Implementing a Sales Process in Salesforce

I’m regularly asked about implementing a sales process in Salesforce so I’ll add my notes and a fairly standard sales process in Salesforce below. First – Leads or Contactcs? In my opinion, it doesn’t really matter. You can map Leads to Accounts (using Email Domain/Domain) so both Leads and Contacts are always linked to Accounts. […]

Custom integrations with Salesforce

I’ve been asked three times in the last six months for suggestions on integrating home-grown, thrid-party tools with Salesforce. These are systems completely separate from the Salesforce ecosystem where you’re going to be building something custom. A few years ago we used this architecture to integrate a third party payment system with Salesforce and it […]

Product Revenue Schedules for Renewals in Salesforce

In lots of the Salesforce orgs I’ve worked in over the years the renewal process is managed through Opportunties. When a new business Opportunity is Closed/Won a Renewal Opportunity is automatically generated and the Account Manager (or CSM) is responsible for managing the renewal. This is typically on an annual renewal basis – and you […]

Last Activity Date in Salesforce

One of the most important fields to track in Salesforce is Last Activity Date. If you’re assigning Accounts to sales reps, you’ll likely want to track the last activity on those Accounts so Accounts that aren’t being actively worked can be re-assigned. Further, you may want to track currently open Opportunities based on their Last […]

Mailchimp on Contacts in Salesforce

Mailchimp has a nice connection with Salesforce to sync records back for ongoing marketing campaigns. Mailchimp captures good data on those campaigns (opens, clicks, unsubscribes) that is not natively added to the Contact record in Salesforce so that sales reps in Salesforce can prioritize those Contacts interacting with ongoing email campaigns. Mailchimp does have a […]