Salesforce Training for WinEst+x

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17 Φεβ 2014 (πριν από 3 χρόνια και 7 μήνες)

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Welcome to
Salesforce.com

May 2, 2013

Agenda


Lead Flow


Why 1 Person Enters New Leads


Rounding Out the Decision
-
Making Team with Chaining


Connect for Outlook


Easy way to capture tasks/emails


Mandatory Fields


Lead Status


Rating


Type


Tasks/Activities


Automatic Reporting


How HubSpot Works with Salesforce


Creating an Opportunity



Lead Flow

The Importance of Clean Data


Key fields must have standard protocols


Reporting only works if data is clean going in


No backwards/forwards compatibility with HubSpot yet


Three redundant databases


Salesforce


HubSpot


Constant Contact

Leads

Accounts/
Contacts

Opps

Cases

Customers

HubSpot

Constant
Contact


Lead visiting the
website alerts


Lead Nurturing


Quick emails


HTML
newsletters


Webinar
invitations

CSV

chaining

Website
Forms

Webinars/

Tradeshows

The Importance of Chaining


Rounds out decision makers in company


Exposes all to
WinEst
/Trimble Buildings marketing


Overcompensates for original lead not being politically savvy to make purchase


What you need to get started…


Jigsaw Account


https
://
www.dropbox.com/s/ayjtztpi2jgwa2r/LeadMiningExcelTool.mp4


Macros


https://
www.dropbox.com/s/06jd997byybwf1o/LeadProcessingMacros_v002.xlsm


New Lead Import CSV


https://
www.dropbox.com/s/s74hdqwiya434uw/New%20Lead%20Imports.csv

Quick Set
-
Up

Step 1: Organize Your Tabs





Make sure you’re using Content setting


Use the + sign to reveal/select your tabs



Home

= Dashboard and calendar


Leads

= all prospects and leads


Accounts

= all opportunities and customers


Contacts

= original leads now associated with the account


Opportunities

= all deals which we predict will close this quarter


Reports

= store reports in Cool Vico Reports so others can replicate


Cases

= technical support issues


Solutions

= technical support tested fixes

Connect to Outlook


Integration captures email threads


Integration feeds tasks/meetings


Here’s how to get started…

1
. Login to Salesforce.

2. Select Setup | Personal Setup | Desktop Integration |Salesforce for
Outlook.and

then on the right hand side Connect for Microsoft Outlook

3. Select 'Install Now' button in the middle of the screen OR select the link to download the application local titled
'Click Here'
, Save and Run.

4. Initial Splash Screen
-

Select Next.

5. Confirm Licensing
-

Select Accept and Next.

6. Accept default folder installation location
-

Select Next.

7. Select Install.

8. Select Finish and Restart computer if prompted.

Setting Connect for Microsoft Outlook:

1. Thank you screen will appear when MS Outlook is opened with Salesforce Plug
-
in (Initial Installation)
-

Select Next.

2. Input Salesforce Username and Password
-

Select Next.

3. Set Contacts, Events and Tasks synchronization preferences (See Below)
-

Select Next.

Settings possible:

NO
-

Export
to Salesforce
-

One way to Salesforce

NO
-

Export
with overwrites to Salesforce
-

One way to Salesforce and overwrite data.

YES
-

Import
from Salesforce
-

One way from Salesforce

PERHAPS
-

Import
with overwrites from Salesforce
-

One way from Salesforce and overwrite data.

YES
-

Synchronize
with Salesforce.

4. Set email activity association (Contacts and Leads are automatically associated) to other object if appropriate
-

Select Next
.

5. Text Notification regarding Tools | Salesforce Options
-

Select Next.

6. Select Next till end
-

Select Finish.


Mandatory Fields


We always want to
make sure you have
enough open and
qualified leads


We also want to know
which leads aren’t
qualified! Assign those
back to me to bake in
the oven.


This
designation
helps us see
the split
between
software,
services, and
training


Did they download
info or attend
webinar because
they were forced
to, interested, or
motivated to buy?

1. Lead Status

2. Rating

3. Type

Tasks and Activities

New tasks can be set into the future. Reminders appear on your homepage.
These tasks feed your Activity Report to your manager.

Tasks and Activities

Logged tasks appear in the past. You might log a task after hanging up the
phone. Add any call notes in the comments box. These tasks feed your Activity
Report to your manager.


Daily




Weekly





Create individual reports

Daily


Weekly


Monthly Reports

Daily Summary

Daily Details

Weekly Dashboards

Copy your own reports

Schedule the report

Outlook plugin
config

Create your own dashboard

HubSpot +
Salesforce

for Sales

Key Functionality


Lead Nurturing


Hit your chaining lists with well
-
positioned messages


Lead Visiting the Website Alerts


Know who is searching for information when


Quick Emails


Outlook has 99 limit


Salesforce has 250 limit


HubSpot is unlimited

HubSpot +
Salesforce

for Marketing

Key Functionality


Website Analytics


Traffic by Source


Keyword Rank


Instant gratification


see results of emails/campaigns


Website/Blog


Create new pages on the fly


Landing Pages


Create offers quickly


Automatic response emails


Lead nurturing according to offer

Creating an Opportunity

Two Steps: Promotion + Identifying the Opportunity


After you’ve
demo’d

to coach and team…


And determined they have budget…


And sponsorship…


And specific need…


We promote the Lead to a Contact within an Account

Creating an Opportunity

Two Steps: Promotion + Identifying the Opportunity


After you’ve hit the convert button


Name the general account (usually company name)


Name the Opportunity (Company Name
-
City Specific Project)

Creating an Opportunity

Two Steps: Promotion + Identifying the Opportunity


After you’ve hit the convert button a second time


Scroll down the Account page to edit the Opportunity

Edit the Opportunity

Hit all the mandatory fields


Marked in red

Report the Opportunity

Clone Report


assign to you


save as your name


https://
na5.salesforce.com/00O70000002sRD7

(4_Clive_’Forecast’)




Farrell


sales process


Marc K.


contracts/paperwork


Your Manager


how to
best strategize a
lead/opportunity


Holly
-

reports




What if I need help?