Pivoting for Sales Growth at Salesforce Live: Asia

For sales teams, having accurate customer data, sales history, stock information, and product information at hand can make all the difference in closing a sale. As many businesses are discovering, data also goes a long way in boosting the customer experience and driving loyalty over the long term.

In our upcoming Sales Trailblazers episode on 3 June, we’ll hear the experiences of two companies that are shaking up their sales approach in Southeast Asia by being smarter with their data.

Here is a small sample of what Globe Telecom and Tenaga Nasional Berhad (TNB) will share:

Globe Telecom dials into stronger B2B sales

As one of the largest mobile network companies in the Philippines, Globe Telecom was already well on its way to digital transformation when the pandemic hit. The company used its early lead in digital as an opportunity to further enable sales from anywhere and remove labour-intensive processes from across its sales teams.

By tapping into the analytics and data that Sales Cloud provides, Globe developed a workflow called Guided Selling. Based on customer answers to a series of five to ten questions, the salesperson is guided to the top products or services that are most relevant for that customer. The process has significantly improved the efficiency of customer interactions. Globe’s service team has a similar service with Guided Best Action. 

In 2020, Globe acquired a majority stake in Salesforce partner, Third Pillar, after the company proved its worth during a Salesforce implementation for Globe. 

Now, Globe is expanding its own cloud business offerings for B2B customers and showing them the value that digital transformation can bring. Living the experience is a powerful sales tool and the pivot has positioned Globe well as a leader in digital transformation with its customers. 

According to Tiffani Bova, the Global Customer Growth and Innovation Evangelist at Salesforce, 75% of B2B decision-makers now prefer remote human interactions or digital self-service. That means that every digital touchpoint has to be a highly engaging experience. To drive stronger sales, companies should focus on building a great digital experience. This is only possible when sales, marketing, and service all operate in partnership.

TNB Malaysia Powers Up Their Sales Teams

Tenaga Nasional Berhad, also known as TNB Malaysia, is the largest power company in Southeast Asia. Headquartered in Malaysia, the company also has business operations in the United Kingdom, Turkey, India, and Indonesia. 

TNB Malaysia pivoted from a traditional face-to-face service at 135 branches to delivering sales from anywhere with Sales Cloud through social media and other digital channels. In addition, the shift to digital helped to grow new revenue streams across the business. 

The company had started to develop new renewable energy products and services supporting electric vehicles, energy efficiency, and a rooftop solar program. The team used Sales Cloud to simplify the information they had on rooftop solar customers, analyse for opportunities, and refine their sales approach to deliver more repeat business. 

Sharing valuable insights into TNB Malaysia’s digital transformation journey, we are delighted to be joined by the company’s Chief Retail Officer, Datuk IR. Megat Jalaluddin Megat Hassan 

To realise strong sales in the digital age, businesses need to make sure their customer data is consolidated, clear, and accessible by their sales teams, no matter where they are. Sales Cloud helps businesses make sense of the data, and its powerful analytics can deliver tangible value and uncover valuable sales opportunities and trends.

Hear more from Globe Telecom, Tenaga Nasional Berhad, and others about their sales transformation journey. Register and tune in on 3 June for Episode 3 of Salesforce Live: Asia.