Salesforce Opportunity Stages and Their Probability

Salesforce Opportunity Stages and Their Probability

I’ve seen many Salesforce admins and business analysts struggling with defining salesforce opportunity stages and the associated probability values. Why is it important?

Well, one of the core purposes of a CRM system is forecasting. This means the company needs to understand as accurate as possible how much money they are going to make and thus how much money they can afford to spend. This is called "revenue forecasting". Other forms of forecasting are "post sales resources forecasting" (e.g. how many deployment specialist are we going to need) or "supply chain forecasting". Here are two two simple measures to get to a significantly better forecast accuracy, without even having to use the newer and much more complex forecasting feature.

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Introducing Flow

Introducing Flow

Groove’s mission has always been to help power world class sales teams through more efficient and data driven processes. In keeping with this tradition, and tapping into our teams innovative spirit, we have developed a product that will take our mission to the next level. Groove Flow is sales automation with a personal touch. Before Groove Flow, reps had the choice of reaching out to customers using a manual, time consuming approach or using marketing automation software that made them sound like a robot and often got their messages blocked by spam filters. Groove Flow combines these approaches, delivering the speed and efficiency of marketing automation with the effectiveness of more manual, personalized communication. It allows a rep to communicate with far more customers while continuing to provide superior customer service.

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Introducing Groove History

Introducing Groove History

We're very excited to show you what we've been working on! Groove already made it easy to capture all your important customer conversations and events. The problem is this information was often only used in reports and not to help users every single day. This is why we created Groove History. You can see overview of all the great things you can do with Groove History in the pictures below!

View Activity History Right From Gmail

Using Groove History, you can now view the Salesforce activity history of anything (account/contact/lead/opportunity/custom object) right from your inbox. This means no more flipping back and forth between Gmail and Salesforce to do research.

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Using Google Apps as Email Relay for Salesforce to Remove Via Disclaimer

Using Google Apps as Email Relay for Salesforce to Remove Via Disclaimer

Customers frequently ask us how they can avoid their emails getting caught in spam filters. The trick is to use Google Apps as an email relay for Salesforce.  Even though it’s our goal to provide you with the world’s best Gmail-Salesforce integration, we acknowledge that sometimes you really want to send emails from Salesforce directly. The catch is that such emails look funny when opened in Gmail or other security aware mail clients.  Gmail detects that the email was sent via an email relay that is in the salesforce.com domain rather than your own.  Thus Gmail warns the recipient by displaying the infamous “via ...”caption, which for most people is a clear sign that this is an automated bulk email.

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4 Trends That are Changing Sales

4 Trends That are Changing Sales

Sales has been gradually morphing over the past few decades. Technology has really changed sales and continues to change it today. Although I don't think there will be any drastic changes in sales in 2014, I think we will see 4 trends continue.

1) Product and sales information must be public

The old sales world was about sharing information in exchange for a next step. Holding this information captive allowed reps to hold more of the power. This information is now all online. For most products, including many Enterprise products, you can no longer afford to hide lots of your information from the prospects who are looking to make most of the decision on their own. The sharing of company information is getting even more extreme with some new companies posting all their information publicly including every single customer that starts to use their product or their exact margins.

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Creating Automatic Follow-up Reminders in Salesforce

Creating Automatic Follow-up Reminders in Salesforce

Consistent follow-up is key in sales. This is easy to do if you are not working a lot of leads. The problem is that you need to build a sustainable pipeline, which means you will be working on a lot of different leads and that are all at different stages. This is when things start to fall through the cracks.

To make it easier to manage these leads, it is helpful to try automating your sales process. You can do this easily using Salesforce Workflow rules. This is a very powerful feature that people often don't leverage. You can use workflow rules to provide a better sales experience while also saving time. Here are a few examples of different follow up rules you could implement:

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Is OAuth a Threat to Your Google Apps or Salesforce Data?

Is OAuth a Threat to Your Google Apps or Salesforce Data?

Simply put, OAuth is a way of granting a 3rd party web application access to your private data in the cloud, without having to tell the 3rd party web application your username/password. For example, if you book a flight online using the airline's website, the website might offer to create a calendar event with all the flight data directly in your Google calendar. One way to do this is to tell the airline your Google username/password so they can “log in to Google as you” and then create the calendar event for you. But giving somebody your password is certainly a bad idea.

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