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1. Mike Mulcare
Partner Enablement
mmulcare@salesforce.com
@mikemulcare
Preparing for the Salesforce
Accredited Sales
Professional Exam
A refresher webinar from your Partner
Fast Forward Boot Camp Experience

2. Forward-Looking Statements
Statement under the Private Securities Litigation Reform Act of 1995:
This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or
if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the
forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any
projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies
or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology
developments and customer contracts or use of our services.
The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for
our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of
growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed
and any possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand,
retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history
reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could
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report on Form 10-Q for the most recent fiscal quarter. These documents and others containing important disclosures are available on the SEC
Filings section of the Investor Information section of our Web site.
Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may
not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently
available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.

3. Welcome to the Salesforce Sales Professional
Accreditation Exam Refresher Webinar
What you need to know about the exam
What’s the Salesforce Accredited Sales Professional Exam and who do I take it?
What’s covered on the exam
What topics are covered on the exam and how do I prepare?
Exam Topic Refreshers
Highlights from the 2-day Partner Fast Forward Bootcamp – just in case you forgot anything
I like to over-prepare
Here’s a list of additional resources you can use to prepare for your exam
Great webinar! What’s next?
All set to take your exam? Here are your next step to register and sit your exam.
1
2
3
4
5
Covered in this presentation

4. What you need to know about the exam
 Exam Format: 30 multiple-choice questions
 Time limit: 45 minutes
 Delivery: online, un-proctored, on your own device
 Cost: Free to Partners who have attended Fast Forward Bootcamp, with
voucher
 Passing score: 70%
 Results: Provided immediately after exam submission as on-screen text and
by email
 Maintenance: once annual maintenance exam available each Spring cycle
aka The Details…

5. What’s covered on the exam?
 The Salesforce Advantage
 Salesforce Ohana
 Product Positioning for App,
Marketing, Sales, and Service Clouds
 Competitive Intelligence
 Objection Handling
 Selling with Stories
 Customer Centric Discovery
 Leveraging Salesforce Team and
Partner Resources

6. 1-1-1 model
Salesforce Ohana: Philanthropy Brings Out the Best in Us
1000+ Companies Pledged 1% | pledge1percent.org
1% Equity
Grants$128M+
1% Product
Nonprofits
& Education29K+
1% Time
1.6M+ Service
hours

7. The Salesforce Advantage

8. Fast app development for everyone
Build apps with clicks AND code with modern tools
Connected experience across apps
Get a single view of the customer across every device
Trusted Enterprise Cloud
Get unparalleled security in the cloud
Proven Success, Scale, and Ecosystem
5.5m apps・2.4m devs・4b txns/day・AppExchange
App Cloud Advantage

9. Marketing Cloud: #1 Marketing Application
Unify Data
Build a single view of your customers, integrate
data from any source, and make it actionable
Personalize Journeys
Trigger timely, unique, and meaningful messages,
based on real-time customer behavior
Engage Cross-Channel
Deliver relevant content on email, mobile,
social, ads, and the web
Analyze Everything
Measure the impact of your business
and optimize every interaction
Build 1-to-1 customer journeys

10. win rate
+37%
Win More Opportunities with Sales Cloud
Update and share opportunity details as a team
Guide reps through sales stages with Sales Path
Customize opportunity workspace for your team
View complete pipeline through an interactive
Opportunity Kanban
Opportunities

11. Service Cloud Lightning
#1 Customer Service Platform
Faster Service
Build and scale at the speed of your customers
Smarter Service
Empower agents and managers with the right
tools and intelligence
Connected Service
Connect the entire customer journey on one
platform
Personalized Service
Connect 1 to 1 with every customer, anywhere

12. Competitive Intelligence
Mistakes to avoid in all compete scenarios
Feature
Battle
Large vendors usually do
not make money in CRM
They can give it
away…literally
Salesforce is a premium
product
Not all check marks are
created equal!
Sell the value of
Salesforce
Suggest Key Business
Metrics improvements!
Competing
Only on Price
Neglecting
IT
Top competitors are
comfortable talking to IT
You need tobe too!
Work with both
IT and LOB

13. Objection Handling: The Process
5 Common Objections: Cost, Security, Integration, Features, Microsoft Shop
Understand and validate positions and emotions
Defuse
• Address the
emotion
“I understand how
you feel”
• Acknowledge
• Validate
Discover
• Find out what’s
really going on
• Open Ended
Questions
Deliver
• Use Feel, Felt,
Found
• Have a few
responses prepared
• Use Proof

14. Selling with Stories
Internal Stakes
Hero
External Stakes
Story Spine
Societal Stakes
The Why

15. Customer Centric Discovery
Know
your
customer
Be
your
customer
Create
value with
your customer
Connect
with your
customer

16. How the Salesforce Partner Ecosystem Works
Leveraging Salesforce Team and Partner Resources
ISVs and Consulting
Partners
Salesforce Partner
Resources
Salesforce Partner
Community
Trailhead and
Certification

17. Additional Resources
Learn more
 Your Boot Camp Chatter
Group on the Partner
Community
(Collaboration|Groups|
YourCity Partner Boot
Camp)
 Partner Fast Forward
Resource Page on the
Partner Community
 Dreamforce ‘16 Videos
(search “fast forward”)
 Exam Study Guide (PDF)

18. Next Steps
 Request a Voucher Code for
your exam
 Review Prep Materials and
Exam Guide
 Register for the exam on
Webassesor
 Take your exam and Good
Luck!
 And – if you don’t pass the
first time – send me a request
for an additional voucher
code

19. Thank Y u