mike gerholdt, becky webster, & matt bertuzzi - top of the funnel: crm drag = sales inefficiency
DESCRIPTION
Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/mike-gerholdt-with-matt-bertuzzi-and-becky-webster Session Overview Those inside sales reps supporting the top of the funnel are the power users of any Salesforce instance. Yet making CRM work for them is an afterthought, at best. In this session I’ll share several quick ideas for how Sales Leaders can remove extra clicks, streamline burdensome process, and add huge value for ADRs/BDRs/SDRs. This session is about hacking Salesforce to empower not encumber those reps working the top of the funnel. The goal is building a CRM that works for reps - not making reps work for it.TRANSCRIPT
![Page 1: Mike Gerholdt, Becky Webster, & Matt Bertuzzi - Top of The Funnel: CRM Drag = Sales Inefficiency](https://reader036.vdocuments.site/reader036/viewer/2022062703/554e5f99b4c905ad178b52b9/html5/thumbnails/1.jpg)
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
![Page 2: Mike Gerholdt, Becky Webster, & Matt Bertuzzi - Top of The Funnel: CRM Drag = Sales Inefficiency](https://reader036.vdocuments.site/reader036/viewer/2022062703/554e5f99b4c905ad178b52b9/html5/thumbnails/2.jpg)
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
CRM DRAG = SALES INEFFICIENCY
![Page 3: Mike Gerholdt, Becky Webster, & Matt Bertuzzi - Top of The Funnel: CRM Drag = Sales Inefficiency](https://reader036.vdocuments.site/reader036/viewer/2022062703/554e5f99b4c905ad178b52b9/html5/thumbnails/3.jpg)
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
7 TIPS
![Page 4: Mike Gerholdt, Becky Webster, & Matt Bertuzzi - Top of The Funnel: CRM Drag = Sales Inefficiency](https://reader036.vdocuments.site/reader036/viewer/2022062703/554e5f99b4c905ad178b52b9/html5/thumbnails/4.jpg)
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
Becka DenteDir, Cloud TechConga
1) TIME ZONE FORMULA
![Page 5: Mike Gerholdt, Becky Webster, & Matt Bertuzzi - Top of The Funnel: CRM Drag = Sales Inefficiency](https://reader036.vdocuments.site/reader036/viewer/2022062703/554e5f99b4c905ad178b52b9/html5/thumbnails/5.jpg)
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
Matt BertuzziMarketing & OpsThe Bridge Group
2) CALL OUT DIRECTS
![Page 6: Mike Gerholdt, Becky Webster, & Matt Bertuzzi - Top of The Funnel: CRM Drag = Sales Inefficiency](https://reader036.vdocuments.site/reader036/viewer/2022062703/554e5f99b4c905ad178b52b9/html5/thumbnails/6.jpg)
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
Mike DamphousseCEOGreen Leads
3) TRACK DIALING TIPS
![Page 7: Mike Gerholdt, Becky Webster, & Matt Bertuzzi - Top of The Funnel: CRM Drag = Sales Inefficiency](https://reader036.vdocuments.site/reader036/viewer/2022062703/554e5f99b4c905ad178b52b9/html5/thumbnails/7.jpg)
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
4) MANUAL DIALING
Ken KroguePresident InsideSales.com
![Page 8: Mike Gerholdt, Becky Webster, & Matt Bertuzzi - Top of The Funnel: CRM Drag = Sales Inefficiency](https://reader036.vdocuments.site/reader036/viewer/2022062703/554e5f99b4c905ad178b52b9/html5/thumbnails/8.jpg)
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
Mark RobergeCROHubSpot
5) MANUAL LOGGING
![Page 9: Mike Gerholdt, Becky Webster, & Matt Bertuzzi - Top of The Funnel: CRM Drag = Sales Inefficiency](https://reader036.vdocuments.site/reader036/viewer/2022062703/554e5f99b4c905ad178b52b9/html5/thumbnails/9.jpg)
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
Unknown
6) BDR PROCESS
![Page 10: Mike Gerholdt, Becky Webster, & Matt Bertuzzi - Top of The Funnel: CRM Drag = Sales Inefficiency](https://reader036.vdocuments.site/reader036/viewer/2022062703/554e5f99b4c905ad178b52b9/html5/thumbnails/10.jpg)
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
Emmanuelle SkalaVP, Inside SalesVMTurbo
7) LIST VIEWS 2.0
![Page 11: Mike Gerholdt, Becky Webster, & Matt Bertuzzi - Top of The Funnel: CRM Drag = Sales Inefficiency](https://reader036.vdocuments.site/reader036/viewer/2022062703/554e5f99b4c905ad178b52b9/html5/thumbnails/11.jpg)
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
REDUCE DRAG , ACCELERATE SALES
![Page 12: Mike Gerholdt, Becky Webster, & Matt Bertuzzi - Top of The Funnel: CRM Drag = Sales Inefficiency](https://reader036.vdocuments.site/reader036/viewer/2022062703/554e5f99b4c905ad178b52b9/html5/thumbnails/12.jpg)
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
Create the Foundation for a Sales-Ready Chatter Environment
![Page 13: Mike Gerholdt, Becky Webster, & Matt Bertuzzi - Top of The Funnel: CRM Drag = Sales Inefficiency](https://reader036.vdocuments.site/reader036/viewer/2022062703/554e5f99b4c905ad178b52b9/html5/thumbnails/13.jpg)
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
Effective Communication is Key!Sales reps spend... Sales VPs spend...
