In the dynamic world of sales and marketing, precise terminology is crucial for effective communication and collaboration between teams. Three key terms that often arise in this context are Marketing Qualified Lead (MQL), Sales Qualified Lead (SQL), and Sales Accepted Lead (SAL). In this blog post, we’ll delve into the definitions of these terms and […]

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 […]

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 […]

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 […]

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 – […]

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 […]

The Salesforce-Slack integration is worth taking the time to build out. Two simple use-cases: In my opinion just those two use-cases make configuring Slack and Salesforce worthwhile. Start by installing Salesforce’s Slack package in your Salesforce: https://appexchange.salesforce.com/listingDetail?listingId=a0N3A00000FnD9mUAF&tab=e The configuration part is pretty simple – first connect Salesforce to your Slack: The next parts – I […]

One of the first things I do in a new Salesforce is calculate Opportunity Win Rate globally. This metric can be used as a baseline to estimate the likelihood that current pipeline will close and to estimate how much pipeline should be generated in order to hit targets. To create an Opportunity Win Rate report […]

The requirement: when an Opportunity advances to a specific stage, send an email alert and an in-app Salesforce alert. Sending the email alert was easy – been doing that for over a decade – sending the in-app Salesforce alert was new to me. Here are the steps to send an in-app Desktop alert 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 […]