The phone is an interesting beast.
You can't be afraid to pick it up.
As my dad used to say, "You got to dial for dollars.
You can't be afraid of the people that say no,
because there's always going to be the next one
that could say yes."
Dialing for dollars?
I loved that show.
What's up y'all?
I'm Emmanuel Acho,
your Simply Put host.
This season, we're featuring the Armstrong Steel company.
Specifically, sales.
We've been tackling huge issues revolving around sales
and translating them into easy to understand
and digest terms.
I know I'm learning a lot.
Now you're about to hear from Charlie Newton,
a sales rep at Armstrong Steel.
About life on the phones and the laptop.
Three words: Always be closing.
Right, Charlie?
And keep an eye out for Fatima Mekkaoui,
all-around Salesforce expert at Sales Cloud,
who will help clarify things.
Then, she'll walk us through a demo
that will be a must-see for sales reps.
Sound good? All right.
Over to you, Charlie.
We manufacture steel buildings for all comers.
Somebody that wants a very large airplane hanger
to somebody that's looking to build
commercial contractor storage.
My favorite part of the job
is definitely being able to work with different clients.
Helping them create their vision
and understanding what they want,
is the absolute, utmost important thing that we do.
I think the biggest thing that makes me effective
is being able to design the project
the way they need it to be done.
Whether it be down to the last half inch in a size range
or that every door and window is placed in the right spot.
Simply put, my job is to listen to people
and help them design the building structure
that they need and they want to have for 50 years.
Sales reps like Charlie have limited time
to make a big impact with customers.
Today, they need new ways to connect.
That's why it's so important for them to have tools
like Sales Cloud.
That bring intelligence and insights into every interaction.
Now reps can use every moment to their biggest advantage.
With Sales Cloud,
reps can stay focused on customer conversations
wherever those conversations take place.
From video conferencing to real-life meeting rooms.
Without Salesforce,
we would be completely lost every day
because it keeps all of our leads that we're working on
in an organized manner.
Being able to understand what folks are looking for,
getting the search terms
and being able to kind of have a background picture
before we even dial the phone,
helps to really understand what questions to ask.
These days, reps need to develop
deeper relationships with customers.
They can do that in Sales Cloud.
Let's say Charlie is looking for the best ways
to focus his time today.
His managers gave him a leg up with AI.
Charlie's territory was mapped out for him
with logical, flexible structures.
Now he can work in the places most likely to grow revenue.
And, when it's time to talk with a customer,
he can use any video conferencing platform
and have a more engaging conversation with his camera
and presentation in the same view.
Bottom line: Charlie knows how to connect with a person
before he even reaches out.
Salesforce Lightning has helped us immensely.
Instead of just working through one long list of phone calls
and having to remember,
by hand or notes,
or sticky notes all over your desk.
Being able to organize my calls
from the Eastern Seaboard across,
since we get into the office at 8:00 a.m.
I don't want to be calling Hawaii when I walk in the door.
So being able to get to as many people as possible
in an efficient manner,
helps you create a quicker sales cycle.
Because the faster you can get through the folks
that are going to to say no,
the sooner that you can get to the yes.
Ahhh! a quicker sales cycle.
That's what every sales leader wants
and what every rep wants to deliver.
Here's how Sales Cloud makes the sales cycle faster
for Charlie and his leaders,
as they develop new methods for managing,
understand the new scope of selling,
and learn new ways to connect.
First, built-in CRM insights
help the team develop customer relationships
through every type of interaction.
Whether virtual or face to face.
Second, the team can sell new products
with new messaging and methods quickly,
because of Sales Cloud's flexible
and scalable platform.
And third, the sales leaders can align, manage,
and motivate their teams,
with collaboration tools and Trailblazer best practices,
no matter where they work from.
The results: a faster time to value for Armstrong Steel
and a skilled up sales team.
I'd call that a win.
That is a wrap on our series featuring Armstrong Steel.
Now I don't know about you,
but I learned a ton about sales
and how hard and challenging it is.
But I also discovered how Salesforce Sales Cloud
can make life easier for everyone on the sales side.
But, hey! We aren't done.
We'll be back soon to check out another innovative company
doing amazing things.
Thanks for watching this season of Simply Put.
I'm Emmanuel Acho.