Less time: • Finding answers to customer questions• Finding product information• Entering data • Updating their teams and managers
• Hunting for updates• Reporting progress
More time: • Prospecting new customers• Nurturing existing customers• Solving customer problems• Closing deals
• Focusing on customer & market strategy
• Coaching their reps
![Page 14: Mike Gerholdt, Becky Webster, & Matt Bertuzzi - Top of The Funnel: CRM Drag = Sales Inefficiency](https://reader036.vdocuments.site/reader036/viewer/2022062703/554e5f99b4c905ad178b52b9/html5/thumbnails/14.jpg)
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
Salesforce Chatter is a Powerful Tool• Creates context• Increases engagement• Improves efficiency• Deepens insight• Accessible from anywhere
![Page 15: Mike Gerholdt, Becky Webster, & Matt Bertuzzi - Top of The Funnel: CRM Drag = Sales Inefficiency](https://reader036.vdocuments.site/reader036/viewer/2022062703/554e5f99b4c905ad178b52b9/html5/thumbnails/15.jpg)
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
Tip #1: Create the Core Group StructureInternal Functions
Sales
Marketing
Legal
HR
IT
![Page 16: Mike Gerholdt, Becky Webster, & Matt Bertuzzi - Top of The Funnel: CRM Drag = Sales Inefficiency](https://reader036.vdocuments.site/reader036/viewer/2022062703/554e5f99b4c905ad178b52b9/html5/thumbnails/16.jpg)
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
Best Practices: Core Chatter Group
Group owners = business leaders
Standard naming
convention
Link to groups map from home tab
Determine required groups and auto-add• “Chattomate
” is an app that can help
![Page 17: Mike Gerholdt, Becky Webster, & Matt Bertuzzi - Top of The Funnel: CRM Drag = Sales Inefficiency](https://reader036.vdocuments.site/reader036/viewer/2022062703/554e5f99b4c905ad178b52b9/html5/thumbnails/17.jpg)
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
Tip #2: Make Content Accessible
• Use Chatter groups to publish standard content
• Leverage Content Libraries
• Invest in the Information sections
![Page 18: Mike Gerholdt, Becky Webster, & Matt Bertuzzi - Top of The Funnel: CRM Drag = Sales Inefficiency](https://reader036.vdocuments.site/reader036/viewer/2022062703/554e5f99b4c905ad178b52b9/html5/thumbnails/18.jpg)
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
Best Practice: Publish Valuable Content
Highlight up-to-date product information to remind reps of current
customer offers
Promote upcoming events or training
Create consistent resources in each of your
product groups; link to Content Packs
Connect the group to relevant CRM data
![Page 19: Mike Gerholdt, Becky Webster, & Matt Bertuzzi - Top of The Funnel: CRM Drag = Sales Inefficiency](https://reader036.vdocuments.site/reader036/viewer/2022062703/554e5f99b4c905ad178b52b9/html5/thumbnails/19.jpg)
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
After the Foundation is Set…
Identify an owner
Enable publisher
actions
Manage object feed
settings
Measure the impact of Chatter on your Sales organization• Indicee
Analytics for Chatter and Sales
![Page 20: Mike Gerholdt, Becky Webster, & Matt Bertuzzi - Top of The Funnel: CRM Drag = Sales Inefficiency](https://reader036.vdocuments.site/reader036/viewer/2022062703/554e5f99b4c905ad178b52b9/html5/thumbnails/20.jpg)
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
You’ve Only Just Begun! Creating a solid foundation is an important first step, but remember…
![Page 21: Mike Gerholdt, Becky Webster, & Matt Bertuzzi - Top of The Funnel: CRM Drag = Sales Inefficiency](https://reader036.vdocuments.site/reader036/viewer/2022062703/554e5f99b4c905ad178b52b9/html5/thumbnails/21.jpg)
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
Accelerating Customer Relationships
3 tips for Communication Success
![Page 22: Mike Gerholdt, Becky Webster, & Matt Bertuzzi - Top of The Funnel: CRM Drag = Sales Inefficiency](https://reader036.vdocuments.site/reader036/viewer/2022062703/554e5f99b4c905ad178b52b9/html5/thumbnails/22.jpg)
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
Mike Gerholdt• 4 X Salesforce MVP• Salesforce Certification
– Administrator– Adv. Administrator– Developer– Sales Cloud Consultant
![Page 23: Mike Gerholdt, Becky Webster, & Matt Bertuzzi - Top of The Funnel: CRM Drag = Sales Inefficiency](https://reader036.vdocuments.site/reader036/viewer/2022062703/554e5f99b4c905ad178b52b9/html5/thumbnails/23.jpg)
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
Clearly communicate the process• First day of training should NEVER be the last.• Who has the handoff?• Create a Sales Roadmap
![Page 24: Mike Gerholdt, Becky Webster, & Matt Bertuzzi - Top of The Funnel: CRM Drag = Sales Inefficiency](https://reader036.vdocuments.site/reader036/viewer/2022062703/554e5f99b4c905ad178b52b9/html5/thumbnails/24.jpg)
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
Align the technology• Technology should support the process, not
hinder it.• “It would be nice if Sales could…”• “I don’t know, I just put notes in that field.”• “I just know you need to check this box.”
![Page 25: Mike Gerholdt, Becky Webster, & Matt Bertuzzi - Top of The Funnel: CRM Drag = Sales Inefficiency](https://reader036.vdocuments.site/reader036/viewer/2022062703/554e5f99b4c905ad178b52b9/html5/thumbnails/25.jpg)
#SalesSummit | @mattbertuzzi, @BeckyMaeW, @MikeGerholdt
Third Person Notes• Assume the ‘Future You’ is reading the notes.• Makes it easy for hand-offs and team selling• Forces you to restate the key facts.
– “On March 4th You told Sales Acceleration Summit that you would call them back and send them slides.”