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12 Must Have Charts On Your Salesforce Dashboard

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eBook containing the recommended 12 must-have charts that should be on your salesforce dashboard.

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12 Must Have Charts For Your Salesforce Dashboard

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Should Salespeople Generate Their Own Leads?

“If they were proper salespeople they would generate their own leads.” So says Paul Rolling. Paul commented on the LinkedIn version of last week’s blog post, “Why Sales Complain About Marketing Leads”. The post tells the story of how the Marketing team at Modernis...

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If You Only Use One Sales Pipeline Chart, Make It This One!

Effective sales manage relies on robust visibility of the sales pipeline. This salesforce dashboard chart shows the open opportunities by close date and stage. It gives sales executives the essential information they need to manage the sales pipeline effectively. It allows them to forecast accurately. It enables dud deals to be identified. And it prevents that all too common problem of the over-inflated sales pipeline.

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10 Illuminating Ways To Measure Closed Won Deals

It is often surprising how little effort goes into measuring closed won revenue. I guess that after all, what’s happened has happened. In most businesses, much more focus, energy and effort is directed towards building the sales pipeline. But wait a moment. We can...

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How To Plug A Leaking Funnel In The Right Place

Everyone in sales has a leaking funnel. That’s the nature of the game. It is, after all, why the sales pipeline is typically displayed as a funnel. There are fewer deals at each successive stage in the sales process. If the funnel wasn’t leaking you’d win 100% of...

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5 Mistakes To Avoid With Salesforce Leads

Most businesses should be making use of Leads in salesforce. Unless you’re in a known and finite market then there will always be new Leads to be qualified. (Actually even if you’re in a finite market in which every player is known you should probably still be using...

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10 Expert Tips To Improve Discount Approval Processes

Every price discount eats into your profit. Probably more than you think. “Most companies can increase profit between 2 and 4 percent by doing nothing other than getting a grip on price discounts”, says pricing expert Tony Hodgson of Pricing Solutions. “And key to...

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Sales Process and Opportunity Stage Hacks

What if the standard set of salesforce Opportunity Stages don’t match your sales process? (They probably don’t, by the way). Then change them. But to what? The answer can provoke heated discussion. But it’s critical. Get the opportunity stages right and you have the...

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5 Tips to Help You Create Perfect Salesforce Reports

Information allows managers to act; data doesn’t. That’s why effective salesforce reports present information in a way that is quick and easy to assimilate. They draw attention to the essential facts. They allows managers to act, not analyse. So here’s our 5 tip guide...

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5 Nifty Ways To Use Salesforce Campaigns

Unless you're exceptionally lucky, every business has to put effort into creating new leads and sales opportunities. But if you're not using salesforce campaigns to measure and manage your marketing activities then the chances are you're missing out on many benefits....

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10 Tips to Prepare Salesforce Import Data

"Where on earth do I start?" That's a common reaction when contemplating how to import data to Salesforce or improve existing data quality. And it's true. There's a lot to do. Much hard work can be necessary when it comes to importing data. Combined with a certain...

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The Mini Dictionary of Marketing Automation Terms

Getting the sales team to cold call an unqualified list of leads is like giving up smoking or going on a diet. There's always something that gets in the way. Tomorrow is always a better time to start than today. And in any case, it often turns out to be an unfruitful...

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10 tips to merge salesforce environments

It can be a tricky business to merge salesforce environments. But actually it’s a surprisingly common activity. One company purchases another and both use salesforce.com, for example. And in many large companies, different regions or divisions within the same business...

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How to Make It Easy to Add Products to Opportunities

It’s true. For a sales person, to add Products to Opportunities in salesforce can be a bind. It’s even more of a hassle if your sales people have a lot of products to select from. Let’s face it, it’s not the most user-friendly piece of functionality salesforce have...

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5 Killer Ways To Increase Your Salesforce Benefits

Last month we gave you 5 Compelling Ways to increase your salesforce.com benefits. As promised, here's another five ways our customers have increased the benefits they deliver from salesforce.com. See which ones apply to you. 1. Improve sales funnel management Nearly...

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Inside Sales Reps – Who Should You Phone Next?

Inside Sales Reps can't phone all of the people all of the time. And nor would you want them to. Like any other sales team, Inside Sales Reps need to prioritise their activities. But this requires a mechanism that allows Inside Sales Reps to define a schedule of calls...

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Who’s in your invisible sales pipeline?

In the age of the internet most purchasing processes begin long before the selling organisation becomes aware of it. Invisible buyers perform invisible Google research. They narrow their invisible choices. They invisibly decide which companies to contact. And start...

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3 Charts to Help You Measure Sales Pipeline Quality

In most sales teams there's a strong focus on the size of the sales pipeline. But size isn't everything. We want to know that the pipeline isn't being artificially inflated just to keep the management team at bay. In other words we need to measure sales pipeline...

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10 Tips to Help You Roll out Salesforce Chatter

salesforce.com Chatter is a great tool for collaborating with colleagues and making working life more efficient, effective and enjoyable. But there's more to successful Chatter roll out than simply switching it on. Here's our 10 tips for successful Chatter roll-out...

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Managing Proposal Approvals – the Kentech way

Creating an RFP response is a big deal for Kentech. Even if it’s a small deal - two weeks of solid work is a minimum. So having a controlled processes to decide which projects to bid for is a critical driver of profitable business acquisition. And as an existing...

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How to Use Product Selection Wizard for Mascolo

A common problem for manufacturing and distribution companies that use salesforce.com is that the standard product selection functionality doesn’t easily allow sales people to quickly add multiple product line items.  This is particularly a problem if there are other...

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