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Define Your Sales Process

In this video, you will learn how to:

Understand how Leads and Opportunities work in Salesforce.
Define your sales process.
Align Leads and Opportunities to your sales process.

Overview

Defining your sales process will guide you in configuring Salesforce for your company. From custom fields and sales stages to page layouts and reporting, this video will give you an overview of Sales Cloud standard objects in Salesforce. It will also discuss what you need to consider when defining your lead conversion and sales processes. After you’ve watched the video, you’ll have an understanding of how those processes fit together so you can configure Salesforce to work for you.

The objects discussed in the video include:

Leads - The handoff mechanism between marketing and sales.
Accounts - Used to capture company information such as name, website, and location. These are companies you have a relationship with and are potential customers.
Contacts - People associated to an account who matter to your business.
Opportunities - Potential revenue-generating sales deals that you want to track until the deal closes.
Activities - Drives your sales performance.

Leads help facilitate qualification of potential deals. They’re necessary to take advantage of the Salesforce duplicate-prevention utility.

In this this video, you’ll get the steps to help you build your business process around leads.

A lead consists of three components:

Company information
Contact information
Information about the deal

Once you’ve determined a lead to be a valid opportunity, you can use the built-in Salesforce lead conversion feature to convert the lead.

Building your sales process means identifying when an opportunity should be created. Once you understand how you sell and the processes you have in place, you can use this to configure your Salesforce.

Additional Resources

Resources from the Define Your Sales Process video.

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Interactive discussion on optimizing Salesforce to sell more.

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Self-led learning path for CRM basics.

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Self-led learning path for setting up your sales process.

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Self-led learning path for optimizing sales processes.

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Step-by-step journey to improve your lead conversion.

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Step-by-step journey to optimize your sales process.

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