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Sales Cloud > Sales Practices > Flashcards

Sales Practices Flashcards

1
Q

What are 3 Sales Metrics for Lead Management

A

Number of leads converted
Lead qualification score
Leads by Source

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2
Q

What are 3 Sales Metrics for Opportunity Management

A

Sales Pipeline
Number of sales deals closed
number of sales activities

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3
Q

What are 4 Sales Metrics for Forecast, Revenue and Performance

A

Percentage of quota achieved
Average revenue generated
Sales rep performance
Campaign ROI

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4
Q

What are 3 KPIs for Lead Management

A

Lead response time
lead conversion percentage
rate of contact

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5
Q

What are 3 KPIs for Opportunity Management

A

Opportunity to win ratio
Sales per customer
Rate of follow up

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6
Q

What are 4 KPIs for Forecast, Revenue and Performance Management

A

Sales per rep
Customer value
Sales growth
Sales target

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7
Q

What are 3 Business challenges for Lead Management

A

Low lead data quality
Low number of leads
Sales and marketing alignment

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8
Q

What are 3 Business challenges for Opportunity Management

A

Achieving sales targets
closing deals efficiently
Disjointed sales processes

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9
Q

What are 4 Business challenges for Forecast, Revenue and Performance Management

A

Accurate Forecasting
Sales rep productivity
Time spent on administration
Adopting new technology

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10
Q

What is the 5 stage standard sales process in SF?

A

Lead Generation
Lead Qualification
Lead Conversion
Opportunity Management
Opportunity Closure

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11
Q

What is Target Account Selling?

A

Break down large deals into manageable components for developing an effective sales strategy that increases efficiency.

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12
Q

What is Value Selling?

A

Focus on understanding and reinforcing the worth of an offer to a customer for closing deals effectively.

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13
Q

What is Solution Selling?

A

Address the issues experienced by customers by offering appropriate resolutions.

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14
Q

What is SPIN Selling?

A

Ask questions related to Situation, Problem, Implication and Need-payoff to offer appropriate solutions.

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15
Q

What is SNAP Selling?

A

Increase the speed of the sales process through Simplicity, iNvaluable iNformation, Alignment with beliefs, and Prioritization.

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16
Q

What is Conceptual Selling?

A

Manage the decision makers involved in the buying process and gather relevant information about the customer’s concept of the product in order to close deals.

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17
Q

What is Customer-Centric Selling?

A

Collaborate with customers, become trusted advisors, close deals based on their timeline, and present an appropriate solution.

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18
Q

What is Challenger Selling?

A

Teach prospects, tailor communications, and take control of the sales process

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19
Q

What is MEDDIC Selling?

A

Automate sales through Metrics, Economic buyer, Decision criteria, Decision process, Identify pain points, and Championing

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20
Q

What is Sandler Selling?

A

Create a sales pitch by identifying the needs of the customer, and make sure that the buyer and seller are equally invested .

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21
Q

What are 7 example Opportunity Stages?

A

Prospecting, Qualification, Needs Analysis, Value Proposition, ID Decision Makers, Perception Analysis, Proposal/Price Quote

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22
Q

What is true about customizing the Lead Status field?

A

New values can be added, Existing values can be edited, replaced, deleted or deactivated.

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23
Q

What are the four core marketing processes?

A

Campaign Management, Lead Management, Content development, Reporting & Analytics.

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24
Q

What are some components of Campaign Management?

A

designing and implementing the marketing channels, developing and executing campaigns, and outlining roles and responsibilities

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25
Q

What are some components of Lead Management?

A

capturing, creating, importing, processing, routing, tracking, scoring and qualifying leads/prospects

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26
Q

What are some components of Marketing Content Development?

A

Consists of defining all the content-related operations, such as strategy development, ideation, storage, and delivery

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27
Q

What are some components of Marketing Reporting and Analytics?

A

defining data sources, reporting standards, frequency, media, roles, strategy, and archiving

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28
Q

What is the 5 stage standard Marketing process according to SF?

A

Mission and Objectives, Marketing Analysis, Marketing Strategy, Marketing Mix planning, Implement and Control

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29
Q

In a strategic marketing process, What is Mission & Objectives?

A

definition of mission statement and corporate objectives

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30
Q

In a strategic marketing process, What is Marketing Analysis?

A

Identifying opportunities. Analysis of external and internal business factors can be conducted using 5C, SWOT and PEST analyses.

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31
Q

In a strategic marketing process, What is Marketing Strategy?

A

Market strategy should cover aspects such as measurable goals, target audience, and budget development

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32
Q

In a strategic marketing process, What is Marketing Mix Planning?

A

Marketing Mix should be created after developing the strategy. It consists of four components, namely, Product, Price, Promotion, and Place

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33
Q

In a strategic marketing process, What is Implement and Control?

