This page summarizes the sales process and provides guidance for using Salesforce.
These are our sales stages:
Validation – An identified opportunity which the sales professional is tracking.
Scoping – Actively discussing a specific project with customer and can include information gathering, scoping activities, strawman proposals and other types of active engagement.
Proposal – We have submitted an official proposal which can be executed by the customer. Or we’ve been downselected for an RFP.
Negotiate – We are actively negotiating with customer on an official proposal.
Procurement – Proposal has been submitted to procurement for purchasing of services.
Win – We win the engagement.
It’s critically important that your Salesforce pipeline and target accounts are kept accurate in Salesforce. This is how we run the business and everyone across the company has an important role to play in the selling process. Marketing is looking to align with sales at the account level so better Salesforce Account hygiene helps marketing to better partner with sales to drive customer outcomes. Finance is looking for accurate pipeline information to forecast the business.
I am a sales person, what am I expected to do in Salesforce?
- Make sure opportunities are adding to Salesforce early
- What do you mean early? Opportunities should be added at the validation stage once the opportunity is first discovered
- Add channel contacts
- Add the buying team (Titles: CISO, Director of Security, IT Procurement, etc.)
- Keep opportunities updated
- Ensure your close date is accurate
- Sales stage is accurate
- Key sales moments and next steps are recorded in Salesforce
- Add sales support roles to the Kimble bid team (ensure everyone gets credit)
- Adding your target accounts
- Building out your full set of target accounts is important so they sales and marketing can align.
- This should include intelligence you are gathering from channel partners on which accounts maybe in market for new services
How do I…
- How do I add an Opportunity
- How do I add an Opportunity that Microsoft is going to fund
- How do I add an Account
- How do I add a Microsoft workshop to Salesforce
- How do I request eligibility for a Microsoft workshop
- How do I register an account with Microsoft’s DPOR/CPOR program
- How do I register an account with SailPoint
- How do I add a Contact
- How do I add a Contact to an Opportunity
- How do I attach a Contact Role to an Opportunity
- How do I use Salesforce for Outlook
How do I add an Opportunity
To add an opportunity to Salesforce, navigate to the Opportunities tab at the top of the screen, then click on the “New” button & enter the required fields. Then click Save.
How do I add an Opportunity that Microsoft is going to fund
Any opportunities such as workshops which are Microsoft funded will need to follow the process below:
- Add as a Microsoft Partner opportunity
- List Account as Microsoft
- List the End user as the customer
- Add yourself as BD to the end user Account
How do I add an Account
To add an account to salesforce, Fill out as much information about the account as possible, including those marked with a red “*” symbol indicating a required field to continue.
New accounts will add you as the Relationship Manager by default so it is important to change this later if necessary.
Alternatively, this can be done through Zoominfo by searching for the company and clicking the blue Export >>> Salesforce button at the top of the screen.
If multiple accounts exist in salesforce with similar names, a window will appear with a drop-down list of options to choose from. If the account already exists and a pop-up window appears asking whether or not to continue with the export, choose the “Do not export duplicate accounts” option.
How do I add a Microsoft workshop to Salesforce
- Navigate to the Opportunities tab and click “New,” and select the type “Partner”
- Create an Opportunity using the agreed upon naming convention
- Make the “Account: Microsoft Partner” and the “End User: [Account Name]”
- Make the “Primary Campaign Source” your associated campaign.
- Enter the workshop funding amount in the “Amount” section.
- Fill in the remaining required fields (here are some suggestions):
- Stage: Validation
- Lead Source: Marketing/ Other
- Close Date: Three months away
- Click “Save”
- If you know the correct Opportunity Owner, change your name to theirs.
- Let your campaign manager know about the newly created opportunity.
How do I request eligibility for a Microsoft workshop
- Work with account teams to gauge interest and obtain the following:
- Customer Contact Email (Note: we will not reach out to customer on your behalf)
- OMS/Office 365 Tenant ID.
