What Does the Future of Sales Look Like? | Salesforce

Hello, everyone. I'm Tiffany Bova. I'm really excited to be here at my third world tour and I really am grateful for you spending time with us online today at our reimagined Sydney event. But before I get started, I just want to first start with a huge thank you. Thank you to our customers, our partners, and all our trailblazers for being on this amazing journey with us over the past 20 years. And as I'm sure you're aware, we are in what the World Economic Forum calls the fourth Industrial revolution. It's a time where we are far more connected than we've ever been before. Businesses as well. The pace of change isn't slowing down anytime soon. Because of that, buyers are able to find information to solve their own problems or find 10 companies that will. Sometimes without ever speaking to a sales rep. The power has shifted from sellers to buyers, and the gap between the two continues to widen. So how can sales organizations respond to that change? How can sellers stand out from the competition? Well, it's all about delivering additional value at each and every touch point. The concept of adding added value at each touch point is what we called insight selling. It's about finding ways to build sustained growth. Now, while I no longer carry a quota or manage a sales team, I did for almost 20 years. And I remember a customer of mine who was one of the largest law firms in the US and they had this massive data problem. It was too much data for them to wade through in order to prepare themselves for court. So I came to them with a solution which was not only disruptive, but transformative to the way that they worked and practiced law. What it did for me in my relationship with them was it separated me from the rest. I became a trusted advisor and they looked to me for these future insights in order to prepare themselves for the market. It gave them first mover advantage and they leapfrogged the competition and everyone else had to play catch up. And with Insight Selling, you can do the same thing. There's more opportunities driving sustained growth and future proofing your organization. Now that's a big statement, but let me unpack that for you for a moment. Insight selling is enabled and dependent on three information, insights and action. Let me start with information. There's no question that there is no shortage of data. Some are even calling data the new oil. But data for data sake isn't that interesting? Information is power. How you use the information, how you analyze that information can make or break your business. From the analysis of information, you get insights. You need the Information to uncover the patterns in your customers and your business and markets. Those insights help you leapfrog the competition and in some cases enjoy that same first mover advantage like I just described with that law firm. Insights are able to help you be more predictive and personalized for your customers. But perhaps one of the hardest, but most important is actions. You can't sit in the comfort of the status quo in today's business climate because it isn't slowing down anytime soon. While difficult, taking information and insights and combining them to take the right next action for you and your customers is key. You've got to stay ahead. In order to excel at Insight Selling, you need Salesforce as your partner. Why? Because the customer360 is the foundation and the solution that enables insight selling. It's that full profile of a customer encompassing every touchpoint, including internal and external data. And for the sales audience, it continues with Salesforce. For sales, this is how we deliver our expertise to you. It's the starting point for you to unlock the full customer view, anticipate customer needs, deliver value at each touch point and run your whole organization more effectively. It's an amazing virtuous cycle. Information and insights being used to truly help your business and your customers and position your sellers as the trusted advisors that they are. And I want you to all learn today just what that means for your sellers and and for your sales companies. To get us started on this journey, I want to bring up my colleague, Vinny.

