Leading Through Change

Everyone’s An Inside Seller: McAfee On Efficiency and Technology in Sales

Pilar Schenk of McAfee security software saw difficulty with remote sales when COVID-19 hit. She shares the strategies that worked for her and her team with Salesforce’s Sarah Patterson. The two also discuss working from home with small children, team cohesion, and time-saving software.

Lynn O’Connor Vos and Pilar Schenk

Pilar Schenk, vice president of global sales strategy and operations for McAfee security software, saw difficulty with remote sales when COVID-19 hit. She shares the strategies that worked for her and her team with Salesforce’s Executive Vice President, Cloud Marketing and Strategy, Sarah Patterson. The two also discuss working from home with small children (some of whom pop up in the live event), team cohesion, and time-saving software.

In this special episode, Lynn O’Connor Vos, the president and chief operating officer of the Muscular Dystrophy Association, speaks with Allyson Fryhoff, Salesforce.org’s chief strategic officer, about The MDA Kevin Hart Kids Telethon – a multistream fundraiser for the nonprofit happening October 24th, 2020. Stay tuned for a real-use demo of Sales Cloud, and then music from Frankie Bengston.

Quotes from McAfee Vice President of Global Sales Strategy and Operations, Pilar Schenk:

Closing deals is much harder in a pandemic

My job is to continue to look ahead and do more, and learn how we can do more faster. Technology has come a long way in how we can bring our teams together and bring our customers together, and we do all of this in Salesforce as a hub. Now everyone’s an inside seller, so our field sales teams are now using things that we created for inside sales teams to be more efficient and stay connected.

Revving the renewals engine; turn it on and watch it go

With an opportunity assessment, T-minus schedule, and a data-based early warning system in place, we could more easily see where we need help. We created a “Win Room” to bring our executive team together to help collaborate on where we see risk and what we’re going to do about it. And how we can guarantee outstanding outcomes for our customers.

The value of speed and time

We’re keeping digital transformation at the top of our mind. It’s about bringing our teams together on behalf of our customers. We know they’re worried about cloud security, cyberthreats, etc. We have all of that in Salesforce so our teams can stay connected virtually. We’re also thinking about how we give back time to our sales teams. For this we looked to Salesforce Inbox, which is an incredibly powerful and easy tool that takes Outlook and connects it to Salesforce. Contacts and emails immediately become a part of the Salesforce record, and it helps our team become more efficient with their time. Every minute we save is more time we can spend with our customers, our teams, and even more importantly, our families.

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Watch the Sales Cloud demo

See features like Salesforce Meetings, High Velocity Sales, and full-revenue lifecycle management tools presented by Keri Brooke, senior vice president of marketing for Sales Cloud.

Hear the music

Ten-year-old Frankie Bengston, a Muscular Dystrophy Association family member, plays an original song, Brave and Bold, 48 minutes in.

Watch the whole conversation

Sarah Patterson of Salesforce and Pilar Schenk of McAfee in conversation

This was the latest edition of Leading Through Change, our live video conversation series exploring how leaders use software to drive impactful change in industry. For more interviews: Salesforce.com/Live.

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