I finally experienced my Salesforce A-HA moment. The realization that Salesforce is AWESOME and actually makes life 10x easier.
Before the BIG A- HA moment this was a pretty standard conversation at ToutApp.
TK: “Can you clean up Salesforce? Is Salesforce up to date?”
Me: “Yes... sorry I’ve been meaning to do that just haven’t had time. (my week excuse for avoiding Salesforce because it seemed like a beast to tackle. * I did see the end value, but the reality was I struggled to integrate Salesforce into my workflow, which resulted in it being “just another tab on my chrome”)”
My biggest piece of advice is take the time to set up Salesforce. Not halfway set it up, but go all the way. The hour or two (if you’re quick) or even the day you sacrifice will be worth it.
#1 You may need to tweak your workflow just a bit. Be flexible to change.
#2 Remember what has been successful in your sales process and incorporate these practices into your new Salesforce workflow.
#3 Mistakes are okay.
Let’s dive in...
Here’s how it all started. We sat down and decided to take advantage of the Salesforce Lead View. This is the moment my whole blog post was building up to!
Beforehand I’d been using opportunities and contacts, but without using leads these two views lost value.
Here’s how it works now:
The new lead comes in and another salesperson is about to discover how ToutApp will help them be more productive with their email and close more deals. Check out our tips on how to rock your lead gen here.
Whether it is a webinar lead or just one of our wonderful customers sending us a referral, the custom “New Leads” view shows me everyone who I should ultimately help be successful with ToutApp.
Based on your own parameters here are some tips.
And finally convert qualified leads to contacts and create an opportunity (of course only if there is actually an opportunity there! Example... you’ve scored a demo.
Why is this such a game changer?
The biggest change for me is I start my day logging into Salesforce and jumping into the view for “New Leads”.
Although, Salesforce has changed my sales process the important thing to keep in mind is to not lose sight of the small practices that worked before.
Maybe this is as simple as a great template or asking the right questions on a call.
For ToutApp, our mantra is “Be Human”. I’ve made sure to not lose sight of this.
I may have oversimplified the Salesforce setup just a bit in my post. The reality is either you or someone on your team needs to be Salesforce savvy or have the drive to tackle the ins and outs.
Mistakes are inevitable. It may take a few tries to get the filters perfect, mismark a lead, navigate through FAQ’s to find an answer or clean up some of the earlier mess.
We had some minor road bumps along the way and I am sure we’ll run into others, but here’s what it comes down to...
The conversation after the Salesforce AH-HA moment.
Me: “TK, I’ve come to the conclusion... Salesforce is GREAT. Now I know why everyone has been raving about it including you! This change just made my workflow way better.”
TK: “You should write a blog post about it.”
If you’re already a ToutApp user check out why you should integrate with Salesforce here.
If you’re a Salesforce user be sure to start your ToutApp Trial here to see how we help make email follow up easier and save time with your day-to- day emails.
Feel free to email me at email@example.com with any questions or share any of your own Salesforce tips!
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