Thanks a lot, Tiffany. Every company has that group of salespeople that are top of the leaderboard. We all know who they are, we know what they look like, we know how they go about their business. Here today we're gonna share with you how we can empower every seller in your organization to be top of their game. And more importantly, how we scale that transformation across your whole team. The future of selling is all about insight selling. So let's dig into those three key pillars that Tiffany mentioned earlier. Firstly, it's all about information. Think about what your sales reps are gathering into your CRM, Call data, emails, meetings, activities, notes, all of that rich information you need to progress your opportunities. Well, with Sales Cloud, we're going to capture all of that information for you automatically. What does that mean for your sellers? That means less time on admin and more time creating value for your customers. Next, it's all about insight. And when we think about insight, Salesforce has been working for over 20 years thinking about what are the key pieces of information and insight you need across the whole Sales process. So with Einstein, we're sifting through all of that information, using our machine learning capabilities to generate insights to help improve how you go about your territory planning, your account planning, and of course, opportunity planning to help your sales rep create that competitive advantage. And of course, as Tiffany mentioned, the key element, action. How can Einstein help your sales reps deliver the right action at the right time to truly become that trusted advisor? And regardless of what your sales team looks like, we've got you covered. Whether it's a field sales reps going out into the coffee shops, the warehouses, the office buildings, visiting customers, or you're sitting behind a desk behind the digital deluge of digital campaigns with leads and contacts flowing into the organization, we've got a little something to help improve the productivity for all of you. And when we think about productivity, we think about Einstein. Einstein is bringing productivity and intelligence to every seller and to every step of the sales process. So when we look at Einstein Opportunity Scoring, we're helping to bring smarter decisions for every sales rep, every part of the process and also what we're doing is we're helping them to close deals faster. Now, I've got a really exciting announcement for you today, and that is that Einstein Opportunity Scoring is available to every sales cloud user. That's right. If you have a sales cloud license right now, Einstein Opportunity Scoring is available to you. And with Einstein Voice, you can now have a conversation with your CRM. That's right, you can talk to Salesforce. And with Einstein Search, we're getting all of that rich information. We're surfacing those insights to you where you need them and when you need them most. But we know that when we think about field sales, we're really thinking about productivity, simplicity and convenience. And when we think about those three things, we think Salesforce Mobile. Salesforce Mobile brings productivity and intelligence right into your handset, right into that mobile experience. And now we can bring the customizations of your desktop right there into your phone so you can have a seamless user experience across the two to help optimize your selling experience. And now with Salesforce Maps, we're bringing location intelligence into the CRM. So think about what that means for your account. Visit plans, route optimisation. Just think if every seller that you had out in the field could visit just one extra customer per day, what would that mean to your bottom line? What would that mean to your pipeline? And to take us through that journey and show us what it looks like in action, I'd love to welcome to the stage Sam Kirschen. Principal solution engineer here at Salesforce. Take it away, Sam.

Thank you, Vinny. Let's meet Marcus. Marcus is a high performing field sales rep working for Wello, a supply company. They supply tools and materials to the construction industry. And I'm going to show you how he uses insight selling to really improve his performance. So he comes to work and and checks out his performance dashboard and sees he's performing really well across all his territories except New South Wales, which really needs his attention. It's not quite where he wants it to be, so he digs deeper and pulls up all his opportunities in the New South Wales area. See how he didn't have to create a list view filtered by region, state or by his opportunities? With Einstein's search, he he simply typed in a phrase and all his opportunities came up. This is that easy information process we were just hearing about. Notice how Einstein opportunity score gives him insight into how likely an opportunity is to close. This one's telling him that it's moving through the stages really quickly, meaning it's very likely to close. And if he closes this opportunity with Acme Construction company, he's going to hit his target for the month. So this is really where he wants to focus his time and like all good salespeople, get in front of that customer face to face to close that deal. But Acme Construction is quite a drive away in Silverwater, so he really needs to maximize his time by meeting other prospects in the area. Who should he meet though? Because he wants to focus on those opportunities most likely to close. So he pulls up a list of of opportunities with a score greater than 80 that are likely to close this month and that are less than half an hour's drive from Silverwater. Now check this out because this is really cool. New Salesforce maps schedules his appointments for him. How great is this for a field sales rep? It optimizes his route automatically, meaning markers can get to more appointments in the day. It keeps in mind those accounts he wants to visit, the time and distance between them as well as the traffic and weather conditions. And this means that Marcus can spend less time behind the wheel of his car and more time in front of his customers selling. So he arrives at Silverwater and he pulls out his new Salesforce mobile app, redesigned to be simpler, faster and easier to use. He pulls up his opportunity record for Acme Construction and familiarizes himself with the meeting next steps. Now something catches his attention because Einstein is telling him and giving him insight into the latest housing market index. It's saying there's going to be a house building boom in Sydney over the next few years. And that's a lot of people needing tools. It's even telling him that Acme Construction need to increase their output by up to 7% to meet this market demand. This is brilliant because this is insight. He's going to take in to meet Claudia at Acme Construction and really develop his relationship with her as a trusted advisor whilst moving business forward at the same time. He goes to meet Claudia and she responds straight away by increasing her order volume. And Marcus there and then creates a quote using Salesforce CPQ on his mobile. Claudia signs the quote, Marcus closes the deal and he has this wonderful celebration moment with confetti raining down. Selling is fun. And he's off to visit his next customer. So now we've seen the field sales experience transformed with the power of insight selling. And you can transform your sales experience too. Thank you to Lorenzo for doing the demo driving. And back to you, Vinny.

