Navigating Growth: Key Metrics for Series A Companies to Track in HubSpot

As a Series A company embarks on its journey to scale and establish a strong market presence, leveraging the right tools and metrics becomes paramount. HubSpot, a leading customer relationship management (CRM) platform, offers a suite of tools designed to streamline marketing, sales, and customer service efforts. In this blog post, we’ll explore the key […]

Maximizing Sales Potential: Why Creating an Opportunity in Salesforce Upon Booking a Meeting Is Essential

In the fast-paced world of sales, every interaction counts. Whether it’s a cold call, an email exchange, or a booked meeting, each touchpoint represents a potential opportunity to drive revenue and foster lasting relationships with customers. One crucial step in this process is the seamless integration of these interactions into a robust Customer Relationship Management […]

Why I love Leads in Salesforce

I’m probably old-school, but I love the Lead object in Salesforce. I just love having a table where all of the lowish quality or yet-to-be-validated people go. Pulling a list from ZoomInfo? Drop it in the Lead object! Got a conference list? Drop it in the Lead object! Sure – if someone fills out your […]

Tracking Sales Velocity in Salesforce

One of the first metrics I pull in any Salesforce I start in, and a metric I regularly revisit in orgs I’ve been working in for some time, is Sales Velocity. Sales Velocity = Number of Opportunities × Average Deal Size × Win Rate × Sales Cycle Length Typically, in any newish company’s Salesforce org these numbers are all over the board – […]

Campaign Influence in Salesforce

I often get asked to ‘show the ROI’ of various marketing Campaigns in a Salesforce from an organization that, up to this point, hasn’t put in the rigor to actually track influence on Opportunities through their sales funnel. I’m going to detail here basic steps to implement now so that you start tracking the ROI […]

Matching Leads to Accounts in Salesforce

If you’re using Leads and Contacts in Salesforce it can be a bit hard to track all people at the Account level – there’s no native matching of Leads to Accounts in Salesforce. Implementing Lead to Account matching in Salesforce is pretty easy, though – here are the steps: First, create a ‘domain’ formula field […]

Using Formula Fields to Group Data in Salesforce

A common ask I get in Salesforce is how to group data based on it’s characteristics – for example grouping random Industries into tighter categorizations or grouping people’s Job Titles into defined ‘Personas’. This makes it simpler to analyze and target your data – instead of dealing with disparate Industry or Job Title values users […]

How to automatically attach new Notes & Attachments to related records in Salesforce:

Here’s the requirement: when a new Note & Attachment is added to a child record automatically associate it with a related record, too. In this case we’re using PandaDoc on the Order object – when the PandaDoc is completed the Order is automatically ‘Released’ and when the Order is released the completed PandaDoc should attach […]

Daisy Chain to SalesLoft and Outreach

A super common ask I get is how to move a person from marketing automation (Hubspot, Marketo, Apollo) over to a SalesLoft Cadence or Outreach Sequence. Typically the goal is: the person takes some action based on marketing automation emails so this action should result in the person moving to a Cadence or Sequence – […]

Purging Records in Marketo with Salesforce

Anyone who manages a Marketo knows they bill based on volume of records in the system so there’s a constant battle to keep the number of records under the billing cap while still keeping any potential leads available for marketing. Way back in the day I used to just export the inactive records to csv […]