CBT Nuggets – Salesforce Intermediate (2014) [20 mp4]
English | Size: 1.86 GB (1,994,204,163 bytes )
Category: Tutorial
During this 20-video course, trainer Jim Anthony explores Salesforce on a more advanced level, covering topics that include improving customer engagements, lead nurturing, reporting, and more.
Sales Cloud End-User and Administration Training
by Jim Anthony
Released: 03/04/2014
1. Improve Customer Engagement With Salesforce (00:25:06)
In this Nugget, you’ll learn about customer engagement, lead response trends, and how the lead management process impacts customer engagement. We also will discuss: Where does marketing stop and selling begin? What is lead nurturing? What is a drip campaign? What are the different types of drip campaigns? Additionally, we will set up a simple email campaign in Salesforce.
2. How To Set Up Lead Scoring In Salesforce (00:30:44)
This how-to video will show you how to set up a lead scoring algorithm and create the fields and formulas in Salesforce to represent lead scoring on your Lead Record page layout.
3. What Is Lead Nurturing? (00:17:57)
We’ll define lead nurturing. We’ll discuss how the customer buying process has changed and the impact to the sales process. We’ll review the role of Marketing vs Sales in the lead nurturing process. You’ll see how lead scoring factors in to an email drip campaign. We’ll wrap up with some lead nurturing tips and best practices.
4. Managing Opportunities (00:24:08)
In this Nugget, you will learn about creating opportunities, and the most important updates to make immediately after adding a new opportunity into Salesforce. We’ll also show you how to stay on top of your deals by making important updates to key fields. You will learn how to review and customize opportunity reports so you can quickly analyze your sales progress. We’ll then discuss the sales process stages and show you how to create milestone fields in your opportunity records to keep track of key events that occur during the sales cycle.
5. Forecast and Pipeline Management (00:20:07)
In this Nugget, we will define what a forecast is and share some best practices on how to use and manage your forecast. You’ll learn how the different sales stages roll up into the forecast categories that managers review. We’ll take a tour of the forecast tab, and show you how to make adjustments on the fly. We also explore some specific opportunities and one sales rep forecast to show you how to review and edit your own forecast – with a few tips and tricks added as well.
6. Native Email Features in Salesforce (00:21:58)
In this Nugget, we will review email settings and how to customize those settings. We’ll also show you how to send emails from within Salesforce. You’ll learn how to send Stay-In-Touch requests to individuals and to groups. We’ll show you how to leverage email tracking so that you can see who opened your emails, when they were last opened, and how many times they were opened. You’ll learn how to set up email templates and create letterheads. Also, we’ll discuss sending mass emails to groups of contacts.
7. Using Reports (00:24:03)
In this Nugget, we’ll cover a few tips and some best practices regarding working with reports. We’ll show you how to create reports and how to work with groupings and summaries. We’ll explain the different report formats, and how to use custom report types. We’ll give you a couple of examples of custom reports. And we’ll wrap up the video by showing you how to take advantage of the bucketing feature.
8. Sales Process (00:22:06)
This Nugget will explain why a sales process is so important and what a sales process really is. We’ll discuss the big-picture purpose for having a sales process and then what it means in Salesforce. We’ll discuss the specific Salesforce terminology, we’ll define the selling stages, and show you how they relate to the stage type, probability, and forecast categories. You also will learn how to set up a sales process and how to define selling stages by editing picklist values.
9. Using Salesforce 1 on iPhone (00:23:35)
This Nugget will discuss what Salesforce 1 really is. We’ll discuss requirements needed to run the app, how to navigate, and how to work within records. We’ll show you how to make phone calls from the app, how to use maps, do company research on your accounts, and work with the related records to a primary object. You’ll learn how to log a call and send emails, and use the iPhone dictation capability to enter data into Salesforce 1. We will wrap up the video with a few notes and caveats related to entering data into Salesforce 1.
10. Using Salesforce Chatter (00:27:30)
This Nugget will cover many of the cool things you can do with Salesforce Chatter. We’ll discuss creating a post, using hashtags, working with topics and favorites, and making comments and then liking and following them. We will also discuss setting up email notifications so you can stay on top of what’s happening with the people and groups you are following. We’ll also discuss bookmarks, searching feeds, and working with groups.
