Salesforce.com Leads, Accounts, Contacts & Opportunities: How Does This Puzzle Fit?
One of the most fundamental aspects of the Salesforce.com funnel is the correct assignment of a Lead, Account, Contact and Opportunity. It is also one of the most misunderstood features for most firms setting up Salesforce.com for the first time. While every firm...
Why Your Sales Team Resists Salesforce, and What To Do About It
CEOs, Presidents, VPs of Sales! This is for you. Have you made the smart move and invested in the world’s top CRM, Salesforce? Have you spent significant amounts of money with consulting firms getting it configured properly? Do you look at your quarterly Salesforce...
Why Training Alone Won’t Drive Salesforce Adoption
So, you’re rolling out Salesforce. Great! It’s an awesome tool and in today’s world of selling, having a CRM (any CRM) is an essential component for a successful business. Let’s take a look at your Salesforce Implementation plans. Source a trusted Salesforce...
Why You’re Not Maximizing Your Salesforce ROI
Many companies have invested heavily in Salesforce for their sales teams. Thousands of dollars, if not hundreds of thousands, or even millions are spent by companies annually on Salesforce licenses. The average annual cost per rep varies greatly, but $1000/year is not...
How to Overcome your Business Challenges with Salesforce
I was recently approached by Salesforce recruitment firm, Mason Frank International, about an opportunity for an important project they were working on. The company has created a white paper collating Covid-19 related business advice from industry experts. Myself and...
Advice for Managing Sales Teams Working 100% Remote
What advice would you give to teams now working 100% remotely? What tips can you provide to keep morale high? As a leader of a training company, this post may come across as a little self-serving. However, there really has never been a better time to take advantage of...
Salesforce Leads or No Leads, That is the Question.
Should your sales team be leveraging Salesforce Leads, or not? Many organizations struggle with this, and we’ve seen lots of cases where using the Leads Object would be a vast improvement to what they’re doing now. What is a Salesforce Lead Anyway? So just what is a...
What’s with the new Salesforce Mobile App?
Three times a year, Salesforce releases a new update to the platform. Sometimes it’s a Wow feature, and sometimes, it’s a ‘Meh… But in the Winter ’20 release was definitely a WOW! Salesforce reinvigorated the Mobile App, giving it a fresh look and feel for the first...
So, Are You Having a Good Week?
One of our favorite questions we ask our clients is to describe what a good week looks like. We ask this because we are curious how Sales Managers measure success and whether or not their sales teams are doing the right types of activities day in and day out to add to...
Test Your Salesforce Training Knowledge: A Pop Quiz
This is your chance to show off your Salesforce smarts. Not to worry, I am not keeping score (but the answers are at the bottom of this post). Some of these should be self-evident, others may challenge you, but hopefully all of them are enlightening and entertaining....