Salesforce.com Best Practices Tips and Tricks Getting more value out of Salesforce

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Salesforce.com Best PracticesTips and
TricksGetting more value out of Salesforce

• Presenter
• Eran Agrios, Customer Success Manager

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Agenda

• Presentation Goal
• Introduction to Customer Success Program
• Salesforce Tips
• Account Management
• Sales and Marketing
• Support

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The Customer Success Program
Customer Success Program
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Customer Success Program www.salesforce.com/com
munity

• Best Practice Center
• Exclusive library of on-demand resources with new
  material added each month
• Tools to help assess your CRM rollout
• Best practice guides based to your specific stage
  or role
• Local User Groups
• Customer Success Manager
• Consultative advice on how best to use the
  application
• Daily best practice workshops

CRM Coach
Customer
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Sales Success
Tips and Tricks
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Salesforce Features

• AppExchange Searching
• Map Nearby Accounts
• Account Sales Metrics
• Left Voicemail Button
• Duplicate Contact Blocker

• Lock Closed Opportunities
• Required Fields on Stages
• Opportunity Genius
• Lead Scoring
• Lead Archiving
• Status Indicator

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Tip 1 Map Nearby Accounts

• Use Cases
• Trip planning and Setting up Appointments
• Enhance Productivity

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Tip 2 Account Sales Metrics

• Example Provide access to useful opportunity
  metrics on the account object.

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Tip 3 Left Voicemail Custom Button

• Benefits Save time in logging voicemails by
  clicking on one button to log the call.
• Features Automatically logs an activity call and
  creates a follow up task for the rep to follow up
  in 2 days.

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Tip 4 Duplicate Contact Blocker

• Block the creation of contacts if the contact
  already exists within Salesforce.
• Free Download from Appexchange

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Tip 5 Lock Closed Opportunities

• Prevent users from editing closed opportunities
• Prevents changes being made to products, pricing,
  and other business critical information.

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Tip 6 Required Fields Based on Opportunity Stages

• Make certain fields become required once
  opportunities get closer to closing.
• Improves efficiency when entering initial
  opportunities

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Tip 7 Opportunity Genius

• Find opportunities similar to the deals youre
  working and reach out to the reps who closed them
  
• Leverage what your organizations already learned
  about selling deals like yours

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Tip 8 Lead Scoring

• Assign scores to leads based upon answering
  certain criteria.

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Tip 9 Archiving of Leads

• Pass back mechanism from sales to marketing.
• Enable Marketing to continue to communicate with
  leads.
• Create a workflow rule to automate the passback
  of leads into a marketing queue.

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Tip 10 Adding Images to records

• Example
• Create a Stage Flag Image to show the health of
  the opportunity.