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Do You Have Sales Performance and Task Dashboards?

Do You Have Sales Performance and Task Dashboards?

What does your sales team see when they login to Salesforce? A generic homepage? Apps, widgets and screens that aren’t relevant to their job and are only there taking up space?

If the answer to any of these is yes, you are missing out! Not only is this an easy opportunity to empower your team and give them a leg up each day, but they are actually losing time and effectiveness by not having Salesforce Dashboards on their home page.

A well-built home page may include but is not limited to:

  • Calls Logged
  • Tasks (pending and completed)
  • Calendars & Events
  • Leads Breakdown
  • Opportunity Pipeline
  • Recent Opportunities & Records

Some of these items come pre-built in the Salesforce Lightning Builder, such as “Today’s Tasks”, “Recent Records” and “Recent Items”. The others are simply added as “Report Charts”.

Sure, you do need to go ahead and create some of your own reports, but this is also where you can get creative and make reports that are custom-tailored to your business and sales needs. For example, to create a report showing the Opportunity Pipeline for a particular Sales Rep, create a report with the following filters:

  • All opportunities
  • Close Date = All Time
  • Opportunity Status = Open
  • Probability = All
  • Stage = not equal to Prospecting
  • Opportunity Owner = (name of rep)

When you add this report to the home page you can also specify that the particular Home Page should be shown to only a particular App and Profile, thus making it possible to customize for each user in your company. 

Click here for more details on building your home page

 

-Ryan and the CloudMyBiz Team

 


Want to get started with Salesforce? 

Need some custom consulting or development to enhance the Salesforce you already have?

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Salesforce Reports Get a New Feature in Summer ‘19

Salesforce Reports Get a New Feature in Summer ‘19

Get your calculation hat on because we are going to be looking at the new feature in Salesforce Reports this week – Row-Level Formulas. That’s right, it’s been 11 years since this idea was originally suggested by a Salesforce user on the ideas channel, but here we are, with row-level formulas finally in Beta as of the Summer ‘19 release. General Release is scheduled for Winter ‘20, where a few additional features will be added to the row-level reports as well. 

A quick overview for anyone not in the know – prior to now, formula fields, (for example, the last day of the month minus 1, or the number of days since a certain event)  had to be created as one-offs fields, separate from the report. Then, that formula could be used as a field in the report to help give better insights and analytics.

All of that has changed, and you no longer have to build those unique formulas outside of the report. With the field formula functionality built right into the report, users will be to do their calculations, such as determining the number of days since an open opportunity was updated, instead of just listing the date, or the number of days since a user last logged on, right in the report. Saving time and making the reporting easier for everyone.

A quick note, this feature will only be available in Lightning, and again is currently only in Beta, and therefore may not be available in all orgs.

Click here to view the release notes

 

-Ryan and the CloudMyBiz Team

 


Want to get started with Salesforce? 

Need some custom consulting or development to enhance the Salesforce you already have?

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App of the Week – GSP Sales Dashboard – Enterprise+

App of the Week – GSP Sales Dashboard – Enterprise+

Visibility into your sales pipeline and performance is no joke. After all, if you don’t know why you were successful in the past, how can you tell if you are going to be a success in the future. Which Salesforce does come equipped with the ability to create custom reports and dashboards, they may not be giving you everything you need. With the GSP Sales Dashboard from the AppExchange, you will get some great pre-built dashboards, such as Average Deal Size and Win Rate by Salesperson, and more!

“Fully customizable, high impact sales dashboard that gives tremendous visibility of the size, trend and quality of the sales pipeline and sales performance. ”

Check it out here!

 

Lead Management Tips with Pardot

Lead Management Tips with Pardot

Proper lead management often requires more planning and detail work than most people realize. Doing it the right way is much more than a “set it and forget it” type of mentality. However, when done properly, a few simple best practices can really boost your company and help you keep a pipeline full of qualified, and worthwhile leads.

 

So below, we have a short list of some of these best practices. Some are specific to using Pardot, and some are just generally good ideas when it comes to lead management in general.

1. Make sure Sales and Marketing are aligned.

For any lead management plan to work, marketing and sales need to be on the same page. When a lead enters the system, many times they are not yet “sales-ready”.

The job of marketing is to nurture these prospects through education, value, and promotion, so they get to the point where there are legitimately interested and knowledgeable enough to be ready to talk to an account executive, but also to find out more about them to determine if they are a good fit. If all goes well, you can weed out the prospects who aren’t a good fit, and begin sending sales a steady stream of qualified prospects.

This means mapping out a clear sales process in addition to the marketing process, and defining where and how leads are handed off to Sales.

2. Track anonymous visitors and use their history once they opt-in

This is one of the staple items of using Pardot. When you setup Pardot, you add a little bit of tracking code to all of your essential web pages, forms, and links. When a prospect converts by filling out a form or gives you their email, all of that data will be automatically added to their profile.

This gives you a detailed history of how they went about looking at your company, the path they took to get to conversion, data on how successful your campaigns are and hopefully specific info on the prospect themselves. All of this happens passively, but in the end allows you to improve your campaigns, and understand how best to connect with your target audience.

3. Score leads properly

Essential to know when to turn over your leads to Sales, is scoring your leads. Each and every action a prospect takes, from visitng your web pages to clicking on your links carries with it some level of interest. But don’t confuse casual interest with intent to buy. Take some time and consider exactly what actions are good indicators (such as looking at a pricing page), and score them appropriately.

In the end, it is the action-oriented items, like signing up for a demonstration, that usually indicates the really interested parties, and should be marked as your hotter leads. Understand the difference is essential so that you don’t assign un-interested prospects to Sales.

Pardot makes this extremely easy, through the lead scoring customization page. Users can alter each and every standard scoring item, as well as create all sorts of custom score objects to fit each company’s unique cycle.

4. Keep the whole sales cycle in mind

Properly nurturing a lead means working with them throughout the sales cycle. The job of marketing is to nurture these prospects through education, value, and promotion, so they get to the point where there are legitimately interested and knowledgeable enough to be ready to talk to an account executive, but also to find out more about them to determine if they are a good fit. If all goes well, you can weed out the prospects who aren’t a good fit, and begin sending sales a steady stream of qualified prospects.

You can and should use every channel at your disposal, from email to social media to partner media channels. Content offers should include thought leadership pieces, guides, tips, industry research, and other pieces of content that help them solve their daily pains and addresses the particular problem you’re targeting with your product. Just remember, that this nurturing should continue throughout the entire duration of the sales cycle, and (to a lesser degree) beyond the sale as well.

Again, Pardot makes all of this easy. With connectors to most social media channels, as well as integrated email and link tracking, you can easily stay in touch with all of your prospects and deliver content anytime, anywhere

5. Create a target buyer profile

It’s pretty straightforward, how can you find and manage leads properly, if you don’t have a target in mind? Are you selling to B2B or B2C? Small companies or enterprise? Are you looking at a particular location or vertical? Are you selling to a CEO, marketing director, or another decision maker?

Setting up one or multiple profiles that both marketing and sales can use is just another trick to make sure your lead management efforts are giving you the best results.

Pardot offers a sophisticated profile creation tool. Users can create multiple profiles using characteristic traits such as location, industry, job title, company size and more. Then, each of these characteristics can be given a grade value, resulting in each prospect being assigned an overall grade for how closely they fit your ideal buyer.

So there you have it. Some simple but powerful tactics to better manage your leads.

 

-Ryan and the CloudMyBiz Team

 


Interested in getting started with Pardot B2B marketing? Already have Pardot, but need help getting the most from your investment?

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