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Salesforce.Com Secrets of Success: Best Practices for Growth and Profitability [Paperback]

David Taber
3.0 out of 5 stars  See all reviews (1 customer review)
RRP: 30.19
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Book Description

5 May 2009

Drive Better Productivity and Increase Saleswith Salesforce.com–Starting Now

 

Discover Real-World Best PracticesWithout Paying Expensive Consultants

 

You’re investing in Salesforce.com for one reason: to drive major performance improvements across your entire organization. Salesforce.com® Secrets of Success will help you do just that. Drawing on his experience with dozens of deployments, author David Taber offers expert guidance on every aspect of Salesforce.com deployment, with results-focused best practices for every area of the organization touched by Salesforce.com, including sales, marketing, customer service, finance, legal, and IT. This is information you’d otherwise have to pay a consultant $300/hour to get...information you won’t find in any other book!

Taber walks you through developing a comprehensive and effective implementation strategy, followed by tactics and specifics to overcome every challenge you face, including internal politics. Through this book and its companion Web site, www.SFDC-secrets.com, Taber provides questionnaires, step-by-step guides, and extensive resources–all part of the Revenue Overdrive™ system that gives your organization maximum results from Salesforce.com.

  • Achieve higher end-customer satisfaction and dramatic sales productivity gains
  • Use the SFA Maturity Model™ to assess readiness, fill gaps, and gain early, deep user adoption
  • Overcome “people, product, and process” pitfalls that can limit the value of Salesforce.com
  • Learn which tools, add-ons, features, and extensions are right for your implementation

This book’s start-to-finish roadmap for success can be used by companies of all sizes in all industries–with specific chapters for executives, team leaders, implementation team members, developers, and users throughout the business.


Frequently Bought Together

Salesforce.Com Secrets of Success: Best Practices for Growth and Profitability + Salesforce Handbook + Salesforce.com For Dummies
Price For All Three: 62.57

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  • Salesforce Handbook 22.52
  • Salesforce.com For Dummies 12.23


Product details

  • Paperback: 504 pages
  • Publisher: Prentice Hall; 1 edition (5 May 2009)
  • Language: English
  • ISBN-10: 0137140762
  • ISBN-13: 978-0137140763
  • Product Dimensions: 23.4 x 17.8 x 2.5 cm
  • Average Customer Review: 3.0 out of 5 stars  See all reviews (1 customer review)
  • Amazon Bestsellers Rank: 661,044 in Books (See Top 100 in Books)
  • See Complete Table of Contents

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Product Description

Review

Praise for Salesforce.com® Secrets of Success

 

“Salesforce.com is usually thought of as an SFA system, but it really needs to be thought of as a full-fledged CRM. For more than five years, I’ve headed up marketing teams trying to expand the power of SFDC for highly automated Internet customer interaction systems. Salesforce.com® Secrets of Success is required reading for the modern marketer, sales exec, or customer support professional.”

Mark de Visser, CEO of Sonatype

 

Salesforce.com® Secrets of Success is terrific because it gives guidance to every major executive, as well as tactical recommendations to the implementation team. Using this book’s methods ensures the high user adoption rate we achieved at Syneron. It also provides hundreds of tips that save time and money in the real world.”

Doron Gerstel, CEO of Syneron Medical

 

Salesforce.com® Secrets of Success helps the busy executive figure out what to do—and not to do—when a Salesforce system is being built or extended. I appreciate the balance it provides, giving strategic guidance to the executive team and tactical tips to the implementers.”

Dave Kellogg, CEO of Mark Logic

 

Salesforce.com® Secrets of Success focuses on the business processes that surround SFDC—the things that people do to leverage the system and become more effective. Any organization going through internal change in sales, marketing, or other customer-facing teams needs to see and work on the big picture. This book helps them do just that.”