Awesome. That's great, Sam. What an amazing experience. Wouldn't you want that experience for all of your field sales reps? So now let's change the pace a little bit and let's have a look at what we have for your inside sales teams. Last year we launched High Velocity Sales. It's the only solution to integrate the best inside sales solution, completely integrated with your number one CRM sales cloud. So we're creating this seamless experience, whether it be your system of record, all the way to that system of engagement. And I'm really excited to announce and to launch here in the local market, Einstein Call coaching. So let's think about those people who are sitting behind a desk. They're making about 40 to 50 calls per day. That's about industry standard. So in a team of 10, that's over 500 calls that you're making per day. Think about all of the rich information that's being contained in those 500 conversations that you're having every day. Well, with Einstein, it's sifting through all of that information using machine learning to start to generate insights about things like price sensitivity, competition, what are the key call to actions that are really converting. Imagine what that could do to all of your business. And to help scale that transformation and to take us through that and to show us what it looks like in action, I'd love to welcome to the stage Angelica Van Ness, principal solution engineer for Salesforce. Take it away, Angelica.

Thanks so much, Vinny. It's an exciting announcement. We at Salesforce love to do some storytelling. So if you'll Let me, I'd like to tell you a story about Melissa. She's an inside sales manager at Home Find and that company is all about connecting real estate agents with home buyers and home sellers and Lauren, who's one of her internal sales reps. And let's have a look at how Einstein Call Coaching can help Melissa from a point of view of understanding the market, understanding the insights and the best practices. So when she logs in in the morning, the first thing Melissa sees is a great dashboard. She can see exactly which markets are going up and going down. She can see which products are coming up in conversation and most importantly, what which competitors is her team seeing in their deals. There's even more insights when it comes to those competitors. We can see that mentions of Perfect Home have gone up a whopping 158%. That's huge. These guys are becoming a threat. Let's have a look at that conversation between a sales rep and a real estate agent. Now the real estate agent is an external party, so we've made sure that we've got consent to review this. And Einstein's been busy in the background using that machine learning to, to understand what the conversation's about. So we can see mentions of products and also the competitor, Perfect Home. So we can drill straight into that part of the conversation and let's listen in.

Why should I use you over Perfect Home?

Well, we have a large presence in.

This market and generate on average three times more leads.

Wow. The sales rep totally nailed that. Objection. Now step back. And Melissa as a sales manager needs to understand how can she give her whole team that insight? Whether they're new or tenured? They need to understand about this competitor because they're coming up more and more. So what she's going to do is she's going to take a note of that information, add it to the call script and combine it with a sales cadence. Sales cadences are step by step playbooks that guide sales reps through the entire sales cycle with their prospects. As you can see on the one on the screen, the the first step in this one is an automated email, another way of saving the reps time when they're busy in their days already. So that automated email goes out, saving the rep time in terms of having to send it out manually. Not only that, but Melissa can actually define the rules of engagement. So if they send that email and they get the prospects out of office, we can delay the cadence and restart it when they get back to work. There's no point in the sales reps calling Someone who's not even there. But let's take a look at this from Lauren's point of view. So Lauren, one of the sales reps, she starts her day like any good rep, saying what's happened overnight. Has anyone responded to my emails? But rather than sifting through all of her emails, she can go straight to her console view and she can see her feed. So from the top bottom down to the bottom, there's no guesswork required. Everything's prioritized for her and it's all organized as well. So we can jump straight into the first lead there, Dan, and follow up on the email. When we click the email icon, up pops an email template. This is great. Einstein's recommending the email template that I should use and pre populating the information. So within a few clicks, I followed up on Dan and I can move straight on to the next prospect. Let's imagine we're slightly further down in our day and now we're onto our call section. Now I can see there's a number of calls here and I can see they're prioritized by the Einstein lead score. And I can see that Ty has score of 96. This is a hot lead, so we want to jump straight on it. I can call him straight from the console with integrated telephony. And up pops that call script that we discussed earlier. My manager, Melissa has been very busy putting all the information in there. I need the discovery questions, the general objections. I remember earlier when Einstein Call Coaching gave us that insight on perfect home. Well, now that information's in there, so. So no matter where the conversation goes, Lauren can nail it. Every time she has a great conversation, she adds her notes, closes out the call, and all that information is saved back to the timeline so she can refer to it later. So now you've seen how Einstein Call Coaching, along with High Velocity sales, can give reps more time back in their day, making them more productive, closing deals faster and sharing that valuable insight throughout the whole team. Thanks to my demo driver, Bec and I'll pass over to you, Sarah.

