Sales Leads – Automating Your Leads

Written by ShamrockCRM on July 25, 2009 – 8:07 pm

The next installment from Salesforce.com’s marketing blogger team relates to automating your Lead Flow. Once you have identified what Leads really are and how they relate to your business, you need to incorporate them into your Salesforce environment and automate the distribution.

They go over 4 tools to do this:
Web-to-Lead forms
Web-to-Lead forms allow you to add an input form on your website for potential customers to fill out with their contact information, company information, product interest, etc. Once the customer fills in this data and submits the form, the data will automatically be inputted into your Salesforce.com as a Lead for you to sell to. To see an example of this, look at the bottom of Shamrock CRM. Web-to-Lead forms are very flexible.

Lead Assignment rules
If you have a lot of Leads being entered in the system and you have multiple sales people that these Leads should be assigned to, Lead Assignment rules might be an excellent option for you. Lead Assignment rules would allow you to say that “any Lead where State = Florida, Assign to Jim.” This removes a ton of manual work that you might possibly perform already.

Another option for this is Round Robin Lead Assignment or Lead Sprinklers or Lead Assignment based on a rating structure. These require some code, but are excellent.

Lead Auto-Response rules
Lead Auto-Response rules allow you to respond to the Leads automatically with pre-defined email templates based off of that Lead’s specific details. This allows you to quickly get information to these users, so they do not sit around waiting for a response. These are essentially workflows.

Lead Scoring
An example of Lead Scoring would be the “Hot/Cold” rating system in combination of potential revenue estimates in combination with other criteria. An example can be seen here with my Lead Activity History Report.

Salesforce.com Marketing – Best Practices in Lead Management pt 2


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Sales and Marketing Process Maps

Written by ShamrockCRM on July 13, 2009 – 9:20 pm

This one is an oldie, but goodie.  I love the process maps that Salesforce released a while back.

These sales methodology process maps can be sliced, diced and used by any industry in some way.  Some portions might need to be removed and some terminology might need to be changed, but generally the marketing aspects and sales processes in thes process maps are universal across all businesses in some way.

These sales process and marketing process maps can be downloaded in full color in both PowerPoint and PDF formats.  They follow the process from Generating Leads to Optimizing Lead Flow to Closing More Deals within Salesforce.com.

Of course, each major stage in the process gives example metrics that you might like to record such as Lead Quality and Lead Source as well as Month to Date Sales Trending and Top Sales Reps.

Salesforce.com Sales Process Methodology

One interesting point to note is that there are several stages in the game where you are following up possible sales in Salesforce.com:  Qualifying Leads, Following up on Opportunities and Re-Marketing to your existing Customer/Lead database.

Salesforce.com Marketing Methodology

Download the Sales Process Powerpoint or PDF.


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Salesforce.com Lead Activity History Report

Written by ShamrockCRM on March 30, 2009 – 9:15 pm

I would like to show you a pretty effective Lead Activity History Report that I have been using in Salesforce.com.

This report is a typical Lead Report based off of Last Activity and Created Date.  I have added a few additional components to assist in the day to day process of following up on Leads.

I have added 2 formula fields:
1) Days Since Created – a number field
2) Days Since Last Activity –  a number field tracking the amount of days since the last Email sent to the Lead, Call logged with the Lead or Event scheduled with the Lead.

I filter my report by all Leads created within the last 45 days, because many Leads have a waiting period on budget, etc.

I use a combination of the Rating (Hot, Warm, Cold) field, the Status field (Contacted, Open, Qualified, Unqualified, etc), Estimated Project Value and the Days Since Activity field to generate an IMAGE formula field.  This image formula field is either of a Red or a Yellow flag to say “HEY, Red Flag, this person needs to be contacted immediately, because it is either a hot deal and too many days have passed since activity or it is a warm deal of high value and too many days have passed!”

This is absolutely wonderful, because you can easy look across your list of Leads without too much analysis and realize if something needs to be done.  It won’t show Unqualified Leads, so these won’t confuse you on your report.

I have also generate an “Importance” IMAGE formula field that takes into account the Lead Rating, Status and the Est. Project Value to show a stoplight.  Green means GO PURSUE, Yellow means COULD BE GOOD, Red means DON’T SPEND TOO MUCH TIME.  This will tell me that even if an Activity is not needed, keep an eye on this record, because it is Good, Bad or Ugly.

Salesforce.com Lead Activity History

*Image from dev account

What is great about this is you can put these IMAGE formula fields and “Days Since …” fields directly on your Leads dropdown lists views for easy viewing as well.  See the screenshot below.

Lead Management

As you can see, this is a great way to operationally manage your own Leads and the Leads of your employees!


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Tanner’s Salesforce.com Background

Written by ShamrockCRM on August 22, 2008 – 12:18 am

-I have acted as the Product Lifecycle Responsible for Salesforce.com for hundreds of users.  This consists of Web Development, Business Analysis, Project Management and Account Management.
-I have solely architected the system for a deployment of 2000+ users for a Global deployment with multiple interfaces and customizations.
-I have implemented many full Salesforce.com deployments for both profit and non-profit organizations.
-I have created thousands of lines of Javascript and APEX for custom S-Controls, Triggers and VisualForce to facilitate business needs.
-I have implemented system integrations using both Java and Cast Iron.  (SAP, SQL, SFDC<>SFDC, etc)
-I have utilized all features within Salesforce.com.  I am an expert with this system.
-I have a Bachelor’s degree in Information Technology and a Master’s degree in Management Information Systems.
-I am a certified Project Management Professional (PMP)

At Shamrock CRM, I perform ad-hoc Salesforce.com development work, consisting of configuration projects, code development, system administration and full Salesforce.com implementations.  My turnaround time is lightning fast.

Do you have any upcoming projects that would require a Salesforce expert?  Do you have any custom APEX / s-controls / formulas / workflows / VisualForce / etc that you need created?  Do you need a dedicated Salesforce.com Administrator and Developer?  What else can Shamrock CRM assist you with?  We are willing to take any size project.

View my personal Resume at http://www.tannershamrock.com


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