Jon Lambert, CFO of Wombat Trading Systems division, New York Stock Exchange

 

“Mr. Taber takes a hard look at reality and CRM systems and finds the way to bridge the gap between the two using Salesforce.com. You are sure to succeed with your Salesforce.com initiative by reading this excellent book. This is the Salesforce.com ‘manual’ we were all looking for.”

Joshua Meiri, Salesforce.com User Group Leader

 

Salesforce.com® Secrets of Success combines Agile with Salesforce.com, the most widely used, hosted SFA system. Taber takes it one step further by telling product marketers and product managers how to use SFDC and the latest Agile tools to do their jobs better. A must-read.”

Rich Mironov, CMO of Enthiosys

 

Salesforce.com® Secrets of Success is the distillation of lessons learned at dozens of SFDC customers, and every lesson has been put in terms that people at every level of the organization can understand. I only wish this book had been out when we were building out our system—we could have saved endless meetings by simply following its best practices.”

Daniel Moskowitz, CFO of Zend Technologies

 

Salesforce.com® Secrets of Success is an invaluable guide for the executive wanting to get the most leverage from Salesforce.com. The book tells the executive what to ask for—and what not to ask for—to get the best revenue visibility and results from the team. We’ve been steadily expanding our SFDC system to make it into a full-fledged CRM, using the techniques from this book. This book is highly recommended for companies that want to grow their size and sales performance.”

Dave Robbins, CEO of BigFix

 

Salesforce.com® Secrets of Success is the first book to apply Agile methods to SFA/CRM systems development, and it breaks new ground for both the technologist and executive. At ThoughtWorks, we’ve been using Agile for years, and Taber’s Salesforce approaches really pay off.”

Roy Singham, CEO of ThoughtWorks

 

“I have been waiting years for this book and never knew it! David Taber has written an excellent guide to the benefits and pitfalls of implementing SFDC and, in the process, provides insight and valuable information on successfully navigating through user groups, management, sales, marketing, and IT departments to get the best results.”

Dan Weiss, Manager of Sales and Marketing Applications, Bell Microproducts

From the Back Cover

Drive Better Productivity and Increase Saleswith Salesforce.com–Starting Now

 

Discover Real-World Best PracticesWithout Paying Expensive Consultants

 

You’re investing in Salesforce.com for one reason: to drive major performance improvements across your entire organization. Salesforce.com® Secrets of Success will help you do just that. Drawing on his experience with dozens of deployments, author David Taber offers expert guidance on every aspect of Salesforce.com deployment, with results-focused best practices for every area of the organization touched by Salesforce.com, including sales, marketing, customer service, finance, legal, and IT. This is information you’d otherwise have to pay a consultant $300/hour to get...information you won’t find in any other book!

Taber walks you through developing a comprehensive and effective implementation strategy, followed by tactics and specifics to overcome every challenge you face, including internal politics. Through this book and its companion Web site, www.SFDC-secrets.com, Taber provides questionnaires, step-by-step guides, and extensive resources–all part of the Revenue Overdrive™ system that gives your organization maximum results from Salesforce.com.

  • Achieve higher end-customer satisfaction and dramatic sales productivity gains
  • Use the SFA Maturity Model™ to assess readiness, fill gaps, and gain early, deep user adoption
  • Overcome “people, product, and process” pitfalls that can limit the value of Salesforce.com
  • Learn which tools, add-ons, features, and extensions are right for your implementation

This book’s start-to-finish roadmap for success can be used by companies of all sizes in all industries–with specific chapters for executives, team leaders, implementation team members, developers, and users throughout the business.



Customer Reviews

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Most Helpful Customer Reviews
11 of 11 people found the following review helpful
3.0 out of 5 stars Word count before substance 14 Dec 2009
Format:Paperback
I feel a little bad writing this review as it's one of the first negative ones I've written. The book is a weighty tome, packed with content. I couldn't wait to get stuck into it. Sadly I was disappointed.

