sales operations leaders meetup: salesforce best practices for administering lead objects
TRANSCRIPT
SALES OPSSFDC BEST PRACTICESLead Objects & Lead View for SDR Teams
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THIS HOUR PANELISTSIntroducing:
Jorge Soto
CoFounder
Dashtab
Craig Jordan
CoFounder
Red Bridge
Sean Kester
Product Manager
SalesLoft
Jason Vargas
Managing Director of Outbound Sales
Dantanyze
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Krista Caldwell
Host
THIS HOUR AGENDA
1. Pre-Hangout Survey: Results (2 mins)
2. Lead View Tours with Actionable tips (40 mins)
– Jason Vargas
– Craig Jordan
– Sean Kester
– Jorge Soto
3. Q & A (18 mins)
Panel Discussion + Q&A
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PRE-HANGOUT SURVEY RESULTSPercentage of respondents “very or extremely interested” in:
1. Reports/Dashboards: 82%
2. Lead Flow: 74%
3. SQL Handoff: 74%
4. Recording ICP: 72%
5. Third Party SFDC apps: 65%
6. Tasks/Events: 60%
7. Recording notes on calls and accounts: 60%
8. Recording qualifyers: 56%
9. Marketing Automation Integration: 47%
10. Contact Object: 25%
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MAY 28THREPORTS &DASHBOARDSHANGOUT
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Lead Object Admin
When do you use lead objects in your SFDC process?
When does a Lead object convert to a Contact?
What Custom Fields do you use?
• MAG profile• Market segmentation by demographic • Lead number/Round Robin ID • No. of Employees, • Employee Range, • Level (of prospect...VP, Director, etc), • First in• Competitor• Call Set notes and date for AE first call • Reporting matched account (showing the account a lead matches into), • Target account flag • Department • CRM System • Twitter Handle • No. Sales Reps • A bunch of fields around sizing up the opportunity. • Fields related to your app trial (number of activated users, etc) • Marketing Automation Platform Lead Score
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PRE-HANGOUT SURVEY RESULTS
SEAN KESTER | SALESLOFT
Product Manager
SalesLoft
@TheSeanKester
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SEAN KESTER | SALESLOFT
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SEAN KESTER | SALESLOFT
1. Have a link to social profile: use an automated tool to do this
2. Marketing qualification section (Does it meet the requirements for an MQL?)
3. Sales qualification section (Does it meet the requirements for an SQL?)
4. Marketing Automation insights (what has your prospect been doing on your site?)
Actionable tips:
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CRAIG JORDAN | RED BRIDGE
CoFounder
Red Bridge
@CraigRJordan
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CRAIG JORDAN | RED BRIDGE
1. Create Multiple Lead Queues to "Bucket" your leads
2. Define your MQL/SQL Criteria and process before creating custom fields
3. Leverage Custom Actions for more accurate and efficient qualification/activity tracking
4. Picklist fields are your friend
5. Find internal champions and conduct SFDC grassroots training
Actionable tips:
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JORGE SOTO | DASHTAB
CoFounder
Dashtab
@SotoVentures
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JORGE SOTO | DASHTAB
1. Define Lead Sources and Stages and how they work together
2. What is automation worthy and what needs the human touch?
3. What are the qualifiers that the rep needs to collect at each step of the sales cycle?
4. Be marketing automation system friendly; needs systems alignment
Actionable tips:
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JASON VARGAS | DATANYZE
Managing Director of Outbound Sales
Dantanyze
@JasonCVargas
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JASON VARGAS | DATANYZE
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JASON VARGAS | DATANYZE
1. Build your ICP into your lead view
2. Leverage sales tools like Datanyze to push this data into your CRM
3. Be crazy about data integrity - be a hawk about this (again another reason to leverage existing sales tools)
4. Make sure your qualifiers are required fields
Actionable tips:
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DISCUSSION Q & AGuided by Craig Jordan
Jorge Soto
CoFounder
Dashtab
Craig Jordan
CoFounder
Red Bridge
Sean Kester
Product Manager
SalesLoft
Jason Vargas
Managing Director of Outbound Sales
Dantanyze
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THANK YOU
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