Sales & Marketing Flashcards
Campaign Influence
-multiple campaigns that have influenced an opp can be added to an opp related list
-although multiple can be influential, only one campaign can be selected as Primary Campaign Source on the opp
-campaigns influence opportunities (not other way around)
-when you add to a campaign manually, you don’t select a specific contact, so names and campaign member statuses aren’t shown.
Data Import Wizard (Campaigns)
-allows adding/updating statuses of multiple campaign members at once
-used to add multiple contacts as members of a campaign and add multiple objects to a campaign at a time
-CANNOT create accounts and add to campaigns
-only users with necessary perms can import campaign members
Campaign Hierarchies
-Campaign hierarchy statistics show aggregate data for a parent campaign and all campaigns below it in the hierarchy
-fields include Total Opps in Hierarchy and Total Value Opps in Hierarchy
-Related list displays all the campaigns directly below the parent campaign in the campaign hierarchy
Macros
-can trigger several tasks or operations to be completed all in a single click
Account Teams
-group of users who work together to manage an account
-account owners or admins must grant record-level access to account team members for Acct object, and Related Opps, Contacts, and/or Cases
-must be enabled
Opportunity Team
-only opp owner or someone above them in role hierarchy can add Opportunity Team
-user can define own Opp Team under Personal Settings in Advanced User Details
-Admin can define Opp Roles under Team Settings
-partner user can be included in an opp team just like other internal users
-access to the opp or related acct is not required to include a partner user in an opp team
Einstein Lead Scoring
-gives each lead a score based on how well it matches your company’s particular lead conversion patterns
-the higher the score, the hotter the lead and more likely it will convert
-can tell Einstein to evaluate your leads and conversion history separately for different groups of leads which means you can track effectiveness of marketing or advertising campaign
-min of 1000 Leads created in last 200 days
-min of 120 Leads created in last 200 days must be converted to Acct and Contact
-it can take 24 hours before scores are available. It can also take 4 hours for a score to be added to a newly created Lead
-A Lead may not receive a score if it has not been modified in the 6 months prior to Einstein Lead Scoring being enabled
Price Books
-like a menu in a restaurant ; could have more than one menu with different prices
1. standard : master list of all your products and their default standard prices. SF creates the standard price book when you start creating product records. Can only have 1 standard price book
2. custom : separate list of products with custom prices, called list prices. Ideal for offering products at different prices to different market segments, regions, or other subsets of your customers. Create a separate price book for each set of customer you want to address
Product
-Product must be in a price book of same currency as the opportunity
-price-book entry is active
-product must also have a standard price in currency of the opp
-product must be active
Reduction Order
-track requests to : reduce, return, deactivate, disable a customer’s products or services
-can create multiple reduction orders for a single order, but can’t create a single reduction order for multiple orders
-need to indicate which products need to be reduced and the amount to be reduced by
Reduction Order
-track requests to : reduce, return, deactivate, disable a customer’s products or services
-can create multiple reduction orders for a single order, but can’t create a single reduction order for multiple orders
-need to indicate which products need to be reduced and the amount to be reduced by
Notes
-rich text, lists, images
-can’t share a note from Notes & Attachments related list
-can’t share notes in SF mobile app
-only provide viewer access
-no Collaborator access
-notes doesn’t support simultaneous editing
-can prevent recipients from sharing/unsharing note
Forecasting
-an expression of expected sales ; what you expect to make
-Collaborative Forecast is the name of the SF forecasting tool
-think of it like a roll-up of currency or quantity that’s based on a set of dimensions (Measure, Data Type, Hierarchy) ; based on these dimensions, it will control the output of our forecast.