Thanks so much, Angelica. That's amazing. So we heard a little bit about how we're helping transform and empower the sellers. And now I want to talk to you a little bit about how we can transform your entire sales team, your sales organization, and how sales leadership can really embrace insight selling. Now, you're probably wondering, why is this so important right now? An interesting fact. Only 12% of the original Fortune 500 still exist today. 12%, that's it. Where did the rest of them go, well, I think we all know about some of these companies or organizations that we used to deal with that are no longer in the marketplace. They weren't able to keep up with the changes. They weren't able to transform quickly and continue to drive growth for their business. We want to make sure that we don't have those same mistakes.

So.

So when we think about insight selling, how can it help empower your entire organization, and in particular your sales organization, to drive continued success and growth? Let's think about those three pillars that we heard about earlier. Information, insights, and actions. How can we apply all three of these in the sales organization to drive that change and growth? Think about information, having access to the right information, being able to process that information quickly. Then we think about the insights. How can we apply insights and use these? And AI intelligence to help us figure out what our next action is? And finally, action, of course. How can we move quickly and put things into action so that we're driving that change and success immediately? When I think about some of the challenges that are impacting sales leaders every single day, one of the top ones that comes to mind is territory planning. This is a really challenging thing for sales leaders to think about. How can they optimize their territories and realign them for success and do it quickly? In the past, it used to be a process that used to take a really long time, but let's look at what that looks like today. Using Salesforce maps, we can now quickly and easily align and realign our territories with just a few clicks. We can do this based on things like location, geography. We can do it based on continuity as well as equal division between our sales reps. And by doing this inside of Salesforce with Salesforce maps, we can just do it quickly. It's done seamlessly. We're not fumbling with spreadsheets or doing long discussions about who should get what. It's quick, it's easy. And the best part, it's put into action immediately. When we talked about those challenges facing sales leaders, it's that time to action. And now with Salesforce maps, those new territories are aligned and put into place immediately driving success. So we talked a little bit about that. Territory alignment and territory planning. One of the other challenges that keeps sales leaders up at night is forecasting. I want to talk a little bit about how we're using intelligence to do the sales planning process more quickly and easily. And to do that, I'd like to show you a live demo of how Penny, who's a sales Leader at Alpine Group is thinking about this today. So Penny logs into Salesforce to start her day and she wants to understand her forecasting. She's looking at her quota, her commit, and she's trying to understand how close she is to hitting those numbers. Let's dig a little bit and get some of the insights that are being provided here by Einstein. So if we look at this prediction, what's really interesting for a sales leader like Penny, the power of Einstein. We're able to get insights into what's already in Salesforce, but we've removed that emotional gut reaction of what could be coming because Einstein's now accurately predicting organic growth. That's amazing. As a sales leader, that's the exact information I need so I can accurately forecast and know what to expect. So let's take a look at some of these opportunities that will hopefully be helping me hit my forecast and hit my number this quarter. Now you can see this particular opportunity caught my eye from Acme. It's a really large deal. It's really important to us. And Einstein's only giving this a low score of 27, and that troubles me. So I want to better understand what's going on with this opportunity. Let's dig into those Einstein insights and find out what's going on. Now, the real power of Einstein is providing that opportunity score, which is amazing. But Einstein's going to help us take it a step further. Einstein's actually recommending, based on this customer's profile, the product or solution we should be selling to most likely turn this deal around. Now, Einstein's recommended a fraud protection solution, which is fantastic. This is actually a newer solution, so I'm not surprised our rep wasn't thinking about recommending it. But with Einstein's help, we can make that change change and get this deal back on track. Now, if I'm the rep, I want to make sure I know everything about this new solution before I have a conversation with the customer. Well, this is where we use Trailhead. That is our on demand learning platform that I'm sure many of you had a chance to experience. It's an amazing way to help learn about new products, features and functionality right inside a trailhead. Now, my rep can take this trail on the fraud protection solution and be totally up to speed and ready to have an amazing conversation with the customer. And now with my Trailhead, you can create this learning platform for your own organization. You can brand it for your company. You can put your company's information, create trails, quizzes and video online learning for your organization. This on demand learning is so impactful and to measure this and know that it is actually impacting our revenue and growth, let's jump into an Einstein analytics dashboard and take a look at how those trails and badges earned are correlating to growth. Sure enough, all of those trails are starting to pay off and I can see my reps numbers are increasing based on the number of trails and learnings they've taken. This is amazing. I know my on demand learning and enablement is working. I can tell as a sales leader that these things are really starting to pay off. This is the exact insight someone like Penny would love. And now to talk a little bit more about how these insights are driving success, I'd like to bring my colleague Jacob to the stage who will share how Modern Star is really trailblazing in this area. Jacob?