A

Execution and monitoring the marketing plan.

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34
Q

What are 6 stages of the campaign development process

A

Concept, Design and Development, Testing, Deployment, Execution, Roles and Responsibilities

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35
Q

What are components of the lead management process

A
  • Capture leads
  • Designing import processes and integrations
  • Designing processes for creation, routing, tracking, and notifications
  • Define lead statuses
  • Define criteria for scoring and qualification
  • Define metrics
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36
Q

What are 5 features of Marketing Automations.

A

Marketing intelligence, Prospect Tracking, Lead Routing, Easier follow-ups, Lead Quality Analysis

37
Q

What are 4 functions of Marketing Automations.

A

Streamlining segmentation, targeting processes, tailoring messages, delivering personalized experiences.

38
Q

What’s the old name for Sales Engagement?

A

What’s the new name for High Velocity Sales?

39
Q

What are 6 sales cloud features and related products?

A

High Velocity Sales (Sales Engagement), Salesforce Inbox, Salesforce Maps, Sales Cloud Einstein, Lightning Sales Console, Pipeline Inspection.

40
Q

What Is High Velocity Sales?

A

A Salesforce solution that provides access to features such as console, work queue, sales cadences, etc.

41
Q

What Is Salesforce Inbox?

A

an email productivity solution that comes with features such as insert availability and scheduling.

42
Q

What Is Salesforce Maps?

A

uses location intelligence and can be used for data visualization, route optimization, territory planning, live tracking, etc.

43
Q

What Is Sales Cloud Einstein?

A

utilize AI to provide key predictions, recommendations, timely automation, etc.

44
Q

What Is Lightning Sales Console?

A

A workspace with three-column layout that displays records, highlights, activity, news, etc.

45
Q

What Is Pipeline Inspection?

A

A feature that provides pipeline information such as key metrics, opportunities, and weekly changes

46
Q

Is Sales Engagement
Not available, Add-on, or Included
in Professional, Enterprise, and Performance/Unlimited Editions.

A

Professional: Add On
Enterprise: Add On
Performance/Unlimited: Included

47
Q

Is Sales Cloud Einstein
Not available, Add-on, or Included
in Professional, Enterprise, and Performance/Unlimited Editions.

A

Professional: Not Available
Enterprise: Add On
Performance/Unlimited: Included

48
Q

Is Salesforce Maps
Not available, Add-on, or Included
in Professional, Enterprise, and Performance/Unlimited Editions.

A

Professional: Add On
Enterprise: Add On
Performance/Unlimited: Included

49
Q

Is Revenue Intelligence
Not available, Add-on, or Included
in Professional, Enterprise, and Performance/Unlimited Editions.

A

Professional: Not Available
Enterprise: Add On
Performance/Unlimited: Included

50
Q

Is Pipeline Inspection
Not available, Add-on, or Included
in Professional, Enterprise, and Performance/Unlimited Editions.

A

Professional: Not Available
Enterprise: Not Available
Performance/Unlimited: Included

51
Q

Is Salesforce Inbox
Not available, Add-on, or Included
in Professional, Enterprise, and Performance/Unlimited Editions.

A

Professional: Add On
Enterprise: Add On
Performance/Unlimited: Included

52
Q

What are Salesforce Product Licenses?

A

Edition and Add-Ons (ie: Enterprise edition with Salesforce Inbox Add-on)

53
Q

What are Salesforce Setting Licenses?

A

Platform, User, Permission set and Feature licenses.

54
Q

What is a Salesforce edition?

A

A bundle of features and services that address different business needs.

55
Q

What is a Salesforce add-on?

A

A thing that provides additional functionality tos supplement an org’s edition.

56
Q

What is a Platform License?

A

A setting license with settings that control functionality for the org as a whole.

57
Q

What is a User License?

A

A setting license that defines user-level functionality and is assigned to one user.

58
Q

What is a Permission Set License?

A

A setting license that Provides additional functionality to supplement a user license.

59
Q

What are 5 features of High Velocity Sales?

A

Lightning Sales Console, Sales Cadences, Work Queues, Einstein Lead Score, Email Integration, and Sales Dialer

60
Q

What are Is the the HVS Work Queue?

A

Prioritized list of activities in the sales console.
Activities defined by sales cadence.
Prioritized by lead score (einstein)

61
Q

What are 5 Automations and features of the HVS Work Queue?

A

Launch dialer or email
integrate with gmail or outlook
Einstein Activity Capture: association of events and emails with records
Engagement alerts on My feed tab: clicks, replies. bounces
Engagement Component: Show most recent engagement on for each contact on account page

62
Q

What is a Sales Cadence?

A

Sequences of activates that guide reps through next best steps.
Can include scripts and email templates. (which can be a/b tested: “allow Email Template and Call Script Variance Testing” in HVS Setup)
Can be paused and resumed for individual targets.

