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How To Know When To Transfer Leads From Marketing To Sales

Passing leads from marketing to sales at the right time is critical for maximizing deal conversion rates. Too early, and salespeople will likely ignore the leads. Too late, and you are wasting valuable sales opportunities because the prospect has gone elsewhere. Of...

How To Know When To Transfer Leads From Marketing To Sales

Passing leads from marketing to sales at the right time is critical for maximizing deal conversion rates. Too early, and salespeople will likely ignore the leads. Too late, and you are wasting valuable sales opportunities because the prospect has gone elsewhere. Of...

Volume Based Pricing in Salesforce: How To Get On The Money

Daniel Tyler creates an opportunity in Salesforce. Then he opens Excel. Daniel tinkers around in the pricing spreadsheet for 10 minutes. It happens to be the spreadsheet from three price revisions ago, but never mind. The spreadsheet gives Daniel the volume based...

How To Build A Sales Process In Salesforce (2021)

This guide explains how to build a sales process in Salesforce. For example, if you want to know about creating BANT, MEDDIC, NTARBO, SCOTSMAN, or any other sales methodology in Salesforce, I explain it right here. (I also explain what each of those terms stands for)....

How Expected Revenue Delivers Reliable Sales Forecasts (2021)

Expected Revenue delivers a reliable forecast of future sales in many companies. It's a sales forecast you can defend in front of the board. Unfortunately, however, some executives dismiss Expected Revenue in Salesforce as irrelevant. That's a pity because not having...

10 Powerful Closed Won Opportunity Reports For 2021

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

The Best Sales Pipeline Report To Use This Year (2021)

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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