salescloud cardswincsv - Sheet 1 Flashcards
What is main goal of sales reps?
to grow revenue
Components of the Sales Cloud?
Sales Force Automation Marketing Automation
Standard Project Methodology
Plan Analyze Design Develop Validate
What are common CRM challenges?
Unsecured environment low user adoption poor data quality
How does sfdc address CRM business drivers?
Secure environment - easily define who can access what. Optimize usability - ease of use
Manage data - trusted data quality
Extension beyond CRM
Adoption
is the process of getting users to willingly use your application due to a perceived value to their lives
What must a system be in order to have adoption?
provide value be easy to use have trusted data be easy to change
What are some reports that can assist with usability and adoption?
all records created: Last 60 days by object
all users logged in: Last 7 days
Leads converted: Last 60 days
Cases Closed: Last 60 days
Clean Data
is data trusted by users so they will not question it’s authenticity, reliance or completeness
Data Quality Plan
Standardize Clean Enrich DeDupe Validate
A prospective customer completed a web to lead form on your corporate website. Upon follow-up with a sales representative, the customer indicated that he intends to buy your product. In the sfdc app, what is the process for moving a prospect to a customer?
Lead Conversion
Sales Strategy
how an organization takes it’s products and services to market
Sales Model examples
Inside/Outside Territory
Sales Methodology
is a standard set of stages, activities, and processes that an organization follows to bring an opportunity to closure
Examples of sales methodologies
Strategic selling
Conceptual selling
Large Account Management Process LAMP
Lead
a sales prospect interested in your company’s product
Campaigns
marketing and sales initiatives used to generate new business
When should an organization utilize leads?
High lead volume
separate unqualified data from qualified data
need to validate lead quality
When should an organization use leads?
1) As a staging area for high volume of unqualified data
2) Lead de-duplication
3) to capture leads from the web
4) to create an account, contact, and opportunity with relationships using one click
When should an org NOT utilize leads?
low volume of leads
less administration required
only sells to install base
What types of questions should be asked to determine Lead Generation or Lead Qualification processes?
the need for leads ; lead generation creation , lead scoring, lead routing , lead qualification , non qualified leads
How do you manage prospects?
Where do your leads come from?
How do leads get assigned/routed?
How do you determine if a lead is qualified?
On web to lead…how many leads can be processed a day?
500
Pros of Web to Lead
automatic website integration unlimited # of w2l forms customizable to clients needs embeds field values into html automated lead response can deploy to external and internal sites
Cons of Web to Lead
not automatically tied to configuration changes
webmaster usually deploys and administers
limited to 500 leads a day
too many fields can turn away prospects
no data quality enforcement
no automatic de-duplication
Pros of Lead Import Wizard
Mass import enforces data quality
no software installation process(data loader needs installation)
limited duplication checking
Cons of Lead Import Wizard
No saved data import maps
no import schedules
less then 50k records
Pros of data loader
Mass import
saved data import maps
scheduled imports available
greater then 50k records
Cons of Data Loader
requires installation
some technical expertise required
How many assignment rules can be active at a given time?
ONE
How do reports assist in building of a strong pipeline?
provide visibility into the lead lifecycle for sales and marketing
Build trust between sales and marketing
Build strong pipeline for sales reps
How can a sales organization address the “lag time” challenge?
By optimizing lead assignment and scoring
What are questions to ask when determining how a customer uses forecasting to manage revenue?
Do sales reps have quotas? What type? Who has quotas? How are reps measured? How are all members of hierarchy measured? What products do we sell? How is it priced? What are stages of sales process? How does it move through the sales process?
What does the use of a sales process bring to a manager?
Predictive outcomes
Better funnel management
Common sales language
What features help us manage the funnel? (9)
Sales process Sales team Contact Roles Activities Data Validation Record types Workflows/Approvals Products Quotes / Quote Sync
Design considerations in the Sales Process
map to sales methodology
keep it simple
use common tense for all sales stages
may need more than one sales process
Design Considerations for Sales Team
identify and auto notify sales team members
up front determine if default teams can be implemented
Configure team
notifications on milestones
Design Considerations for Contact Role
Identify key contacts for the particular deal
consider adding variations to ensure the decision makers are adding during the sales process
Design Considerations - Data Validation
Avoid using too many rules and required fields
Use to enforce that the process is being followed
Design Consideration for record type
Don’t create too many
Think about maintaining them in future
Design Considerations - Workflow/Approvals
Automation and approvals are to huge WIIFM for sales reps
Workflow automation rules allow sales reps to truly work on the sale
Design Considerations - Products
1) Product prices can be set per region
2) provide product management with insight
3) use the product catalog effectively
4) balance between too much granularity
5) products should be customer centric
6) consider product bundles versus line item
7) Arbitrary price may translate to no price in design
8) Consider the Product to Assets conversion for closed/won opportunities
Design Consideration - Quotes and Quote Sync
Quotes streamline the sales process
think carefully about the design of the product schema and understand quote model determine if the standard quotes template can be used? If not design your own
What are some reports to assist managing the funnel?
Deals by stage Activity reports by stage Forecast report Stage duration by age Win/loss ratio sales activities closed deals by lead source
T or F Sales methodology means an industry-recognized sales process?
FALSE
What are 4 ways that slow down sales rep productivity?
