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How To Measure Pipeline Coverage With Confidence
Pipeline coverage measures the ratio between the dollar value of your sales funnel and upcoming revenue targets. For example, a pipeline coverage ratio of three means your total pipeline is three times your quota. In this case, you need to close 33% of the pipeline's...
10 Best Practice Tips For High Impact Salesforce Dashboards And Reports
Dashboards and reports deliver substantial benefits to Salesforce.com users. Setup correctly, they provide the sales pipeline and performance visibility needed to drive revenue. However, you can optimize the design and layout of Lightning reports and dashboards to...
How To Track Lead Score Velocity And Highlight Priority Prospects
Tracking lead scores over time means you can act quickly upon prospects when there is a sense of urgency. We call the change in lead score value over time, the lead score velocity. You can also refer to it as the lead score cadence. Here's an example that reveals why...
How To Fix a Broken Lead Process In Salesforce (With Free Templates)
Since 2003, more than 1,700 companies have come to me, asking for help in getting more benefits from Salesforce. I've concluded that no topic causes as much befuddlement in Salesforce as to how to design the lead process. You're guaranteed a bun fight if you ask a...
How To Fix a Broken Lead Process In Salesforce (With Free Templates)
Since 2003, more than 1,700 companies have come to me, asking for help in getting more benefits from Salesforce. I've concluded that no topic causes as much befuddlement in Salesforce as to how to design the lead process. You're guaranteed a bun fight if you ask a...
4 Types Of Framework Agreement You Can Manage In Salesforce (2020)
Framework agreements exist in virtually every industry. They are the backbone of many commercial relationships. If you want a long-term relationship with a customer, it's a good idea to agree on a framework agreement. So naturally, you want to manage framework...
The Complete Guide To Using Einstein Search In Salesforce
Einstein Search is now available to all Salesforce customers. You might have seen the pop-up notices. However, you might be wondering: What exactly is Einstein Search? And should I switch it on? I DO recommend you switch it on. In this complete guide to Einstein...
5 Easy Tips That Will Make Opportunity Probability Your Trusted Friend
Opportunity Probability stands in the corner at pipeline review parties. Usually, he barely gets a second look. Everyone knows he's always invited. But no-one feels like speaking to him. Sometimes, it would be better if he just went away. Nevertheless, here’s the...
Sales Pipeline Trend (Track Whether Your Funnel Is Growing Or Shrinking)
Tracking your sales pipeline trend is essential. That's because all other things being equal, you cannot increase sales if your funnel growth is flat. Or even worse, heading downhill. In other words, managers need clarity on the historical trend in the size of their...
The Ultimate Guide To Campaigns In Salesforce | With Examples
This article is a complete guide to using Campaigns in Salesforce. In this expert-written guide you'll learn all about: The essential features of Salesforce Campaigns. How to create and customize Campaigns in Salesforce. How to use Campaign Members. Syncing marketing...
Why Lead Scoring and Lead Grading Are Important
Lead scoring and lead grading are vital if you want to boost the productivity of your sales teams. Why? Because when you push lead scores and grades from Pardot or Marketo into Salesforce, you deliver a superb way for salespeople to prioritize early-stage prospects....
How To Build Powerful Key Account Plans In Salesforce
In every business, there are customers and prospects for whom you need to create Account Plans. These are the customers that already generate a disproportionate share of revenue and profits. And, they are the prospects who will become the income stars of the future....
How To Add Products To Opportunities The Easy Way (CPQ Wizard)
Many salespeople get frustrated when they try to add products to opportunities in Salesforce. That's because it's cumbersome to find the right products, even (especially) if you're using Salesforce Lightning. For example, the Recent Products list gets in the...
How Products Bring Salesforce Opportunities To Life (Even For Service Businesses)
This blog post explains step-by-step the essential things you need to know about using Salesforce products on Opportunities. If you're not sure exactly how price books work, then I explain that too. Why is that important? It's vital because using products and price...
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