—can forecast different areas of the business using different dimensions
Forecast Types
-when you create forecast, always base off forecast type :
1. Opportunity : standard forecast
2. Opportunity Split : use if you want to share revenue from opps b/w a team or give team members credit for helping to close deals
3. Opportunity Product : use if your company groups its products and services into families, like software and hardware (product families)
4. Opportunity Schedule : use if you want to forecast by schedule date
-Territory Forecasts : give team a snapshot of how expected sales compare b/w territories ; based on your territory hierarchy, not your user role hierarchy, as other forecast types are
Forecast Categories
-allow us to view forecasts based on how confident we are that we’re actually going to end up hitting that forecast
-100% Forecast? To be 100% sure a deal will be won, it must already be closed won
-based on stages of an opp ; essentially assigning certain percentages to each stage (if opp is in beginning stage, maybe we’re just 30% sure we will close it)
Categories :
1. Open Pipeline : opps that are currently in the pipeline and need further work
2. Best Case Forecast : opps that are on their way ; will close ~30-50%
3. Commit Forecast : you expect to win 90% of these opps
4. Close Only : closed opps that are won ; 100%
5. Omitted : removed from forecast (opps that are closed lost or currently paused)
Sales Pipeline
-summary of available and upcoming sales opps
-7 Stages :
1. Prospecting
2. Lead Qualification
3. Demo or meeting
4. Proposal
5. Negotiation and commitment
6. Opportunity won
7. Post-purchase
Sales Pipeline
-summary of available and upcoming sales opps
-7 Stages :
1. Prospecting
2. Lead Qualification
3. Demo or meeting
4. Proposal
5. Negotiation and commitment
6. Opportunity won
7. Post-purchase
Converting Leads
-converting from lead to account, lead OR opportunity
-end users will talk to many potential clients that may be a person, business, or deal. Use leads when the potential client has not been qualified
-prior to conversion, owner of record can be selected from “record owner” field
-when lead is converted, lead will disappear – info will go to Acct, Contact and Opp with proper field mapping
Converting Leads
-converting from lead to account, lead OR opportunity
-end users will talk to many potential clients that may be a person, business, or deal. Use leads when the potential client has not been qualified
-prior to conversion, owner of record can be selected from “record owner” field
-when lead is converted, lead will disappear – info will go to Acct, Contact and Opp with proper field mapping
Field Mapping
-map the field on the Lead and match to A/C/O
-custom fields can only be mapped to other custom fields, not standard fields
-automatic field mapping: name generation and duplicate checks and updates
-if already in the system, can add new opp to existing records in SF
Field Mapping
-map the field on the Lead and match to A/C/O
-custom fields can only be mapped to other custom fields, not standard fields
-automatic field mapping: name generation and duplicate checks and updates
-if already in the system, can add new opp to existing records in SF
Lead Auto Response Rule
-send email responses to lead or case submissions
-does not email record owner
-only one auto response rule active at a time ; can do multiple response rules in the active one
Web-to-Lead
-typically a form on a website, comes in to SF and appears as a Lead
-data is always validated before a record is created in SF
-standard and custom fields can be captured through the form
-default lead creator can be specified
-500 captures per day
-reCAPTCHA
Web-to-Lead
-typically a form on a website, comes in to SF and appears as a Lead
-data is always validated before a record is created in SF
-standard and custom fields can be captured through the form
-default lead creator can be specified
-500 captures per day
-reCAPTCHA
Campaigns
-group of Leads and Contacts exposed to specific marketing communications ; ex: campaign could be an email list, an event, ad, etc.
-send list email button
Campaign Hierarchies
-grouping campaigns
-use parent/child relationships
-metrics from child campaigns roll-up to the parent
-uses ‘Parent Campaign field’ to link together campaigns
-each campaign can have up to one parent in the hierarchy
-supports up to 5 levels but can have unlimited number of sibling campaigns
Campaign Member
-object used to describes the relationship between an individual Lead or Contact and a specific Campaign
-exists because Lead or Contact may be part of multiple campaigns - want to track how they interact with each campaign
-can create from Leads, Contacts and Accts but “Accounts as Campaign Members” must be enabled
-two statuses: Responded and Sent
Home Page Assistant
-shows leads assigned to you today
-opps with overdue tasks
-opps with no activity in 30 days
-opps with no open activity
-overdue opps (still open after Close Date ; updates stop if it’s been over 8 days since C.D.)
-show up to 10 updates at a time and updates on Leads show before updates on Opps (opps are arranged in order of close date)
Home Page Assistant
-shows leads assigned to you today
-opps with overdue tasks
-opps with no activity in 30 days
-opps with no open activity
-overdue opps (still open after Close Date ; updates stop if it’s been over 8 days since C.D.)
-show up to 10 updates at a time and updates on Leads show before updates on Opps (opps are arranged in order of close date)
Feed Tracking
-enables you to track a max of 20 fields per object, including standard and custom
-changes made displayed in Chatter feed
Sending Emails to Members of Campaign
-using ‘send list email’ button on Campaign Members related list, Contact list view filtered by Campaign, and Lead list view filtered by a Campaign
Einstein Opportunity Scoring
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