- Create workshop opportunity in Salesforce with DTA Campaign tag and update the End User fields for Tenant ID and Workshop Customer Contact.
- By checking the “Request Workshop Eligibility” field, the Marketing Team (Erik/Alec) will be able to update the Salesforce opportunity with the eligibility and respond to the requesting BD
How do I register an account with Microsoft’s DPOR/CPOR program
To register an account with CPOR/ DPOR, please each out to your Microsoft Programs Manager Erik Quiros via email at email@example.com.
For CPOR you will need to provide the customer Tenant ID and workloads which they are eligible for along with any other relevant info about the work being done. He will then ask you to either provide the SOW or have the client fill our the required “Proof of Engagement” form to submit the claim.
For DPOR, Erik will walk you through the process on how to get the customer to sign us up through their portal.
How do I register an account with SailPoint
Click on this link and fill out the form. (We will be moving this process to Salesforce in the future)
How do I add a Contact
To add a contact to an account in salesforce, start by navigating to the “Contacts” tab, then select the “New” button in the upper right hand corner. Then Choose the “Standard” contact option. (If the user is a contact at a Partner Account, choose the Partner Contact option.)
Then fill out all of the relevant information in the boxes where prompted. It is important to note that fields with the red “*” sign are required to continue. Once this is complete, hit the Save button and your contact will be created.
Alternatively, this can be done through Zoominfo by searching for the person by name or title, selecting the user, and clicking the blue Export >>> Salesforce button at the top of the screen and choosing the “contact” option.
If the contact already exists, a pop-up window will appear asking whether or not to continue with the export. To avoid creating duplicate contacts, choose the “do not export duplicates” option in this scenario.
How do I add a Contact to an Opportunity
If you are searching for a contact to add to an opportunity and they do not exist in Salesforce, you’ll need to create them. To do this:
- Locate the Account Name on the Details tab of the Opportunity that you are working with.
- Click on the blue name to access the Account record.
- On the Account record, click on the Related tab and locate the Related Contacts component. Click “New Contact” and select Standard.
- Note that you will need at least a full name and an email address to create a contact. Enter them on the screen that pops up. You will also need to enter the person’s Level and Functional Area to save the record.
- Once you have clicked Save, you can return to entering that person as a Contact Role on the Opportunity record.
How do I attach a Contact Role to an Opportunity
It is important to attach contact roles to your opportunities in salesforce so that we can track activity associated with specific people and their corresponding accounts.
Here is the process for adding a Contact Role to an existing Opportunity in Salesforce.
- Locate the Opportunity record to which you would like to add a Contact Role.
- On the Opportunity record, click on the Related tab.
- One of the first sections on this page is called Contact Roles. Look to make sure that the person you’re about to add is not already there. You can click “View All” to see the entire list if only a couple are shown.
- If the person you need to add is not on the list of existing Contact Roles, click “Add Contact Roles.”
- A new window will pop open to allow you to search for the person you want to add. Type in the person’s name and a list of similar names will appear in the search bar drop-down. If the person does not exist in Salesforce, you’ll need to add them (see end of document).
- Continue searching for and selecting the people you need to add if there are more than one. When you are finished, the “Show Selected” link below the search bar should have a number next to it that reflects the number of people you’ve currently selected.
- Click next.
- On this screen, you will need to select the role that the person plays in relation to the Opportunity. There are a number of roles already available here, but if you need to add more contact your administrator.
- Once finished, click Save.
- Now, on the Opportunity Related tab, you should see the person or people you selected in the process before.
How do I use Salesforce for Outlook
The integration between Outlook and Salesforce allows you to work directly from your Outlook Email inbox or using the built-in features Salesforce provides. Here are the best practices on how to sync activities from outlook to salesforce.