Thank you, Sarah. Hi, my name's Jacob and I look after Sales cloud product marketing, based here in my hometown in Sydney. I'm incredibly excited to talk to you about modernstar today, a provider of education resources and products that was started here in Sydney. Over the last 10 years of them being a Salesforce customer, they've been able to grow their organization across Asia Pacific. Now what you're seeing here is a visualization of how Modern Start use the Salesforce platform. They use Sales cloud to be able to provide their sales team with a consolidated view of their customer from day one. The service cloud instance allows their service teams to be able to see a holistic view of their customers with a workflow and module that makes sense for their operation. And lastly with quip, they're able to work collaboratively across departments with unstructured data that doesn't necessarily fit within the CRM. But what's amazing about this is this is integrated directly within the CRM as well. Now I'm incredibly excited to be able to introduce Janet Cutler to the stage, the GM of Salesforce Innovation. Janet, Hi Jacob. It's lovely to have you here.

Thank you.

I would love to start by asking if you could explain a little bit more about modernstar as well as what your role is.

Sure. So modernstar, as you mentioned, is a supplier of educational resources. We started 60 years ago, 1956 as just a single man in his van selling into early childhood services. Today we are Australia's largest seller of educational products across Asia Pacific. So we have reps in Australia, New Zealand, Singapore and Hong Kong. And we sell anything from a pencil to an outdoor playground. We have two mainstreams to the business, so we have the education side which is the bigger side, and that's selling into early childhood all the way through to high school. And then we have a retail side of the business selling into the large retailers and the independent toy stores with. So we have two main sales teams for each of those companies, but we do have 14 companies under our umbrella now, all in that educational space. We've come a long way. My role. I'm quite lucky that my role is purely dedicated to Salesforce. So I do have time for it. But I really concentrate on maximizing our investment with Salesforce. So over 10 years, we have grown the products that we use. Every department uses it differently. So I have to ensure that we're getting the best money for our dollar. And also I am still the solo admin. So as well as deciding what we're going to do with it, I have to make it happen.

Well, thank you for making the time to be here today. I think everyone's really curious. What was the initial reason for approaching Salesforce for your organization?

The initial reason would have been data visibility. So we had the sales teams out on the road and we have the customer service at head office, and we had no visibility between the two teams. So the customer service reps couldn't see if a rep was visiting an account and the reps couldn't see if the customer had contacted head office. The other issue with that was when the reps left, they would take any rich contact data that they gathered in their diaries with them and we would have nothing to hand to a new rep. So we started with the sales teams and customer service to open up that visibility. And since then, we've really grown across the entire organization to open that up to the whole company.

And so with that, given that the salesforce platform has grown internally within the organization, can you talk to how you you're using the platform today?

So today really, Salesforce is our go to tool in the organization. We really use it to bring that collaboration together to give the data visibility to everybody in the organization. And today it's not just customers, it's suppliers, it's product management, it's marketing, it's absolutely everything. So one of my bugbears is if people are still managing stuff in a spreadsheet, I'm like, give it to me. We can turn it to a Salesforce object. We can create reports, we can create dashboards, you can all update it together. And we don't have multiple versions of the same spreadsheet hanging around. So we really try to focus on process automation, workflow, data visibility, much better.

Experience for everyone. And so, given that this session is about Salesforce for Sales, I would love to unpack. How are your sales team using our tools to be able to gather and deliver insights to your customers?

We really try to make it easy for the sales team. So the biggest thing that we do really is we keep our reports and dashboards up to date at all times. We keep them in line with the company KPIs and we refer refresh them regularly. So a little snippet I learned at Dreamforce a few years ago was if somebody on the road can't do something in six seconds on a mobile device, they're not going to do it. So that's kind of been a mantra that I've worked by. And they sort of said start with the mobile and then come back to the office where they're on a desktop and it's easier to build. So really just focusing their KPIs simple dashboards come in in the morning, they can see what they need to do.

Fantastic. And so with that, how do they become trusted advisors to their customers as a result of the tools?

