATE MARKETING PROGRAM LAUNCH Also known as PMC, access a library of free Generate demand, drive customer success, and Learn how to win your 昀椀rst customer and sales and marketing materials including enhance visibility - all with turnkey co-marketing beyond. Get access to curated live sessions pre-built, customizable campaign playbooks, opportunities with Salesforce. and resources to get on the path to closing email copy, sales decks, call scripts, and more. your 昀椀rst deal.

Get Rewarded for Registering Leads When you register leads that convert to an opportunity, you may be eligible to receive referral fees, Trailblazer points and bene昀椀ts to help grow your business with Salesforce. Get started by visiting the Partner Community. Select Leads/Deals from the Manage drop down menu. REGISTER A LEAD REGISTER A LEAD Note: Eligibility is subject to Salesforce Partner Program Policies (SPPP). The SPPP is subject to change