Access the salesforce side panel
1. Select the email you want to sync back to salesforce
2. Click on the option of “More Actions”
3. Under the section of Add-ins, click on Salesforce option
4. Pin the side panel
Side panel Options and Global search
1. Click on the Plus sign (+ Create) to Add New Contacts and Events directly from it.
2. Use the global search functionality (highlighted in Blue). This is very similar to the search functionality inside salesforce.
3. Use the option to return/ access salesforce fullscreen (Highlighted in Red). By clicking on this icon, salesforce CRM will be open in a new tab 3
Log Emails to Salesforce from the Side Panel
1. Select the email you want to sync back to Salesforce. NOTE: If the person does not appear as an option to log the email, it means he or she does not have a record in salesforce. Please see the section how to add a new contact
2. Click on the “Log Email” button
3. Select the appropriate contact by clicking on the checkbox next to it. NOTE: if you have duplicate contacts/Leads in your organization, they will appear as an option.
4. If you would like to associate additional/related records (i.e. opportunities or case), you may want to select those as well.
By default, Salesforce will show you those records contact is associated with (i.e. Contact Roles)
Another way to locate other records to associate the activity is by using the search functionality. A drop down will allow you to select to object then begin typing for the name for the record you want to connect the activity to the activity.
5. Now that we have selected the correct person and others records, click Save
6. If you need to make changes to the logged emailed, you can always edit by clicking the option “Edit logged Email”
How to add new contacts to Salesforce from the Side Panel
1. Click save and finish logging the email
2. Select the email you want to sync back to Salesforce. You will notice the contact icon is not displaying. Now a button is prompting you to “Add to Salesforce” the person.
3. Click on the option “Add to Salesforce”. A new window will show prompting you to enter the required information. By default, the email and name will be populated. Make sure to connect the contact to the correct account.
How do I use SalesLoft with Salesforce
SalesLoft and Salesforce can work in harmony to provide a seamless experience between the two tools to track and log your sales process flow.
Send one-off email to a person
- Locate the Contact/Lead inside SalesLoft you want to send an email to
- Click on the Email option inside the “Quick Action” section.
- A Popup window will open on the bottom right corner of the person with the email composer.
- Being build your email. Salesloft email composer has all the standard features and more to create and deliver high-quality content.
- a. You can insert a template directly from the composer. NOTE: When a template is selected, the text on the composer will be overwritten.
- b. You can schedule your one-off email to be sent in the future.
- c. You can share your calendar availability via email
- d. Insert contact/Lead, company and sender’s information via person fields
- Review your email content before sending it, make sure you providing the prospect/customer with the most value. When you are ready to send the email click “Send”
- Upon sending the email, the activity will be registered in SalesLoft and in salesforce under the correct person
Call prospects and customers
- Locate the Contact/Lead inside SalesLoft you want to call.
- Click on the Call option inside the “Quick Action” section.
- The dialer window will popup on the bottom right corner. Note: two windows will appear.
- a. The first window will allow you to enter notes and log the activity
- b. The second window will show the phone functionality. This includes the recording option, dial pad, and others.
- Log your call and the outcome. For example, you made contact with the prospect and he/she wants you to follow up with them next week. After clicking the “Log” bottom, the information will be recorded in SalesLoft and salesforce with all the notes and key details about the call.
Schedule a meeting
- Locate the Contact/Lead inside SalesLoft you want to book a meeting with.
- Click on the Meeting option inside the “Quick Action” section.
- When you click on the meeting option, a new window will appear with your calendar. The calendar window will display the following sections:
- Meeting details – displays the Title, Duration, Location, and Description.
- Calendar view – displays your calendar bookings and availability so you can easily select an open slot for the meeting you are about to book.
- Now that you have selected a time, provided a title, and entered a couple of bullet points for the meeting, click on the “Book Meeting” button. Upon clicking the button, a couple things will happen simultaneously:
- a. The person will receive a calendar invite in their inbox
- b. Your calendar (Gmail/Outlook), will have the meeting registered
- c. The meeting will be recorded in SalesLoft and salesforce