So I think the tools have just given them that extra step up. We do have a lot of reps that have been with us for 35 years and they really know their customer on a personal level, but they never had any insights to what that customer was doing as an account with the whole business. And now they can see marketing communications, they can see the interaction with customer service, they can see the analytics, the full invoicing history. So they have so much rich data at their fingertips on the road, they can just quickly look before they go into the customer and they've got all that knowledge. So it's really handy for them then to be able to advise the customer.

Amazing. Thank you. And so in this session, we've demonstrated both Salesforce maps and analytics. Can you talk to how your teams are using those tools?

Sure. So we started using Salesforce Maps about four years ago, and it really was a game changer for our reps for them to be able to visualize their territory on a physical map instead of working with the reports and dashboards in Salesforce. There it was on a map. So easy to do the routing and the scheduling straight away. They just took to it like a duck to water. It was amazing. And actually, funnily enough, there was another benefit that we didn't notice. When we first, when we trialed the product, we didn't think about it. But now the marketing team is really using Salesforce Maps. We run Events and workshops. We can plot the venue, we can then pick the accounts that are nearby within a certain radius and put that into a campaign, push it through to pardot and email out that invite to a targeted audience. So that's been really great.

That is cool.

It was very manual prior to that.

And so as a result of that, what's been the outcome that you've seen?

Well, the initial outcome was reps were so happy because they were getting back about two hours a night in planning from the day before. You know, most people come home from the end of the day, get out their reports or their diaries and work out where am I going tomorrow? And that could take up to two hours. And that was family time. So it was really, it was a game changer in that regard that suddenly in five minutes, pick the accounts, route schedule, optimize, they were done for the day. And the other bonus was most reps said one to two meetings a day extra that they were getting in. So again, that hits the bottom line for the reps, for their commission, for company targets. So it makes a huge difference.

So it sounds like you had meaningful interactions happening both with customers, but really also with your families as a result.

Yeah, it's been great. The reps, I would say that the Salesforce maps was the biggest or the most popular investment we've made for the team.

That's fantastic to hear. I would love to shift gears a little bit though. Can you talk to when someone is starting out with artificial intelligence, what would be the tips that you'd recommend to them?

I think the first thing I would say is you need to know what it is that you want to find out about. And to do that, your data has to be clean. So we've really made an effort to do a lot of data housekeeping. We always have. And it's everybody's responsibility. I monitor it with reports and dashboards, but customer service are on it. Every phone call, just checking the details are correct. Reps every visit, just make sure that these core bits of data that we're working with are all up to date. And then it's just making sure they're going to do something with that data. So we need to be able to provide it to the sales managers who can then pass it back down the line. Actionable items that the reps can go out there and turn that into dollars.

Right. And last question I have for you is what is next in your trailblazing story?

I think for us, I mean, we're constantly growing. We try to cherry pick every release that you guys put out and make sure we're using things that are relevant to to the business without overloading everyone because there is a lot. But I think on the sales side we're really keen to work with quip a bit more. We've been working with that product for about a year and a half now and it's been a fantastic collaboration tool and it's got a lot more benefits that we could work with in particular account planning templates, working opportunities, just having your unstructured data connected to your structured data Of Salesforce, we've seen some huge benefits already so we'd like to Excel, explore that. And also from the service cloud perspective, we really would like to look at the bots and the automation and try and bring some of that into customer service and free up some time for some outbound calls.

I'm excited.

Thank you.

I'm looking forward to following your journey. Thanks so much.

Thank you so much, Jacob. Bye bye.

Fantastic. See ya. So you're probably wondering, how do I continue this conversation of innovation around sales? So my top three tips would be this Head back to Salesforce Live and have a look at the upcoming sessions for today with the reimagined Sydney World Tour. But also have a look at the on demand sessions that are tagged for the sales role. The second thing would be to jump to the online expo. There you can talk to product experts, see some demos as well as also ask questions of them. It's going to be fantastic. And last, check out the 50 Pro Sales Tips eBook. We've done all the hard work for you and sourced some of the trailblazers across Australia and New Zealand and they will be able to help you make 2020 your best sales year yet. And last thing is, if you give us feedback, you can be in the draw to win 1 out of 35 Dreamforce passes. All you have to do is head to Sforce Co SalesLiveOne. We're really excited to hear what you thought of this session, so please jump on there. Thank you so much for your time today. I hope you have a lovely day.