Book Image

Salesforce Sales Cloud – An Implementation Handbook

By : Kerry Townsend
Book Image

Salesforce Sales Cloud – An Implementation Handbook

By: Kerry Townsend

Overview of this book

Salesforce Sales Cloud is a system rich in functionality, addressing many sales business challenges such as sales productivity, forecast visibility, and sales enablement. However, unlocking the full value of the system and getting maximum returns pose a challenge, especially if you’re new to the technology. This implementation handbook goes beyond mere configuration to ensure a successful implementation journey. From laying the groundwork for your project to engaging stakeholders with sales-specific business insights, this book equips you with the knowledge you need to plan and execute. As you progress, you’ll learn how to design a robust data model to support the sales and lead generation process, followed by crafting an intuitive user experience to drive productivity. You’ll then explore crucial post-building aspects such as testing, training, and releasing functionality. Finally, you’ll discover how the solutions’ capability can be expanded by adding and integrating other tools to address typical sales use cases. By the end of this book, you’ll have grasped how to leverage Sales Cloud to solve sales challenges and have gained the confidence to design and implement solutions successfully with the help of real-world use cases.
Table of Contents (20 chapters)
1
Part 1:Building the Fundamentals
7
Part 2: Preparing to Release
13
Part 3: Beyond the Fundamentals

The Lead Generation Process

The lead generation process is often simple to describe in steps but complex in terms of delivery and departmental responsibilities. This function can be fast paced and high volume with stretch targets. As a business scales, a lot can be demanded from the tools that support this process.

This chapter gives you the tools you need and the confidence to explore, understand, and document how your organization generates business, and capture the associated requirements. We will explore the similarities and differences between lead generation and demand generation, and then consider how they apply in both a business-to-business (B2B) and business-to-consumer (B2C) context. This will help you understand the differences between the two and inform your conversations with business stakeholders. We will then review the capabilities in the Sales Cloud that support lead generation.

Our focus in this chapter will be on two main objects, Leads and Campaigns, and...