63
Q

What can be added to the work queue?

A

People: Leads, Contacts, Person Accounts

64
Q

How are things added to the work queue?

A

list views, record detail pages, and reports
Up to 200 records at a time

65
Q

What are 5 features of Salesforce Inbox?

A

Gmail and Outlook integrations
Mobile App
Insert available times for meetings
Schedule email to be sent later
Engagement info

66
Q

What are 5 features of the Salesforce Inbox Mobile App?

A

Auto logging of Emails and events
Creating records
Email engagement notifications
Email insights
Recommended connections

66
Q

What are 5 features of the Salesforce Inbox Mobile App?

A

Auto logging of Emails and events
Creating records
Email engagement notifications
Email insights
Recommended connections

67
Q

What are 3 features of Salesforce Maps Advanced?

A

Route planning (for up to 4 months)
Business Rules (cadences, time windows, priorities)
Schedules (maintain appointments, reschedule missed visits)

68
Q

What are 8 Sales Cloud Einstein Features?

A

CRM Analytics
Einstein Forecasting
Einstein Opportunity Insights
Einstein Activity Capture
Einstein Account Insights
Einstein Automated Contacts
Einstein Lead Scoring
Einstein Opportunity Scoring

69
Q

What is CRM Analytics?

A

The Sales Analytics app provides deeper insights into the sales data. The prebuilt dashboards, lenses, and datasets can be utilized for data exploration.

70
Q

What is Einstein Forecasting?

A

AI is used to display forecast predictions. It also provides prediction details and shows a prediction trend graph and a prediction summary graph.

71
Q

What is Einstein Opportunity Insights?

A

The Einstein Insights component displays deal predictions, follow-up reminders, and key moments related to opportunities. Insights are shown on opportunities and the home page.

72
Q

What is Einstein Activity Capture?

A

Emails and events are added to the activity timeline of related contacts. Contacts and events are synced automatically between a connected account and Salesforce

73
Q

What is Einstein Account Insights?

A

News-related insights are displayed through articles in the Einstein Insights component. They help maintain relationships with customers.

74
Q

What is Einstein Automated Contacts?

A

New contacts and opportunity contact roles are found using email and event activity. They are added automatically or suggested through the Einstein Insights component

75
Q

What is Einstein Lead Scoring?

A

Leads are scored based on the successful conversion patterns of the company. A predictive model is created, and the ‘Lead Score’ field is displayed on lead detail pages

76
Q

What is Einstein Opportunity Scoring?

A

Each opportunity is given a score from 1 to 99. Past opportunities are analyzed, and the ‘Opportunity Score’ field is displayed on opportunity detail pages.

77
Q

What is Einstein Activity Capture Configuration?

A

System (defined by admin) and User (defiened by user) level configuration that defines how data flows between Salesforce and the connected accounts

78
Q

How often are Einstein Lead Scores Refreshed?

A

Every 10 days.

79
Q

What are 2 factors in Einstein Lead Scoring?

A

Similarity to past converted leads
Activity data

80
Q

What are 5 factors in Einstein Opportunity Scoring?

A

Opportunity owner stats (like win rates)
Record detail and history
Activities related to the opportunity or account
Similarity to past opportunities
Product, quote, and price book objects

81
Q

Where can the Einstein Opportunity Score be seen?

A

Opportunity Records
Reports
List Views
Forecasts page - if collaborative forecasting is enabled.

82
Q

What are 5 features of CRM Analytics?

A
  • Templates for Dashboards, Lenses, and Datasets
  • Sales analytics dashboard
  • Leaderboard
  • Sales Rep data like quota attainment, bookings, pipeline activities
  • Performance trends by geography, source and customer
82
Q

What are some of the page layout features of Lightning Sales Console?

A
  • 3 columns
  • Split view with tabs and subtabs
  • Pinned regions and Accordions
  • Utility Bar
83
Q

What are some components that can be added to Lightning Sales console?

A
  • Access to External Objects
  • Knowledge
  • History
84
Q

What are some efficiency components that can be added to Lightning Sales Console?

A
  • Utility bar (History, Notes, Sales Dialer, Macros)
  • Quick text and keyboard Shortcuts
  • Option to clear workspace for each session
  • Option for Tab focused dialogs (keep using SF in other tabs while a dialog is active)
85
Q

Which Objects does Lightning Sales Console Support?

A

Accounts, Contacts, Leads

86
Q

What is not supported in Lightning Sales Console?

A
  • Some features such as push notifications, Knowledge footer, and multi-monitor support are not available for Lightning Experience console apps.
  • It is not possible to upgrade a Salesforce Classic console app to Lightning Experience.
87
Q

How do you customize Lightning Sales Console?

A

Customize Page layout in Lighting App Builder, Customize components in App manager (macros)

Sales Cloud (4 decks)

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