salesforce for full cycle sales reps
TRANSCRIPT
Success withFor Full Cycle Sales Reps
Full Cycle Sales reps use Salesforce to work entire deals from beginning to end. Without the specialization of an SDR or AE, they have top, middle, and bottom of the funnel tasks to complete.
To make it easier, the following slides will break down a Full Cycle Rep’s job by stage, including the importance of Salesforce in each.
1. Top of the FunnelProspecting New Business
Know where your prospects came from and how they’ve interacted with your brand.
Top of the FunnelFocus: Lead Score & Lead Source
Top of the FunnelFocus: Lead Score & Lead Source
Next Steps
Past Activity
Activity Feed
Lead Source
Pardot - ConversionLead Score
63
View lead source and lead score under the “Details” tab.
2. Middle of the FunnelWorking Deals
Know the level of interaction you - and your company - has had with every prospect you
talk to.
Middle of the FunnelFocus: Activity Fields
Middle of the FunnelFocus: Activity Fields
Next Steps
Tony chat w/ boss
Call Tony to Check-in
Past Activity
Email Tony - Day 3 Email
Activity Feed
Email Tony Stark
Send Tony Holiday Card
Use the rightmost tab to monitor previous and upcoming activity.
3. Bottom of the FunnelClosing Deals
Automatically log actions between your Sales Engagement Platform and Salesforce.
Bottom of the FunnelFocus: Call & Email Steps
Bottom of the FunnelFocus: Call & Email Steps
Next Steps
Tony chat w/ boss
Call Tony to Check-in
Past Activity
Email Tony - Day 3 Email
Activity Feed
Email Tony Stark
Send Tony Holiday Card
Run upcoming steps for email, phone, and social steps through the activity feed.
Want to learn how other sales roles use Salesforce for Sales Engagement?
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