1. Maruthi Dronamraju Clerisoft, Inc ANPI Salesforce Training Direct Sales Process Jan 16, 2014

2. Agenda  Introductions  Process Flow  Roles & Data Access  Lead Management  Activities  Account Management  Opportunity Management  Locations  Reports & Dashboards  Q & A

3. Introductions Maruthi Dronamraju –Salesforce Consultant –Clerisoft, Inc. Team Introductions

4.  Process Flow

5.  Roles & Data Access

6.  Lead Management 1.New Leads 2.Lead Information –Name –Company –Est. Value etc… 3.Activities –Calls –Appointments –Demos 4.Lead Status –Discover 5.Lead Conversion

7.  Account Management 1.New Account 1.Typically from Lead Conversion 2.Account Data 3.Contact 4.Activities –Calls –Appointments –Demos

8.  Opportunity Management 1.New Opportunity 1.Typically from Lead Conversion 2.Data from Lead 3.Opportunity Fields –Amount, Milestone, Close Date, Probability, Funnel Value etc… 4.Locations 5.SE Review Gate 6.Close Opportunity –Closed Reason

9.  Reports & Dashboards 1.Activity Reports 2.Deal Queue & Value 3.Sold Deals & Value 4.Win/Loss Categorization 5.Days to Close 6.Top Prospects

10. Thank You Q & A Feedback

11. Thank You Maruthi Dronamraju maruthi@clerisoft.com P: 408.637.5710 x:100 C: 510.364.5747