7 Practical Sales Tips

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This ebook is full of tips, tricks, and tools to boost your team’s productivity. Some recommendations are simple, some require thoughtful business decisions—but they’re all hand-picked to guarantee an immediate and long-lasting impact on your sales organization.

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7 Practical Sales Tips

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  2. 2. Table of ContentsIts all about productivity. Making good sales reps great. Closing bigger deals, faster. In this ebookyoull learn basic strategies to help you make the biggest impact on your sales productivity in theshortest time. Table of contents ................................................................................................... 01 Introduction ............................................................................................................ 02 7 Practical Sales Tips Stop doing data entry ................................................................................ 03 Start being social ........................................................................................... 04 Let Chatter bring updates to you .............................................................. 05 Make territory planning painless ............................................................. 06 Plan on making a big deal ....................................................................... 07 Lead the way to more opportunities ................................................ ....... 08 Gain insight with dashboards ............................................................... 09 Summary and resources ............................................................................... 10 7 Practical Sales Tips /// How to Get More Out of Your Salesforce CRM / 01
  3. 3. IntroductionA few quick sales tips you can use anywhere, any time. $ $These days, nobody goes it alone. We all needa helping hand, a few words of encouragement,or a new technique to help us close a toughdeal. That’s where this ebook can help. This ebook outlines key sales strategies and gives you the resources you need to put them into action. Some recommendations are simple. Others require thoughtful business decisions. But $ they’re all hand-picked to guarantee an immediate and long-lasting impact on your sales organization. So keep this ebook handy and check back whenever you need another tip, trick, tool, or tab to boost your team’s productivity. 7 Practical Sales Tips /// How to Get More Out of Your Salesforce CRM / 02
  4. 4. 1 Stop doing data entry “ Our sales reps save hours each week with Data.com.” Less time managing data is more time making sales. > Lindsey Nelson, VP of Sales Productivity, CareerBuilderThink about it: If one sales rep But if reps don’t do the dirty work, Its as easy to use as 1,2,3:eliminates 2 hours of data entry how do you get the prospecting data Stop typingand contact hunting every week, you need into Salesforce? The 1. Access millions of accountthey gain 2½ more weeks per answer is Data.com. Turn it on and records from D&B, the gold and start selling withyear to make sales. Multiply that productivity spikes. Easy-to-use data standard for company Data.com.by your entire sales team and … checking and cleaning tools refresh profileswell, you get the picture. outdated records. And with more contacts at every account, you can 2. Choose from tens of build bigger deals. Data.com is the millions of crowd-sourced most complete source of business contacts, all complete with data unified in one place. name, title, company, business address, phone, and email 3. Add the complete records Done! into your Salesforce CRM at the click of a button 7 Practical Sales Tips /// How to Get More Out of Your Salesforce CRM / 03
  5. 5. Start being social 2 Your social transformation is your road to success.For sales teams, the takeaway is insight into customers and When social customers andpretty simple: It’s time to turn on prospects, like: companies share what they like,Social Contacts. what they think, and who they  Who influences them? know, it gives you the context youYour customers are more connected  What are they thinking—right need to forge stronger connectionsand social than ever before, so you now? and make bigger sales. Salesforceneed to be too. That’s why Salesforce  How are their needs changing? finds the social intelligence you needties you into popular social media  How do you start a conversation and puts it right inside your sales Turn on, tune in, withsites—Facebook, Twitter, LinkedIn, with them? processes along with account detail,YouTube, and Klout—for valuable cases, activities, opportunities, and Social Accounts, contacts. It’s no longer just who you Leads, and Contacts know—it’s how well you know them. in Salesforce. 7 Practical Sales Tips /// How to Get More Out of Your Salesforce CRM / 04
  6. 6. Let Chatter “ Chatter gives us 3 real-time information bring updates to you and a sense of community.” You know it as well as we do — > Mark Brennan, Sr. Director IT, Pandora sometimes making a big sale is all about timing.Want to keep your sales reps on Chatter sends you an alert about Salesforce CRM—and you’ll alwaystheir toes and in the know? We’ve Bob’s new title the moment it’s know when actionable information isgot one word for you: Chatter. updated in Data.com. You available. Quickly pursue cross-sell immediately give Bob a phone call to and up-sell opportunities. Offer newYou probably know Chatter is a wish him heartfelt congratulations. deals when bundles becomegreat collaborative tool but did you And, oh yeah, before you hang up, available. And stay connectedknow it can also help you win you beat your competitors to the without missing a beat whenever anbusiness by sending you an alert punch by snapping up Bob’s new address, phone number, or email Discover morethe instant your account or contact business. changes. with Chatterrecords are updated? Remember, change meansHere’s an example: opportunity, and the sooner you know about it the faster you can takeLet’s say your customer Bob gets a advantage. Customize Chatter alertsbig promotion, and just like that, his on any type of record—contacts,purchasing responsibilities double. accounts, or anything else in your 7 Practical Sales Tips /// How to Get More Out of Your Salesforce CRM / 05
