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    SF CRM Cheatsheet Web PDF

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    Samuel Altunian
    This document provides a summary of key concepts and terms related to CRM and Salesforce. It outlines the three main stages of generating, optimizing and closing deals. It describes how to generate more leads through marketing campaigns, capture leads across various channels and qualify leads. It also discusses how to optimize lead flow through follow up processes and establish qualification criteria. Finally, it covers how Salesforce can help close more deals faster by providing a single place to track deals and interactions.

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    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd

    SF CRM Cheatsheet Web PDF

    Uploaded by

    Samuel Altunian
    104 views2 pages
    This document provides a summary of key concepts and terms related to CRM and Salesforce. It outlines the three main stages of generating, optimizing and closing deals. It describes how to generate more leads through marketing campaigns, capture leads across various channels and qualify leads. It also discusses how to optimize lead flow through follow up processes and establish qualification criteria. Finally, it covers how Salesforce can help close more deals faster by providing a single place to track deals and interactions.

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    SF_CRM_cheatsheet_web.pdf

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    This document provides a summary of key concepts and terms related to CRM and Salesforce. It outlines the three main stages of generating, optimizing and closing deals. It describes how to generate more leads through marketing campaigns, capture leads across various channels and qualify leads. It also discusses how to optimize lead flow through follow up processes and establish qualification criteria. Finally, it covers how Salesforce can help close more deals faster by providing a single place to track deals and interactions.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    104 views2 pages

    SF CRM Cheatsheet Web PDF

    Uploaded by

    Samuel Altunian
    This document provides a summary of key concepts and terms related to CRM and Salesforce. It outlines the three main stages of generating, optimizing and closing deals. It describes how to generate more leads through marketing campaigns, capture leads across various channels and qualify leads. It also discusses how to optimize lead flow through follow up processes and establish qualification criteria. Finally, it covers how Salesforce can help close more deals faster by providing a single place to track deals and interactions.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 2

    CRM

    Cheatsheet

    GENERATE OPTIMIZE CLOSE


    MORE LEADS LEAD FLOW MORE DEALS FASTER
    • Plan and execute marketing • Create a closed-loop follow-up • Close deals faster by providing a single
    campaigns that generate demand process so leads don’t slip place for updating deal information,
    for your product or service through the cracks tracking opportunity milestones, and
    recording interactions
    • Capture those leads through a • Establish a lead qualification
    variety of channels including process to make sure all sales • Easily analyze your sales pipeline so
    your website reps use the same consistent you can quickly identify and eliminate
    methodology any bottlenecks in the sales cycle

    Key terms and concepts


    CRM EMAIL TEMPLATES TASKS
    Boost your success with Salesforce Make it easy to stay in touch with your Tasks are your to-do items which require
    Customer Relationship Management accounts and contacts by using standard follow-up. They can be assigned to you or
    (CRM), which allows you to manage and customizable email templates. someone else, and are related to leads,
    relationships with your customers and contacts, accounts, or other records.
    prospects and track all of your interactions. IMPORT WIZARD
    Easily import data into Salesforce. Map your ACTIVITIES
    SEARCH information to leads, contacts, accounts, and Activities are where you log your calls and
    Make searching data easy with powerful more. activities with prospects and customers,
    search features, including filtering and allowing you to keep a complete history of
    customizable search results layouts. WEB-TO-LEAD your interactions.
    Create a simple online form for prospects to
    ACCOUNTS ask questions or sign up for events and free EVENTS
    Accounts are companies, entities, or trials, and automatically create leads from Events are meetings you’ve arranged with
    organizations you do business with. submissions. your prospects and customers, all tracked
    Accounts can be businesses or individuals. in Salesforce.
    Use accounts to track important LEADS
    information, including name, address, REPORTS
    Leads are prospects or potential
    phone number, and related information
    opportunities, such as a person you met Summarize and analyze your data with
    like opportunities, activities, cases,
    at a conference who expressed interest, reports, which you can display, share,
    notes, and more.
    or someone who filled out a form on your collaborate on, export, and print. Use
    company’s website. standard reports or create custom reports.
    CONTACTS You can subtotal and filter your data to see
    Contacts are the people who work at OPPORTUNITIES exactly what you need.
    (or are associated to) accounts.
    Opportunities are leads you’ve qualified to
    Using contacts in Salesforce, you can DASHBOARDS
    buy. Opportunities are your pending deals
    track key details such as phone numbers,
    which fill your pipeline, which is where you Access visualizations of your metrics and
    addresses, titles, and more. You can also
    track all of your deals in progress. key performance indicators, through sets of
    indicate a contact’s role in a particular
    charts and graphs. Visualize multiple reports
    opportunity, such as decision maker
    on a single dashboard, using pie charts, bar
    or influencer.
    charts, and more.
    CRM Cheatsheet

    WEBSITE & SOCIAL WEB-TO-LEAD FORM

    • Organic web traffic • Free trial


    • Email responses • “Contact me” request
    • Social mentions • Event registration

    INBOUND CALLS CREATE NEW LEADS LEAD CAPTURE MY OPEN LEADS DUPLICATE LEAD?

    • Referrals • Search first, then • Set up auto-response Set up different Set up duplicate
    • Google Maps create a new lead emails: “Thank you views to manage management
    in Salesforce for your interest” your leads. to prevent
    • Your trial information For example, duplicates at the
    today’s leads or point of entry.
    • Event details leads sorted by Manually merge
    • Set up lead lead type. legacy records.
    assignment rules
    – Geography
    LISTS IMPORT DATA – Company size
    – Product of interest
    • Purchased list • Use the import
    • Trade show wizard or data loader
    • Legacy data

    PLAN AND EXECUTE


    MARKETING CAMPAIGN
    • Email marketing • Radio Sales
    • Direct mail • Events
    • Cold calls • Trade shows
    • Partners • PR
    • TV
    Marketing

    ARCHIVE YOUR DEAD LEADS


    Use email marketing and
    call downs to re-market to
    unqualified or no-contact leads
    Support

    WORKING LEADS QUALIFIED? OPPORTUNITIES PRESENTATION, PROPOSAL, NEGOTIATION WON

    When you’re working Create a set of Monitor your Customize Salesforce to fit your Salesforce gives your
    a lead, set up a series qualification opportunities internal sales processes, making it entire company a
    of tasks based on the questions, such as reports and easier to monitor your sales pipeline 360-degree view of your
    type of lead. current situation, dashboards to customers and facilitates
    product of interest, keep track of collaboration across your
    For example: timeframe, key top deals and organization, helping
    Day 1: Personalize decision makers. prioritize your time. you build strong, lasting
    mass email customer relationships.
    Day 2: Call/ If the lead is
    voicemail qualified, convert
    Day 3: Call/ it to a contact,
    voicemail with an associated
    opportunity
    Day 4: Personalize and account. ARCHIVE YOUR DEAD OPPORTUNITIES
    mass email
    Use email marketing and call downs to
    re-market to Closed Lost opportunities

    For other cheatsheets: http://developer.salesforce.com/cheatsheets 10042016

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