Salesforce Lead Qualification

If your sales process depends on qualifying leads, then using Lead records to manage a Lead pipeline would be strategic for ensuring a continuous pipeline.  Ensuring a management process for your Lead management will ensure that your sales team is spending their time on high probability sales. However, if your process is not contingent onContinue reading “Salesforce Lead Qualification”

3 Salesforce Documents Collaboration Tips Documents is an integral part of the overall system which your organization can use to align your team’s processes and execution.  Security and sharing are part of the Salesforce Documents object structure.  Making this part of how you get business should consider these strategies: Organize By Folders. As you store resources for various partsContinue reading “3 Salesforce Documents Collaboration Tips”

5 Process Mapping Tips

Your system is only as good as your business processes.  If your processes are not well-defined or controlled, then you will only have a giant database, not a system.  There will not be the thrust you were hoping for to power your various parts of your organization. Process mapping is both strategy and planning.Continue reading “5 Process Mapping Tips” Customer Options For Success

Being a good consulting customer boils down to the military’s mantra quote of Thomas Paine: “Lead, follow, or get the hell out of the way.” For that matter, it works for any customer of any service: Option 1:  Lead If you know what you are doing and you understand your process and systems thoroughly,Continue reading “ Customer Options For Success”

Salesforce Mass Email Strategies at its basic level is a one-to-one customer focused system.  You can manage individual relationships and have direct context, history and action steps for future steps. The tactical and personal handling of Leads, Contacts and Opportunities allow for specific handling of your sales or service process. On a mass scale, marketing may have otherContinue reading “Salesforce Mass Email Strategies”

Smart Lead Assignment

Inbound leads are the lifeblood of your sales process.  How prospects get assigned in depends on a few factors such as: Your sales team roles.  Is your team divided by industry, geography or another factor altogether? Volume of inbound leads. Dealing with large numbers is different than small numbers.  If your lead generationContinue reading “Smart Lead Assignment” Change Management is a disruptive technology.  It is more than a functional tool that a single user relies on to get things out like an Excel spreadsheet or a Word document.  It is a business system which touches people and process.  Those two elements create great opportunity if you can align your team.  It is alsoContinue reading “ Change Management”

Customization vs. Custom Software

If you are building a business today, you need systems to be able to deliver your value proposition.  You also need systems for selling, marketing, operating and servicing your customers.  Enabling this in the past was heavily manual and process oriented.  As coding became more available, we built custom software for our organizations. Custom softwareContinue reading “Customization vs. Custom Software”

Digital Body Language In Your Activities

Digital body language is a large part of activities which are not typically recorded in records.  Sales activities in need to include how your buyer interacts with content.  Within, your sales team ideally has visibility into the the activities of prospects in the pipeline.  Today, the larger part of your prospect’s activitiesContinue reading “Digital Body Language In Your Activities”

Salesforce Process Mapping

Launching with with a few people is much easier than launching with many.  You can have a flexibility to your deployment approach when starting out because the ability to iterate in affords experimentation.  If you need new fields, then they can be added.  If certain reports are not relevant, then new ones canContinue reading “Salesforce Process Mapping”