Data entry
Finding information
Keeping client data current
creating reports
What are ways to improve sales productivity?
More selling time
Faster new hire ramp up
360 degree view of a customer
better visibility
What are 2 types of relationships that Sales Reps have with their accounts?
Transactional (low touch, high volume) Relationship Mgt (high touch, low volume)
What features assist improving productivity?
reports and dashboards formula fields custom links and mashups contact synchronization outlook/lotus integration workflow & approvals email & merge templates home page tags
What are some design considerations to improve productivity?
information should only be entered once
locating information should be done in just a few clicks
What does “my” filters do?
lower the amount of clicks
What are 5 main types of Acivities?
Calendar events Tasks Approvals Logging notes sending emails
Name some reports that speak to Productivity?
# of face to face meetings # of deals won, lost, in progress activities by account and role upcoming renewals neglected accts, activity reports, approval status pipeline
What are features of the Sales Cloud that assist in Marketing?
Web to Lead Mass Email Email Marketing Partners Salesforce for google adwords Campaign ROI Campaign Hierarchy Campaign Influence
What are pros and Cons of Native Mass Email Solution?
Pros - included in license cost, intuitive for users Cons - batch email limits, often get caught in spam filters, manual list management of opt outs and bounces
Pros and Cons of Partner Mass Email Solution
Pros - integrate seamlessly through appexchange partners,
use built in reporting for evaluation of email reporting,
manage email bounces and multiple subscriptions
Cons - can be costly if high volume,
custom built integration if non app exchange partner
ROI
Return on Investment - a percentage calculated as the net gain total value of won opportunities minus actual cost divided by actual cost
What is a workaround for Campaign hiearchies that ignore sharing rules at related list level?
removing sensitive information from related list layout
aligning hierarchy structure with sharing rules
What are reports that support campaigns?
lead by lead source and campaign opportunities by lead source and campaign
all contacts included in X campaign
Leads and Opportunities from Google Adwords
Opportunity win rate % by campaign
ROI by campaign type
campaign revenue
campaign member and member analysis campaigns with influenced opportunities
What is the order to set up Google Adwords to work seamlessly with sfdc?
advertise on google
capture leads on your website
convert leads into new customers
T or F The native mass email functionality is not recommended for marketing?
TRUE
What are the main challenges that Marketing faces when trying to drive more business?
1) Website integration
2) Email marketing - effectiveness of email
3) Search Marketing - no reportable relationship between search words and closed sales
4) Campaign Management
What are ways that sfdc assists in aligning Sales and Marketing?
No answer
How does SFDC assist in Lead Velocity?
provide sales collateral in one place
standardize communication with templates
communicate availability of sales collateral
gather feedback on sales collateral and templates
evaluate impact of collateral on sales
What are the main challenges that marketing faces when trying to align with sales?
Inefficient handoff from marketing to sales slowing down of lead velocity
True or False Sales should evaluate lead quality and provide feedback to marketing
TRUE
What are some ways to align communication between sales and marketing organizations?
1) provide sales collateral in one place
2) standardize internal and external communication with templates 3)Communicate availability of sales collateral
4) gather feedback on sales collateral and templates
5) evaluate impact of collateral on bringing leads to close
Benefits of Reporting to Sales
track lead progress and conversion rates
review the pipeline and forecast in real time
monitor neglected leads, accounts. and opportunities
track sales activity in real time and methodology compliance
obtain a 360 degree view of each customer
speed up new hire ramp up
What are two types of Sales Managers?
inside …they manage leads
outside…they manage opportunities
Which role is interested in the report Sales Activities by client last week?
Sales Rep
Sales Manager
Who would be interested in the Top 10 reasons deals were lost report?
VP of Sales
What are integration considerations?
1) list all fields,
data types and values
2) are fields for integration purposes
3)What is the system of record for each field?
4) Who can update each field? From which system?
What should you do when migrating Opportunities?
Determine if you need to load owners who are not current users?
True or False Sales reps must use the same system to manage calendars and to document meetings?
FALSE
Chatter
Chatter is a collaboration application which is facebook like in a private environment. It helps you connect with co workers, allows real-time secure sharing of business information, obtain quick, informed feedback on colleagues work
Quotes
Pricing proposals extended to customers. Each quotes is tied to one opportunity and one opportunity can have many quotes
can be converted to a pdf and emailed to customers
streamlines the sales process (template ensures consistency)
provide a consistent archive
can design a real-time approval process for quote discounting
Content
an integrated content library within SFDC. It allows users to deliver content via the web, allows for ranking, manages version control through centralized repository and allows for tagging.
Jigsaw
Jigsaw is a data enrichment tool that uses cloud collaboration to maintain updated data.
It allows you to keep data clean automatically,
Research account and contact data details
Uncover and market to the right person at a target account
Eloqua
Automated Marketing and Demand Generation software services to help marketers streamline their sales processes. The application gathers and qualifies leads by automating and integrating email, direct mail and web marketing campaigns to drive prospective customers to the web. Eloqua develops rich profiles of qualified prospects using proactive web chat, personalized microsites and deep real time website analytics
Vertical Response
email solution that can handle unlimited emails. allows to see click through rates on an email
What is the Eloqua application used for?
to gather and develop qualified leads