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4 Ways To Measure Revenue Against Sales Targets In Salesforce
Many executives get very frustrated, trying to measure sales versus target in Salesforce. Perhaps you're one of them. Like others, you may even have searched in vain for the Targets tab. (If you're still looking, stop now; it doesn't exist). Fortunately, if you want...
How Contact Roles Can Increase Your Opportunity Win Rate
Using Contact Roles in Salesforce increases your chances of winning a deal. That's what I've consistently found amongst my clients. Why? Unless it's a transactional sale, there's always more than one person involved in the buying process. Even if you are only engaging...
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 deliver a hefty share of revenue and profits. And, they are the prospects who will become the income stars of the future. Either way, strategic...
To Exceed Year-End Quota, Apply These Q4 Sales Strategies Now
It's the time of year when sales teams worldwide are under pressure to get deals closed in Quarter 4 and meet year-end quotas. I have worked with many companies under their quarter and year-end pressure. Here's what I've found: Successful teams apply five year-end...
To Exceed Year-End Quota, Apply These Q4 Sales Strategies Now
It's the time of year when sales teams worldwide are under pressure to get deals closed in Quarter 4 and meet year-end quotas. I have worked with many companies under their quarter and year-end pressure. Here's what I've found: Successful teams apply five year-end...
High Velocity Sales in Salesforce | Complete Guide To How It Works
Many of our customers with Inside Sales Teams are already using High Velocity Sales (HVS) in Salesforce. It's an extensive new feature-set, available from the Spring '20 Release, and is aimed primarily at Inside Sales Teams. The result? These customers are...
How To Measure Sales Pipeline Coverage With Confidence
Sales pipeline coverage measures the ratio between the dollar value of your funnel and upcoming revenue targets. For example, a sales pipeline coverage ratio of three means your total pipeline is three times your quota. In this case, you need to close 33% of the...
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...
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...
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