Masterful salesmanship has pushed Salesforce to ever-greater heights

Benioff’s guide to upselling

VISIBLE from nearly every corner of San Francisco and from up to 30 miles away, the new skyscraper that will be the headquarters of Salesforce, a software giant, stands 1,100 feet (326 metres) tall, making it the highest building in America west of Chicago. On January 8th, after four years of building, workers will start moving in.

Those who know Salesforce’s founder, Marc Benioff, find his firm’s new digs fitting. As creator of a firm that caters to salespeople, he is himself a fiercely ambitious salesman. In its 2018 fiscal year, which ends on January 31st, Salesforce is expected to reach $10bn in annual revenue for the first time. It plans to more than double that figure over the next four years. Even that is not enough. In 20 years Mr Benioff’s “dream” is $100bn of revenue, he muses.

Can his towering expectations be met? Founded in 1999, Salesforce claims a combination of longevity and size that few tech companies…Continue reading

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