Sell Your Services
After completing this unit, you’ll be able to:
- Request two free CRM licenses.
- Define presales, sales, and postsales.
- Access role-based learning resources.
Before You Start
You’re probably ready to talk about hitting the market. Before we get to that, let’s request a couple free CRM licenses so you can track that money.
These CRM licenses grant you access to a Partner Business Org. This org lets you do everything from tracking customers and leads to running case management and operations. To be eligible for this benefit, you must be a Registered Partner or above. Provisional Partners don’t qualify. Now let’s log that request.
1. In the Partner Community, under the Support tab, select New Case.
2. Select Request Partner Benefits, and then select Create a Case.
3. In the Description field, tell us if you have an existing org or if you need a new one. If you have an existing Salesforce org, enter the Org ID in the Description field to add two more CRM licenses to your org. If you don’t have an existing org, we provide a new one for you. In either case, make sure to enter your business address and then select Submit Case.
4. You’ll receive an email prompting you to log in and change your password. Do that, and then bookmark the page.
While 2 CRM licenses are enough to get started, most partners buy additional licenses so that everyone on their team is connected.
Go to Market
Now that you have a way to keep track, let’s talk about making sales.
There are three important stages in the selling process: presales, sales, and postsales. Depending on the size of your firm, you’ll have different members of your team involved in each of these stages.
Your presales team focuses on making initial customer contact and figuring out the requirements for their project. And because you successfully executed your certification plan, your sales or service consultant and technical architect are well-primed to design solutions for a variety of customer cases.
Once your presales team has submitted a bid, the work shifts to your sales team. They work with the customer to close out the bid.
Even after your customer signs on, your work isn’t done. The postsales stage includes everything that happens once you’ve acquired a customer. What’s actually involved in postsales varies depending on the services you provide. Whatever it is, it’s important that you maintain strong relationships with your customers and that your team meets customer needs.
Is Sales Really That Easy?
No. No it’s not.
There’s much more that goes into making sales. Don’t worry though. The Partner Community has your back in this phase, too.
One of best resources available for the sell phase is the role-based learning hub. There you can find learning checklists targeted at each of the presales, sales, and postsales roles. Share these resources with your team. There’s something there for everybody.
Another way to up your sales game is through Partner Fast Forward Boot Camps. These sessions help you strengthen sales skills and learn tips on how to sell the Salesforce way. Topics range from how Salesforce’s culture translates to successful selling to how to leverage your network to generate more pipeline.
You can take these boot camps in person or online. Check out p.force.com/fastforwardto sign up.