Salesforce.com Secrets of Success: Best Practices for Growth and Profitability - Softcover

Taber, David

Softcover

ISBN 10: 0137140762 ISBN 13: 9780137140763

Publisher: Prentice Hall, 2009

Synopsis

Drive Better Productivity and Increase Saleswith Salesforce.com–Starting Now

 

Discover Real-World Best Practices―Without Paying Expensive Consultants

 

You’re investing in Salesforce.com for one reason: to drive major performance improvements across your entire organization. Salesforce.com® Secrets of Success will help you do just that. Drawing on his experience with dozens of deployments, author David Taber offers expert guidance on every aspect of Salesforce.com deployment, with results-focused best practices for every area of the organization touched by Salesforce.com, including sales, marketing, customer service, finance, legal, and IT. This is information you’d otherwise have to pay a consultant $300/hour to get...information you won’t find in any other book!

Taber walks you through developing a comprehensive and effective implementation strategy, followed by tactics and specifics to overcome every challenge you face, including internal politics. Through this book and its companion Web site, www.SFDC-secrets.com, Taber provides questionnaires, step-by-step guides, and extensive resources–all part of the Revenue Overdrive™ system that gives your organization maximum results from Salesforce.com.

• Achieve higher end-customer satisfaction and dramatic sales productivity gains
• Use the SFA Maturity Model™ to assess readiness, fill gaps, and gain early, deep user adoption
• Overcome “people, product, and process” pitfalls that can limit the value of Salesforce.com
• Learn which tools, add-ons, features, and extensions are right for your implementation

This book’s start-to-finish roadmap for success can be used by companies of all sizes in all industries–with specific chapters for executives, team leaders, implementation team members, developers, and users throughout the business.

About this title

Review:

Praise for Salesforce.com® Secrets of Success

 

“Salesforce.com is usually thought of as an SFA system, but it really needs to be thought of as a full-fledged CRM. For more than five years, I’ve headed up marketing teams trying to expand the power of SFDC for highly automated Internet customer interaction systems. Salesforce.com® Secrets of Success is required reading for the modern marketer, sales exec, or customer support professional.”

―Mark de Visser, CEO of Sonatype

 

“Salesforce.com® Secrets of Success is terrific because it gives guidance to every major executive, as well as tactical recommendations to the implementation team. Using this book’s methods ensures the high user adoption rate we achieved at Syneron. It also provides hundreds of tips that save time and money in the real world.”

―Doron Gerstel, CEO of Syneron Medical

 

“Salesforce.com® Secrets of Success helps the busy executive figure out what to do―and not to do―when a Salesforce system is being built or extended. I appreciate the balance it provides, giving strategic guidance to the executive team and tactical tips to the implementers.”

―Dave Kellogg, CEO of Mark Logic

 

“Salesforce.com® Secrets of Success focuses on the business processes that surround SFDC―the things that people do to leverage the system and become more effective. Any organization going through internal change in sales, marketing, or other customer-facing teams needs to see and work on the big picture. This book helps them do just that.”

―Jon Lambert, CFO of Wombat Trading Systems division, New York Stock Exchange

 

“Mr. Taber takes a hard look at reality and CRM systems and finds the way to bridge the gap between the two using Salesforce.com. You are sure to succeed with your Salesforce.com initiative by reading this excellent book. This is the Salesforce.com ‘manual’ we were all looking for.”

―Joshua Meiri, Salesforce.com User Group Leader

 

“Salesforce.com® Secrets of Success combines Agile with Salesforce.com, the most widely used, hosted SFA system. Taber takes it one step further by telling product marketers and product managers how to use SFDC and the latest Agile tools to do their jobs better. A must-read.”

―Rich Mironov, CMO of Enthiosys

 

“Salesforce.com® Secrets of Success is the distillation of lessons learned at dozens of SFDC customers, and every lesson has been put in terms that people at every level of the organization can understand. I only wish this book had been out when we were building out our system―we could have saved endless meetings by simply following its best practices.”

―Daniel Moskowitz, CFO of Zend Technologies

 

“Salesforce.com® Secrets of Success is an invaluable guide for the executive wanting to get the most leverage from Salesforce.com. The book tells the executive what to ask for―and what not to ask for―to get the best revenue visibility and results from the team. We’ve been steadily expanding our SFDC system to make it into a full-fledged CRM, using the techniques from this book. This book is highly recommended for companies that want to grow their size and sales performance.”

―Dave Robbins, CEO of BigFix

 

“Salesforce.com® Secrets of Success is the first book to apply Agile methods to SFA/CRM systems development, and it breaks new ground for both the technologist and executive. At ThoughtWorks, we’ve been using Agile for years, and Taber’s Salesforce approaches really pay off.”

―Roy Singham, CEO of ThoughtWorks

 

“I have been waiting years for this book and never knew it! David Taber has written an excellent guide to the benefits and pitfalls of implementing SFDC and, in the process, provides insight and valuable information on successfully navigating through user groups, management, sales, marketing, and IT departments to get the best results.”

―Dan Weiss, Manager of Sales and Marketing Applications, Bell Microproducts

About the Author:

David Taber is an internationally recognized marketing and management consultant in the IT industry, with more than twenty-five years’ experience, including eight years at vice president or above. 

 

Taber’s company, SalesLogistix, is a certified implementer of Salesforce.com solutions, with clients in the United States, Canada, Israel, and India. SalesLogistix created two widely used applications in Salesforce’s App Exchange. He has personally worked on dozens of Salesforce.com implementations, from early stage start-ups to larger companies such as Sun Microsystems and Symantec. His experience as a marketing VP–working with the sales organization, engineering, customer, support, finance, and corporate management–gives him unique insight into the habits and needs of the executive suite. Additionally, his background in IT makes it easy for him to work at both business and technical levels.

 

As an accomplished writer and speaker, Taber has created and delivered presentations to audiences in many countries and coaches CEOs on venture capital pitches. He has been a guest lecturer in marketing at the University of California and Carnegie Mellon University, and he taught the product marketing class at the University of California Berkeley extension.

About this edition

• Publisher: Prentice Hall
• Publication date: 2009
• ISBN 10: 0137140762
• ISBN 13: 9780137140763
• Binding: Paperback
• Edition number: 1
• Number of pages: 500