SALES OPSSFDC BEST PRACTICESLead Objects & Lead View for SDR Teams

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THIS HOUR PANELISTSIntroducing:

Jorge Soto

CoFounder

Dashtab

Craig Jordan

CoFounder

Red Bridge

Sean Kester

Product Manager

SalesLoft

Jason Vargas

Managing Director of Outbound Sales

Dantanyze

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Krista Caldwell

Host

THIS HOUR AGENDA

1. Pre-Hangout Survey: Results (2 mins)

2. Lead View Tours with Actionable tips (40 mins)

– Jason Vargas

– Craig Jordan

– Sean Kester

– Jorge Soto

3. Q & A (18 mins)

Panel Discussion + Q&A

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PRE-HANGOUT SURVEY RESULTSPercentage of respondents “very or extremely interested” in:

1. Reports/Dashboards: 82%

2. Lead Flow: 74%

3. SQL Handoff: 74%

4. Recording ICP: 72%

5. Third Party SFDC apps: 65%

6. Tasks/Events: 60%

7. Recording notes on calls and accounts: 60%

8. Recording qualifyers: 56%

9. Marketing Automation Integration: 47%

10. Contact Object: 25%

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MAY 28THREPORTS &DASHBOARDSHANGOUT

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Lead Object Admin

When do you use lead objects in your SFDC process?

When does a Lead object convert to a Contact?

What Custom Fields do you use?

• MAG profile• Market segmentation by demographic • Lead number/Round Robin ID • No. of Employees, • Employee Range, • Level (of prospect...VP, Director, etc), • First in• Competitor• Call Set notes and date for AE first call • Reporting matched account (showing the account a lead matches into), • Target account flag • Department • CRM System • Twitter Handle • No. Sales Reps • A bunch of fields around sizing up the opportunity. • Fields related to your app trial (number of activated users, etc) • Marketing Automation Platform Lead Score

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PRE-HANGOUT SURVEY RESULTS

SEAN KESTER | SALESLOFT

Product Manager

SalesLoft

@TheSeanKester

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SEAN KESTER | SALESLOFT

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SEAN KESTER | SALESLOFT

1. Have a link to social profile: use an automated tool to do this

2. Marketing qualification section (Does it meet the requirements for an MQL?)

3. Sales qualification section (Does it meet the requirements for an SQL?)

4. Marketing Automation insights (what has your prospect been doing on your site?)

Actionable tips:

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CRAIG JORDAN | RED BRIDGE

CoFounder

Red Bridge

@CraigRJordan

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CRAIG JORDAN | RED BRIDGE

1. Create Multiple Lead Queues to "Bucket" your leads

2. Define your MQL/SQL Criteria and process before creating custom fields

3. Leverage Custom Actions for more accurate and efficient qualification/activity tracking

4. Picklist fields are your friend

5. Find internal champions and conduct SFDC grassroots training

Actionable tips:

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JORGE SOTO | DASHTAB

CoFounder

Dashtab

@SotoVentures

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JORGE SOTO | DASHTAB

1. Define Lead Sources and Stages and how they work together

2. What is automation worthy and what needs the human touch?

3. What are the qualifiers that the rep needs to collect at each step of the sales cycle?

4. Be marketing automation system friendly; needs systems alignment

Actionable tips:

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JASON VARGAS | DATANYZE

Managing Director of Outbound Sales

Dantanyze

@JasonCVargas

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JASON VARGAS | DATANYZE

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JASON VARGAS | DATANYZE

1. Build your ICP into your lead view

2. Leverage sales tools like Datanyze to push this data into your CRM

3. Be crazy about data integrity - be a hawk about this (again another reason to leverage existing sales tools)

4. Make sure your qualifiers are required fields

Actionable tips:

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DISCUSSION Q & AGuided by Craig Jordan

Jorge Soto

CoFounder

Dashtab

Craig Jordan

CoFounder

Red Bridge

Sean Kester

Product Manager

SalesLoft

Jason Vargas

Managing Director of Outbound Sales

Dantanyze

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THANK YOU

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