3. Who we are
• Headquartered in Portland since 2006
• Over 700 projects to date
• Founded by Peace Corps business
development Volunteer
• Top-rated consulting firm on AppExchange
4. Agenda
• Salesforce Introduction
• Standard Objects- Leads, Accounts, Contacts and
Opportunities
• Navigation, List Views and My Settings
• Leads and Sales Management (DEMO)
• Activity Management & Email Communications
• Advanced Configuration
• Wrap Up
6. CRM: A definition
• Customer Relationship Management
– Is a disciplined business strategy to create and
sustain long-term, profitable customer
relationships
– Salesforce.com is a Customer Success Platform
7. Salesforce Clouds and Editions
• Clouds- Sales Cloud, Service Cloud, Marketing
Cloud and Analytics Cloud
• Editions- Group, Professional, Enterprise, and
Unlimited
8. Definitions
1 Search Bar
Located in the top center of your Salesforce.com Organization to find information
such as Leads, Accounts, Contacts, Opportunities, Campaigns, Reports, etc.
2
Tabs (or
Objects)
The core navigation within Salesforce.com are the ‘tabs’ at the top of the page. Tabs
contain Contacts, Accounts, Opportunities, etc..
3 Tasks A way to track activities in salesforce.com. Calls, emails, meetings, etc..
10. Leads
A lead object is a person or a company that might be interested in your
product or service; for example, someone a rep met at a conference or
who filled out a Web form.
11. Accounts
An organization, company, or partner that you want to track — for
example, your customers/clients, vendors, and partner organizations
14. Campaigns
Campaigns are a series of tactics and/or programs designed to achieve a certain organizational
objective. Types of Campaigns might include tactics like mass email, events, direct mail, and
advertising.
16. Dashboards
A visual representation of your report data. It gives you a real-time
snapshot of your outcome measurements and key evaluation indicators.
17. Live Demo Topics
• Navigation, List views and My Settings
• Standard Objects- Leads, Accounts, Contacts and Opportunities
• Lead and Sales Management Scenario
• Activity Management & Email Communications
• Wrap Up
• COMING UP….
18. Lead and Sales Management Demo
1. You return from a trade show and are ready to import your list of
leads.
2. Qualify and Route Leads Lead Conversion
3. Look at Accounts and Contacts
4. Start Managing your pipeline- Opportunities stages; validation rules
5. Use Activities and Email templates
19. Advanced Configuration
1. Custom Fields
2. Record Types and Page Layouts
3. Workflow Rules
1. Field Updates
2. Email Alerts
3. Tasks
4. Time based Rules
4. Validation Rules
20. Agenda – Day 2
• Email Templates
• Campaigns
• Mass Email Contacts
• Reporting/Dashboards
• Support
• Q & A
21. • AppExchange
• Help and Training
• Local User Groups
Email Service Providers Comparison Report
Where to Find Support
25. Wrap up
Where you can find us:
1.800.875.8675
info@idealistconsulting.com
@idealistcons
Editor's Notes
Introduction to Salesforce
Standard Terms and Definitions
Review of the Data Model- What they are; how they work together
Navigation and List views
Lists are only for that Object
Trash can
Personal Setup
Import Wizard
Leads, Contacts, Accounts, Opportunities
Activity Management & Email Templates
Creation of tasks
Send emails using Email Templates
Wrap Up
Introduction to Salesforce
Standard Terms and Definitions
Review of the Data Model- What they are; how they work together
Navigation and List views
Lists are only for that Object
Trash can
Personal Setup
Import Wizard
Leads, Contacts, Accounts, Opportunities
Activity Management & Email Templates
Creation of tasks
Send emails using Email Templates
Wrap Up
Salesforce has broadened it’s scope to be much more than just CRM.
It’s now a complete platform including their mobile app called Saleforce1
Each Cloud focuses on key business processes
Sales Cloud- Salesforce Automation
Service Cloud- Customer Service and Support
Marketing Cloud– email marketing, mobile marketing, Social Media Marketing, and much more
Analytics Cloud
Within each Cloud there are Editions-
Each Edition builds on / adds functionality and features
Workflow, increased # of custom objects, integrations, Appexchange products
Start with one and as you grow, you can add more features and functionality, complexity and integrations. Also increase # of users but you cost will also increase.
I think this is good to know that you don’t have to stay with what you have and that the upgrade process is very seamless and easy.
This is an overview of the Salesforce Navigation
I’ll quickly review this and we’ll see this more during our demo.
I like this graphic because its simple to understand and if the core of the data relationships in the Sales Cloud
Tasks can be associated to any of these objects
The next few slides we’ll review each of these objects and then also see them in action during our demo
Leads are business cards
People with whom you don’t yet have a relationship yet but they have expressed interest in your company
Leads are important because some of them will become Customers
Your marketing efforts will drive your lead generation
The goal is to capture as much information you can and act on these leads in a fast and efficient manner
Accounts are Companies that you work with
Customers
Vendors
Partners
They are the backbone of the CRM system
The information you capture is really up to you and your type of business
# of Employees, Revenue, Type of business, How long they’ve been in business, etc
Contacts are people who work for Companies.
You can capture detailed information related to each contact
Send email communications to contacts
Assign them to Campaigns
Associate them to Opportunities
Opportunities are your sales efforts that you want to track- What’s in your pipeline
Let’s you plan your sales forecast
Can see the performance of your Sales Reps and also track what is closing each month/quarter, etc.
With Campaigns you can track mass emails, set up events and workshops and then target Leads and Contacts for specific types of campaigns.
AJ will be going into more detail tomorrow
You can organize your reports into folders and also assign folder access to specific users.
Review These Topics and then move to SFDC ORG
Now I’ll be switching over to the Salesforce Org for our Live demo
Start Demo with Navigation, List Views and My Settings
Other ways to capture leads include:
Manually create Leads
Use a Web to Lead Form
Create Leads through Social Media
Today we will be Importing Leads using the Import Wizard
Checks for Duplicates using email or Name
Leads Source can help you analyze which marketing leads are getting the best results
-What is the conversion rate?
Route Leads using Lead Assignment rules
Lead Conversion- Show Field Mapping