  7. 7. Make territory 4 planning painless If you have a handful of sales reps, assigning territories can be tricky. If you have 100 or 1,000 reps, it can be a downright nightmare.What’s the best way to crank every But how do you get there? Don’t Don’t have enough data todrop of growth out of your market worry, Salesforce can help every properly analyze your sales andwithout the hassle of manual step of the way: determine the best assignmentterritory assignments? First, map out plan? Not a problem. Data.coma perfect assignment plan. Then  Begin by using Salesforce Clean can autofill missinguse Salesforce to implement the analytics to report on where account detail and add revenue,rules in a workflow that you’ve closed deals employee count, parentautomatically makes assignments. company, and up to 6 industrySounds great, right?  Next, use those reports to codes. Once your territory plan is Start plotting understand where your core perfected, build it into your the perfect business is, and where you’re Salesforce workflow, and the rest growing is taken care of with automatic territory plan. territory assignments to maintain  Then decide how you want to your new rules. assign your teams—by vertical, geo, employee count, or some combination of classifications 7 Practical Sales Tips /// How to Get More Out of Your Salesforce CRM / 06
  8. 8. Plan on 5 making a big deal The best way to score a big deal? Plan on it from the start.Want to consistently land and To build a successful plan, start by Keep in mind that developingmaintain bigger deals? Then discovering everything you can in-depth plans for a smalleraccount planning is an absolute about the customer: number of prime accounts ismust. Planning not only helps you often more impactful thanprepare for the initial sale, but also  Their size and revenue creating a plan for every account.gives you the comprehensive look  Where they’re doing business So, use your initial discovery tointo a company you’ll need to  Their breakdown of entities and look for accounts that mirror yourmaintain a highly profitable office locations most lucrative customers, andlong-term relationship.  What their strategic plans are then focus your planning to  How much they can potentially maximize your efforts. With a little spend with you practice, you’ll soon be able to Get the 7 Secrets pick out profitable targets faster and build smarter plans that to Account close bigger deals. Planning guide. 7 Practical Sales Tips /// How to Get More Out of Your Salesforce CRM / 07
  9. 9. Lead the way to “ With a 360 6 degree view of more opportunities our customers, the sky is the limit...” Use Salesforce Leads to make the most of every growth opportunity. > Austin Zoutis, CIO, eBioscienceBy systematically managing leads 2. Capture more leads: 4. Work leads efficiently:in a structured way, you can gain a With Salesforce CRM you Prioritize leads withtruer view of your pipeline, can import leads, enter scoring—automaticallygenerate more leads, and increase them manually, and even route hot leads to salesthe number of leads you convert. capture them automatically and send developing from your website and leads to marketing forHere are 5 ways Salesforce Leads social media nurturingcan pump up your pipeline, point Get up-to-speedyou in more-profitable directions, 3. Keep data clean: 5. Track lead-generation on the power ofand help you track the sales and Clean and dedupe lead efforts:marketing efforts that work best: data, and use validation Identify your most Salesforce Leads. rules that prevent leads productive lead sources1. Align sales and marketing: from being converted if using the campaigns Work together to decide the information is incomplete hierarchy, track ROI, and best way to score leads, use lead history to analyze how to define a qualified revenue and pipeline LE S lead, and how to make SA sure no lead sources are being wasted 7 Practical Sales Tips /// How to Get More Out of Your Salesforce CRM / 08
  10. 10. Gain insight “ With Data.com and 7 Salesforce together, with dashboards all of it is right here in dashboards and Your sales reps are having a great year. reports, and it’s Where could they do even better? seamless.” > Paul Leary, President and Partner, The Bespoke CollectionYou think you’re on track. But how do And it accesses all your sales and separately—or for building out ayou know for sure without a clear marketing data in the cloud, so you comprehensive executiveview of your sales team’s activities, can also see what’s happening dashboard? We asked someopportunities, pipeline, and right now and share it with key dashboard enthusiasts atproductivity? And how do you find stakeholders. Dreamforce 2012 and here areand address issues you can’t see? their top recommendations: Even better, your dashboards areA Salesforce dashboard gives you customizable, so it’s easy to get the  Lead-to-close funnelreal-time business analytics on exact information you need. First,  Big deal alertdemand. It draws from in-depth you decide what you want your  Competitor comparisonreports, so you can visualize critical dashboard to show you. Then you  Sales mix by producttrends over time. define the data to build the reports  Sales rep leader board Get down to that will feed the dashboard. Which reports are most useful business with Reports and Dashboards. 7 Practical Sales Tips /// How to Get More Out of Your Salesforce CRM / 09
  11. 11. 7 Practical Sales TipsIt wasn’t easy, but we’ve condensed our key action items onto one page. Here are our top tips andthe best resources to get you going.TIPS RESOURCE1. Stop doing data entry Data.com Quick Start:and use Data.com for complete, up-to-date business data.* http://bit.ly/DataDotComGetStarted2. Start being social Enabling and Configuring Social Accounts and Contacts:and turn on Social Contacts right inside your Salesforce CRM. http://bit.ly/TurnOnSocial3. Get real-time Chatter alerts Chatter Learning Center:and beat the competition to the punch. http://bit.ly/ChatterLearnMore4. Make territory planning painless Deploying Territory Management:with Salesforce automation. http://bit.ly/TerritoryMapping5. Plan on making a big deal 7 Secrets to Account Planning:and maximize profit from every account. http://bit.ly/AccountPlanningEbook6. Lead the way to more opportunities Working with Leads to Drive New Business:with the Salesforce Leads object. http://bit.ly/WorkLeads7. Gain insight with dashboards Reports & Dashboards Training:that show real-time analytics. http://bit.ly/BuildReports*Requires additional license. 7 Practical Sales Tips /// How to Get More Out of Your Salesforce CRM / 10
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