Opportunity Management Flashcards
what does SEO stand for?
stands for search engine optimization.
is the process of testing two different versions of something to see which goes better
A/B testing
What does TOFU and BOFU stand for?
stand for top of funnel and bottom of funnel
CTA—stands for
call to action, or what you want someone to do
Copy—stands for
fancy way of saying the words or text on a website, in an email, and so on
What is a common way for marketing to find leads?
events and content marketing
How can sales and marketing work together to generate leads?
Sales can empower marketing with the malformation to find the best lead
What can you use in SF to preduct the best leads?
salesforce Einstein or pardot
provides a default scoring system for online activities such as clicks, visits, form submissions, and so on
Pardot
Leads fall into what two categories?
Your prospect’s stats and Your prospect’s actions:
Why is it important to prioritize incoming leads?
So sales reps are spending time on those most likely to close
How can sales help marketing score leads?
sales uses institutional knowledge to help determine the point value of each scoring factor
How can you make the qualification process faster for your reps?
build the process into sf so they dont have to remember what to ask and can quickly store the information.
Five Ws of Opportunity Management
what, who, when, where, why
Opportunity management is the process you use to guide opportunities through the sales cycle until they close
What
The process involves sales reps, sales managers, and basically anyone who wants opportunities to close.
who
It kicks in once a lead is qualified and a sales rep converts it to an opportunity. As the old adage goes, an opportunity is “a deal you have the opportunity to close.”
When
In Sales Cloud of course! You can set up Salesforce so that it guides your reps through the process and so that managing their opportunities well is a no-brainer.
Where
There are a few main reasons why opportunity management matters. 1) It helps your reps take the right steps to close a deal, every time. 2) It gives sales leadership a better view into the pipeline. 3) It keeps deals moving forward toward the close.
Why
Which is a benefit of opportunity management?
Sales managers get insight into the pipleine
How can you support opportunity management in Salesforce?
give reps gudiance throughout the sales cycle with sales path