Welcome to Salesforce.com

1. Welcome to Salesforce.com May 2, 2013

2. Agenda • Lead Flow • Why 1 Person Enters New Leads • Rounding Out the Decision-Making Team with Chaining • Connect for Outlook • Easy way to capture tasks/emails • Mandatory Fields • Lead Status • Rating • Type • Tasks/Activities • Automatic Reporting • How HubSpot Works with Salesforce • Creating an Opportunity

3. Lead Flow

4. The Importance of Clean Data • Key fields must have standard protocols • Reporting only works if data is clean going in • No backwards/forwards compatibility with HubSpot yet • Three redundant databases • Salesforce • HubSpot • Constant Contact Webinars/ Tradeshows CSV chaining Website Forms Accounts/Contacts Leads Opps Customers • Lead visiting the website alerts • Lead Nurturing • Quick emails HubSpot • HTML newsletters • Webinar invitations Cases Constant Contact

5. The Importance of Chaining • Rounds out decision makers in company • Exposes all to WinEst/Trimble Buildings marketing • Overcompensates for original lead not being politically savvy to make purchase • What you need to get started… • Jigsaw Account • https://www.dropbox.com/s/ayjtztpi2jgwa2r/LeadMiningExcelTool.mp4 • Macros • https://www.dropbox.com/s/06jd997byybwf1o/LeadProcessingMacros_v002.xlsm • New Lead Import CSV • https://www.dropbox.com/s/s74hdqwiya434uw/New%20Lead%20Imports.csv

6. Quick Set-Up • Step 1: Organize Your Tabs • Make sure you’re using Content setting • Use the + sign to reveal/select your tabs • Home = Dashboard and calendar • Leads = all prospects and leads • Accounts = all opportunities and customers • Contacts = original leads now associated with the account • Opportunities = all deals which we predict will close this quarter • Reports = store reports in Cool Vico Reports so others can replicate • Cases = technical support issues • Solutions = technical support tested fixes

7. Connect to Outlook • Integration captures email threads • Integration feeds tasks/meetings • Here’s how to get started… • 1. Login to Salesforce. • 2. Select Setup | Personal Setup | Desktop Integration |Salesforce for Outlook.and then on the right hand side Connect for Microsoft Outlook • 3. Select 'Install Now' button in the middle of the screen OR select the link to download the application local titled 'Click Here', Save and Run. • 4. Initial Splash Screen - Select Next. • 5. Confirm Licensing - Select Accept and Next. • 6. Accept default folder installation location - Select Next. • 7. Select Install. • 8. Select Finish and Restart computer if prompted. • Setting Connect for Microsoft Outlook: • 1. Thank you screen will appear when MS Outlook is opened with Salesforce Plug-in (Initial Installation) - Select Next. • 2. Input Salesforce Username and Password - Select Next. • 3. Set Contacts, Events and Tasks synchronization preferences (See Below) - Select Next. • Settings possible: • NO - Export to Salesforce - One way to Salesforce • NO - Export with overwrites to Salesforce - One way to Salesforce and overwrite data. • YES - Import from Salesforce - One way from Salesforce • PERHAPS - Import with overwrites from Salesforce - One way from Salesforce and overwrite data. • YES - Synchronize with Salesforce. • 4. Set email activity association (Contacts and Leads are automatically associated) to other object if appropriate - Select Next. • 5. Text Notification regarding Tools | Salesforce Options - Select Next. • 6. Select Next till end - Select Finish.

8. Mandatory Fields 1. Lead Status 2. Rating • We always want to make sure you have enough open and qualified leads • We also want to know which leads aren’t qualified! Assign those back to me to bake in the oven. 3. Type • This designation helps us see the split between software, services, and training • Did they download info or attend webinar because they were forced to, interested, or motivated to buy?

9. Tasks and Activities New tasks can be set into the future. Reminders appear on your homepage. These tasks feed your Activity Report to your manager.

10. Tasks and Activities Logged tasks appear in the past. You might log a task after hanging up the phone. Add any call notes in the comments box. These tasks feed your Activity Report to your manager.

11. Daily – Weekly – Monthly Reports • Daily • Weekly • Create individual reports

12. Daily Summary

13. Daily Details

14. Weekly Dashboards

15. Copy your own reports

16. Schedule the report

17. Outlook plugin config

18. Create your own dashboard

19. HubSpot + Salesforce for Sales • Key Functionality • Lead Nurturing • Hit your chaining lists with well-positioned messages • Lead Visiting the Website Alerts • Know who is searching for information when • Quick Emails • Outlook has 99 limit • Salesforce has 250 limit • HubSpot is unlimited

20. HubSpot + Salesforce for Marketing • Key Functionality • Website Analytics • Traffic by Source • Keyword Rank • Instant gratification – see results of emails/campaigns • Website/Blog • Create new pages on the fly • Landing Pages • Create offers quickly • Automatic response emails • Lead nurturing according to offer

21. Creating an Opportunity • Two Steps: Promotion + Identifying the Opportunity • After you’ve demo’d to coach and team… • And determined they have budget… • And sponsorship… • And specific need… • We promote the Lead to a Contact within an Account

22. Creating an Opportunity • Two Steps: Promotion + Identifying the Opportunity • After you’ve hit the convert button • Name the general account (usually company name) • Name the Opportunity (Company Name-City Specific Project)

23. Creating an Opportunity • Two Steps: Promotion + Identifying the Opportunity • After you’ve hit the convert button a second time • Scroll down the Account page to edit the Opportunity

24. Edit the Opportunity • Hit all the mandatory fields • Marked in red

25. Report the Opportunity Clone Report – assign to you – save as your name https://na5.salesforce.com/00O70000002sRD7 (4_Clive_’Forecast’)

26. Farrell – sales process • Marc K. – contracts/paperwork • Your Manager – how to best strategize a lead/opportunity • Holly - reports What if I need help?