Mike Gerholdt, Becky Webster, & Matt Bertuzzi - Top of The Funnel: CRM Drag = Sales Inefficiency
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Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/mike-gerholdt-with-matt-bertuzzi-and-becky-webster Session Overview Those inside sales reps supporting the top of the funnel are the power users of any Salesforce instance. Yet making CRM work for them is an afterthought, at best. In this session I’ll share several quick ideas for how Sales Leaders can remove extra clicks, streamline burdensome process, and add huge value for ADRs/BDRs/SDRs. This session is about hacking Salesforce to empower not encumber those reps working the top of the funnel. The goal is building a CRM that works for reps - not making reps work for it.
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Mike Gerholdt, Becky Webster, & Matt Bertuzzi - Top of The Funnel: CRM Drag = Sales Inefficiency
- 1. #SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
- 2. #SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt CRM DRAG = SALES INEFFICIENCY
- 3. #SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt 7 TIPS
- 4. #SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt Becka Dente Dir, Cloud Tech Conga 1) TIME ZONE FORMULA
- 5. #SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt Matt Bertuzzi Marketing & Ops The Bridge Group 2) CALL OUT DIRECTS
- 6. #SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt Mike Damphousse CEO Green Leads 3) TRACK DIALING TIPS
- 7. #SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt 4) MANUAL DIALING Ken Krogue President InsideSales.com
- 8. #SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt Mark Roberge CRO HubSpot 5) MANUAL LOGGING
- 9. #SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt Unknown 6) BDR PROCESS
- 10. #SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt Emmanuelle Skala VP, Inside Sales VMTurbo 7) LIST VIEWS 2.0
- 11. #SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt REDUCE DRAG , ACCELERATE SALES
- 12. #SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt Create the Foundation for a Sales-Ready Chatter Environment
- 13. #SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt Effective Communication is Key! Sales reps spend... Sales VPs spend... Less time: • Finding answers to customer questions • Finding product information • Entering data • Updating their teams and managers • Hunting for updates • Reporting progress More time: • Prospecting new customers • Nurturing existing customers • Solving customer problems • Closing deals • Focusing on customer & market strategy • Coaching their reps
- 14. #SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt Salesforce Chatter is a Powerful Tool • Creates context • Increases engagement • Improves efficiency • Deepens insight • Accessible from anywhere
- 15. #SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt Tip #1: Create the Core Group Structure Internal Functions Sales Marketing Legal HR IT Regions Northwest Mid-Atlantic Northeast Southwest Rocky Mountain Products Product A Product B Product C Product D Sales Sales teams Competitive Intel Engineers Sales operations Employee Engagement Thank You! Customer Successes Ask the CEO Competitive Intel
- 16. #SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt Best Practices: Core Chatter Group Group owners = business leaders Standard naming convention Link to groups map from home tab Determine required groups and auto-add •“Chattomate” is an app that can help
- 17. #SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt Tip #2: Make Content Accessible • Use Chatter groups to publish standard content • Leverage Content Libraries • Invest in the Information sections
- 18. #SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt Best Practice: Publish Valuable Content Highlight up-to-date product information to remind reps of current customer offers Promote upcoming events or training Create consistent resources in each of your product groups; link to Content Packs Connect the group to relevant CRM data
- 19. #SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt After the Foundation is Set… Identify an owner Enable publisher actions Manage object feed settings Measure the impact of Chatter on your Sales organization •Indicee Analytics for Chatter and Sales
- 20. #SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt You’ve Only Just Begun! Creating a solid foundation is an important first step, but remember… @BeckyMaeW bwebster@acumensolutions.com
- 21. #SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt Accelerating Customer Relationships 3 tips for Communication Success
- 22. #SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt Mike Gerholdt • 4 X Salesforce MVP • Salesforce Certification – Administrator – Adv. Administrator – Developer – Sales Cloud Consultant
- 23. #SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt Clearly communicate the process • First day of training should NEVER be the last. • Who has the handoff? • Create a Sales Roadmap
- 24. #SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt Align the technology • Technology should support the process, not hinder it. • “It would be nice if Sales could…” • “I don’t know, I just put notes in that field.” • “I just know you need to check this box.”
- 25. #SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt Third Person Notes • Assume the ‘Future You’ is reading the notes. • Makes it easy for hand-offs and team selling • Forces you to restate the key facts. – “On March 4th You told Sales Acceleration Summit that you would call them back and send them slides.”
Notas do Editor
- Give my take on accelerating sales by reducing CRM dragSpecifically reducing drag for those Top of the Funnel reps (inside sales, ADRs, BDRs, LGRs)
- In the next 5 minutes going to share 7 tipsYou can put into use tomorrowTremendous ideas from 6 really smart folks (and a decent idea from yours truly)
- Useful on page layouts + In list views + reportsReally about planning your ideal day – if I want to ‘call early’ or ‘call at lunch’ where is it early RIGHT NOW
- You can make this manual OR you can use a formula to try to help repsDoesn’t end in 0 or 5, etc. It isn’t about perfection it is about shaving seconds and reducing drag
- reduce drag , Accelerate sales
- Your internal Chatter Group structure should reflect the organizational structure (teams, departments, regions, product lines, etc)Use a consistent naming convention for different categories of groupsGroup owners should be the organizational representative for that groupFor groups with Executives as owners, consider assigning a Community Manager to help them manage the group’s information, content, and conversationsHelp Executives understand what’s in it for themTip: Create a custom home page component that links to groups or an organizational group map
- Ultimately the goal is to ensure that:a) the relevant people are members of the group (i.e. whomever is on that team) who all have a clear understanding of intention and use cases, andb) that valuable information is published through the group’s information section as well as in the feed.
- Use Chatter Groups as a tool to organize & publish Sales Collateral stored in Content PacksContent Libraries act as the back end, while the Group’s information section is the front endMake the most of the “Information” Section – it is very powerful!