The author is very obviously an intelligent and very experienced Salesforce consultant and I have only respect for his work. I think the issue lies with his ability to transfer all of that knowledge into a single book. I found the text repetitive and long winded. I also found that it lacked a coherent do-this then do-that formula.

Lacking from the book are real world case studies, screenshots, diagrams and reference tables.

If you are seriously considering adopting Salesforce, I would skip this book and instead spend time working through the training materials on Salesforce's website. The book does spend a lot of time talking through project/stake holder management and their are quite frankly better books on the market.

Apologies to David Taber for the less than positive review. My feedback to the author would be to trim down the copy, condense the amount of time spent on project management and seperate it into it's own chapter with references to other (better) books, and then finally to work with the publisher and an illustrator to create more diagrams.

David Sealey
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Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com: 4.5 out of 5 stars  23 reviews
11 of 11 people found the following review helpful
5.0 out of 5 stars Definitely has helped our Salesforce.com Implementation 1 Oct 2009
By P. Key - Published on Amazon.com
Format:Paperback|Verified Purchase
I didn't know David Taber before buying his book, though we live in the same area. Our organization implemented Salesforce about six months ago and have had great success with it in the Professional Services Department, but things had stalled in getting other departments, such as Sales and Marketing, to use the system.

We actually hired David as a consultant largely based on the depth of knowledge he showed in the book. In particular he tackles the hurdles that Salesforce adoption has in organizations and gives astute advice on how to address them. We are a smaller company than the Salesforce tutorials address, and I found better takeaway help from David's book than I did from the online Salesforce materials or the phone help salesforce provided with our expensive enterprise edition installation.

It did take working with David (or you could use other consultants) to go from very skeptical about Salesforce's value to us to developing a focused plan, customization, and adoption by other departments. David practices what he writes about--it's not consultant vapor-advice.

I should add that I have done a lot of high-level editing in my career, and David writes well and has created a structure that you can dive into in any section.

I highly recommend the book for those who have stared at Salesforce screens and said "Why don't they let me do this simple thing" as well as organizations that need a comprehensive strategy to get value out of the Salesforce platform.
5 of 5 people found the following review helpful
5.0 out of 5 stars Solid book on SFDC best practices 10 Nov 2009
By Roger Thomas - Published on Amazon.com
Format:Paperback|Verified Purchase
I really enjoyed digging into this book. It is well organized and well written. The book helped me grasp how the data is structured in SFDC and how best to tie my marketing programs into SFDC.
4 of 4 people found the following review helpful
5.0 out of 5 stars Great tool for helping with SalesForce Integrations. 8 Jan 2010
By Sean J. Baioni - Published on Amazon.com
Format:Paperback|Verified Purchase
I am a Sales Manager by trade so being in charge of my company's CRM database is not my first choice. This book is an excellent read for people like me who are trying to squeeze the potential out of using SalesForce as a profit engine for my small company. The lessons Dave teaches clarify the complex environment that integrating an e-commerce, accounting and licensing database can bring if your not a programmer. I feel like I can tackle integration projects with a fresh perspective that will give my team a CRM system built for success.
2 of 2 people found the following review helpful
2.0 out of 5 stars Great if you're a large organization, not otherwise 24 Jan 2013
By Stephen N. Baker - Published on Amazon.com
Format:Kindle Edition|Verified Purchase
This book is a great overview of implementation practices for large organizations. Smaller companies would get much less out of this book.
2 of 2 people found the following review helpful
5.0 out of 5 stars Excellent book! 16 Oct 2009
By Scott J. Arfsten - Published on Amazon.com
Format:Paperback|Verified Purchase
I did a few implementations of Salesforce and knew there were lessons learned in the process and David's book hit them right on target. I could not stop reading this book as each chapter related to something I ran into and wanted to know more about.

This will definately help in my next implementaton and I apreciate the way David wrote this book, easy to read and right to the point. He didn't waste my time with fluff.
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