Download - Mike Gerholdt, Becky Webster, & Matt Bertuzzi - Top of The Funnel: CRM Drag = Sales Inefficiency
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
CRM DRAG = SALES INEFFICIENCY
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
7 TIPS
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
Becka DenteDir, Cloud TechConga
1) TIME ZONE FORMULA
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Matt BertuzziMarketing & OpsThe Bridge Group
2) CALL OUT DIRECTS
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Mike DamphousseCEOGreen Leads
3) TRACK DIALING TIPS
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4) MANUAL DIALING
Ken KroguePresident InsideSales.com
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Mark RobergeCROHubSpot
5) MANUAL LOGGING
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6) BDR PROCESS
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Emmanuelle SkalaVP, Inside SalesVMTurbo
7) LIST VIEWS 2.0
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REDUCE DRAG , ACCELERATE SALES
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Create the Foundation for a Sales-Ready Chatter Environment
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
Effective Communication is Key!Sales reps spend... Sales VPs spend...
Less time: • Finding answers to customer questions• Finding product information• Entering data • Updating their teams and managers
• Hunting for updates• Reporting progress
More time: • Prospecting new customers• Nurturing existing customers• Solving customer problems• Closing deals
• Focusing on customer & market strategy
• Coaching their reps
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
Salesforce Chatter is a Powerful Tool• Creates context• Increases engagement• Improves efficiency• Deepens insight• Accessible from anywhere
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
Tip #1: Create the Core Group StructureInternal Functions
Sales
Marketing
Legal
HR
IT
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
Best Practices: Core Chatter Group
Group owners = business leaders
Standard naming
convention
Link to groups map from home tab
Determine required groups and auto-add• “Chattomate
” is an app that can help
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
Tip #2: Make Content Accessible
• Use Chatter groups to publish standard content
• Leverage Content Libraries
• Invest in the Information sections
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
Best Practice: Publish Valuable Content
Highlight up-to-date product information to remind reps of current
customer offers
Promote upcoming events or training
Create consistent resources in each of your
product groups; link to Content Packs
Connect the group to relevant CRM data
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
After the Foundation is Set…
Identify an owner
Enable publisher
actions
Manage object feed
settings
Measure the impact of Chatter on your Sales organization• Indicee
Analytics for Chatter and Sales
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
You’ve Only Just Begun! Creating a solid foundation is an important first step, but remember…
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Accelerating Customer Relationships
3 tips for Communication Success
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
Mike Gerholdt• 4 X Salesforce MVP• Salesforce Certification
– Administrator– Adv. Administrator– Developer– Sales Cloud Consultant
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
Clearly communicate the process• First day of training should NEVER be the last.• Who has the handoff?• Create a Sales Roadmap
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
Align the technology• Technology should support the process, not
hinder it.• “It would be nice if Sales could…”• “I don’t know, I just put notes in that field.”• “I just know you need to check this box.”
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
Third Person Notes• Assume the ‘Future You’ is reading the notes.• Makes it easy for hand-offs and team selling• Forces you to restate the key facts.
– “On March 4th You told Sales Acceleration Summit that you would call them back and send them slides.”