What this book covers
Chapter 1, Preparing for Success, outlines the foundations for the success of any Sales Cloud implementation and how you can ensure success on your project.
Chapter 2, Defining the Approach, walks you through the important upfront decisions that define how you approach the delivery of your implementation. It introduces the Salesforce Application Lifecycle and outlines your development methodology, testing, development environment, and change management options, allowing you to shape the delivery of your implementation as you need.
Chapter 3, Design and Build: The Core Sales Process, focuses on how to gather requirements and design a Sales Cloud Solution that enables your organization’s core sales process. It starts by introducing some common sales frameworks to give you the language and understanding to be able to collaborate with sales stakeholders. It moves on to how to gather the details required and then we step through the data structure that is available in Sales Cloud and what it is designed for.
Chapter 4, Design and Build: The Lead Generation Process, focuses on the process before the core sales process and how the leads are managed. Again, we review common frameworks, gathering requirements and the capability available in Sales Cloud.
Chapter 5, Design and Build: Sales User Productivity, explains all the Sales Cloud functionality that is available to increase your sales team’s productivity so you can select what is appropriate for your use case.
Chapter 6, Bringing Data into Sales Cloud, guides you through how you load data into Sales Cloud and how you go about planning your implementation data migration.
Chapter 7, Getting Sign-Off, explains why sign-off checkpoints play a critical role in a successful implementation and ensuring you take your stakeholders with you.
Chapter 8, Executing Testing, builds on the testing planning that was discussed in Chapter 2, Defining the Approach. It walks you through the practical considerations so you can feel confident in executing testing.
Chapter 9, Executing Training, also builds on the training planning that was discussed in Chapter 2, Defining the Approach. It provides you with practical considerations so you can feel confident in executing pre-go-live user training.
Chapter 10, Deployment Planning, explores how to approach deploying the functionality that you have built for your stakeholders in a way that minimizes the disruption to them.
Chapter 11, Territory Management, reviews the capability Sales Cloud has for modeling more complex people structures.
Chapter 12, Modeling Additional Processes with Sales Cloud, shows you how you can go further with the standard functionality or extend it to capture information and support processes that are bespoke to your organization.
Chapter 13, Common System Integrations, explores the types of systems that are commonly integrated with Sales Cloud and reviews the considerations and ways these can be approached.
Chapter 14, Extending with the AppExchange, guides you through how you can deliver system requirements by adding third-party applications that tightly integrate with Sales Cloud. We start by considering the paradigm of buy vs build and then, we move on to how you can approach gathering information and selecting an appropriate tool.