11. Working With App Exchange (00:21:53)
This Nugget will show you how to work with Salesforce AppExchange. We’ll cover the difference between managed and unmanaged packages, how to search for apps using filters, how to install apps, and understand the object limits and how they are affected. We also will actually set up and integrate an app and add the buttons and related lists to a page layout so the app can be used from within Salesforce. Then we will actually log in to the downloaded app from within Salesforce.
12. Salesforce and Google (00:33:49)
This Nugget will show you how to get started with Google Apps in Salesforce. We’ll discuss setting up a Google Apps account, configuring Google Apps domain settings, activating Google Apps service in Salesforce, and setting up Google Apps users. Then you’ll learn how to use Google Docs, associate Google Docs with Salesforce records, install the “Google Doc to Salesforce Browser” button, and how to edit Google Doc links. Then we will set up and use Gmail in Salesforce, and wrap up by showing you how to sync your Google calendar with Salesforce using an AppExchange app called Appirio.
13. Using Data.com To Update and Clean Records (00:25:48)
This Nugget will introduce you to Data.com. You will learn the difference between the two main modules, Prospector and Clean. We will show you how to enable and implement Data.com, and how to set up your page layouts by adding buttons and fields to key record pages. Then we will show you how to find and add accounts and contacts to your Salesforce organization. We will wrap up the video by showing you how to clean up your data within individual records and by using list views to update multiple records at once.
14. Account Hierarchies (00:18:18)
In this Nugget, you will learn about viewing and editing account hierarchies. You will see different ways to view and customize the account hierarchy tree structure, and we’ll take a look at a couple of apps from the app exchange to help with this. Then we will take a look at some tips and best practices for setting up your account hierarchy structure within Salesforce. You will learn how to merge duplicate accounts and also how to import personal accounts from other contact databases.
15. Staying In Touch (00:18:37)
In this Nugget, you will learn how and where to enter activities into Salesforce. We will discuss the lowest level object rule, lookup and drill down links, and “related-to” links. You will learn to use these to store information in Salesforce making it easy to retrieve and prioritize later. Then we will show you how to use activity and email reports to get a big picture view of your calls and follow-up activities, and how to prioritize them.
16. Using Dashboards (00:26:15)
In this Nugget, you will learn five simple and proven steps for creating effective dashboards. We will walk through creating an example dashboard, and add a custom summary formula that calculates the win rate percentage of deals. We will show you example sales management dashboards and example sales rep dashboards. You also will learn where you can download sample CRM dashboards to be installed in your production environment.
17. Workflow Rules (00:23:34)
In this Nugget you’ll learn the definition of a workflow rule. We’ll discuss the three components including criteria, immediate actions, and time-dependent actions. We will also break down the difference between rules, alerts, and templates. Then we will walk through creating a rule, and an alert, and an email template. We will discuss the four automated actions you can set up with workflows. Then we will give you some of the more popular and useful example workflow rules. We will wrap up by touching on how formulas can be used within workflows.
18. Working With Formulas (00:30:45)
This video will walk you through examples of different formulas. You’ll learn about operators, functions, and how a formula can apply to a validation rule. We’ll also explain the different data types that formulas can return.
19. Setting Up An Approvals Process (00:24:15)
This Nugget will show you how “Approvals” can add tremendous horsepower to your Salesforce organization. We’ll define the approvals process and show you the types of automated actions you can execute. You’ll learn the elements included in setting up an approvals process, and we’ll show you how to plan using a checklist of things to consider before set up. Then we’ll show an example of creating an approval process regarding discount percentages on an opportunity.
20. Custom Objects (00:30:43)
This video will cover the definition and creation of custom objects, how to use the schema builder, and how to add a field and perform a few functions with the schema builder. Then we’ll do some editing of the custom object page layout, discuss implementation steps when creating custom objects. Additionally, we’ll break down the different object relationship types and we will wrap up by introducing you to Junction objects.
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