mike gerholdt, becky webster, & matt bertuzzi - top of the funnel: crm drag = sales inefficiency

#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt

#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt

CRM DRAG = SALES INEFFICIENCY

#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt

7 TIPS

#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt

Becka DenteDir, Cloud TechConga

1) TIME ZONE FORMULA

#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt

Matt BertuzziMarketing & OpsThe Bridge Group

2) CALL OUT DIRECTS

#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt

Mike DamphousseCEOGreen Leads

3) TRACK DIALING TIPS

#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt

4) MANUAL DIALING

Ken KroguePresident InsideSales.com

#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt

Mark RobergeCROHubSpot

5) MANUAL LOGGING

#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt

Unknown

6) BDR PROCESS

#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt

Emmanuelle SkalaVP, Inside SalesVMTurbo

7) LIST VIEWS 2.0

#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt

REDUCE DRAG , ACCELERATE SALES

#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt

Create the Foundation for a Sales-Ready Chatter Environment

#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

#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt

Salesforce Chatter is a Powerful Tool• Creates context• Increases engagement• Improves efficiency• Deepens insight• Accessible from anywhere

#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt

Tip #1: Create the Core Group StructureInternal Functions

Sales

Marketing

Legal

HR

IT

#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

#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt

Tip #2: Make Content Accessible

• Use Chatter groups to publish standard content

• Leverage Content Libraries

• Invest in the Information sections

#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

#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

#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt

You’ve Only Just Begun! Creating a solid foundation is an important first step, but remember…

@BeckyMaeWbwebster@acumensolutions.com

#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt

Accelerating Customer Relationships

3 tips for Communication Success

#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt

Mike Gerholdt• 4 X Salesforce MVP• Salesforce Certification

– Administrator– Adv. Administrator– Developer– Sales Cloud Consultant

#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

#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.”

#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.”