Category Archives: Business Processes

Leaving Salesforce.com- what no one talks about

It’s the break up you did not see coming. Companies that have Salesforce.com sometimes leave it. I encountered another one this month and while I was surprised the telltale signs were there. At the end of the day, my company will likely not deter a client from leaving Salesforce.com–that is, if they engage me in […]

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My Lead Conversion Nightmare #CRM #Salesforce #Sales

Salesforce.com lead conversion. It would seems that the built-in lead conversion process would be a true blessing but it is full of caveats that are, of course, not acknowledged let alone documented.
How did I learn this? By getting burned. By insisting that I use as much native functionality as possible before looking to apps or custom configuration. […]

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Heaven in My New “Generate Invoice” Button

I finally did it. After 4 years I finally set time aside to set up Conga Composer (by @CongaMerge) for my very own instance of Salesforce.com. I run my entire company on Salesforce.com and can proudly say that that now includes invoicing. I hate QuickBooks and loathed the time spent compiling my time entries, generating […]

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CEOs who kowtow to Sales

Where have all the Sales Managers gone? I assume since I haven’t met one in years that this is a bygone profession like the Typist and the Milk Man. I mean, what other reason could there possibly be for the void of the craft, wits, talent typically reserved for the VP /Director/Manager of Sales title?
Being […]

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Another Reason to Convert, Then Qualify Leads #Salesforce #Benioff #CRM

This is a quick post. I’m sure if you’ve read my past posts regarding Lead Conversion protocols in Salesforce.com that you know I typically (but not always!) advise my clients to adopt the “Convert, Then Qualify” approach.
One client who is used to its existing “Qualify, Then Convert” approach stumbled on something I did not even […]

Posted in Business Processes, Data Quality, Reporting & Dashboards, Sales Cloud | 2 Comments

MEP Center Performance Improvement Using Salesforce.com Webinar, 3/13/2013

[ March 13, 2013; 2:00 pm to 3:00 pm. ] On Wednesday, March 13, 2013 from 2-3 pm EDT, the nation’s MEP Centers are invited to join a free online webinar conducted by Able Cloud. In our hour together we’ll outline the business processes and functions (e.g. NIST Reporting) that your current or planned instance of Salesforce.com ought to be doing for you. This first-hand […]

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What to Look for in a Salesforce.com Partner #Salesforce

Rather unexpectedly, over 50% on my work comes from re-implementations of Salesforce.com. How can an implementation go so far south that the client actually re-commissions an implementation? It seems that selecting the right partner is often the riskiest part of a project’s success. Continue reading

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School of Thought #2: Convert, Then Qualify

Okay, so this post may be simple: Convert, then Qualify. Too simple you say? Okay, I’ll give you that since my last post (Qualify, then Convert) probably seemed pretty one sided. I’ll try and explain my point of view in case you missed the last post.
I rarely see reason (if you follow the rules below) […]

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School of Thought #1: Qualify, Then Convert

I’m back. Sorry about the delayed follow up post to the hornet’s nest post on March 17, 2011.
So if you’re anything like me you’ll grasp the difference between the two primary school of thoughts (Qualify, Then Convert vs. Convert, Then Qualify) if you can “see” what the difference is. So just to reaffirm…
Most of those […]

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Who’s More Important: Your Tax Preparer or Salesforce.com Admin?

For as much I know about Salesforce.com, I am ignorant when it to QuickBooks. This rude awakening occurred last week when I tried to prepare my books for my tax preparer. While I’m sure she excellent at what she does, she did not work with QB. No biggie, I figured, I’ll just work with someone who knows QB […]

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