Hidden Treasure in the Inbox: An Xforce Seminar

Hello, and welcome to another X Force Data Summit presentation. Today, I'm happy to have Gale Steinberg, who's VP at Revenue Grid. It's a very interesting product that can go into your inbox of your salespeople and pull out actionable information. This is gonna be a little different from some of the other presentations because Gal's gonna basically do a demo, and I'm just gonna ask him questions. I think the questions hopefully that others would have looking at the demo. So here's Gal.

Hey, Leon. Thanks for having me here. I'm excited to be here in virtually.

Virtually, yes.

So happy to to talk about Salesforce and how we can use data that actually exists. It's communication data. A good example that I'm gonna show here is data that exists in everyone inboxes and sent items to really overlay Salesforce to create to to bring really great insights around, sales process and sales pipelines.

With your permission, instead of looking at a boring presentation, let's look at Salesforce.

Yep. That sounds great.

Yeah. I'm gonna start here, with the opportunity screen. You know, we can see here some opportunities, few of those that are supposed to close this month. Of course, this is all demo data.

But I want to to mention that every company I was in that used Salesforce in the last, I don't know, ten, fifteen years, there's a Monday morning meeting. Sometimes it's Tuesday. But it's always revolved around pipeline, you know, the sales team kind of open Salesforce with the sales leader, and they look at pipe the pipeline. And one challenge that was consistent in every company I work for is that it's not updated, and we can't rely on the data in Salesforce if it's not updated.

Does it sound familiar to you?

Yes, very familiar. I had a place I worked, we had Monday morning meetings too and unfortunately, of the things that happened was they devolved into just what you call here a BS session because there were no facts in Salesforce about what was going on with the pipeline.

So I'm interested in Yeah.

Exactly. And, you know, I'm not saying everyone anyone is lazy. I'm saying sales people is working very **** ** bringing deals and sometimes especially deals that go on call, those list activity kind of stay there. But, you know, the then there's the other side of it.

Right? And by the way, you know, I'm here on the opportunity screen, but you read some kind of a report, a dashboard, something a little fancy that I'm showing here. But the the underline the underline is always the same is how do we get it updated because what happened is, you know, the VP might have a a board meeting. He might have a, you know, meeting with the CEO to go over pipeline.

And the the last thing he wants is everything looks great on Monday with his team. On Wednesday, he goes into his his manager, and suddenly a million dollar vanishes. And sun suddenly, he's under budget, and he needs to explain. He doesn't even know what happened. Happens a lot.

Yes. So what we wanna show, you know, hey, where is this data? Actually, is really good communication data that exists outside of Salesforce. You know, existing Outlook, Exchange, g Suite, whatever you use for email, you know, telephony system, if you if you connect though that into your organization. And instead of this view, imagine we can show you this.

Right? Now think of that VP sale that suddenly, oh, this opportunity that's supposed to close in a few days but is in early stages or maybe there's, you know, things that have gone wrong there. It's in red. It pops out.

Right? But not only that, you can actually see are we engaging the people, what kind of effort. We are taking data, okay, that exist. And again, I'm showing my product here about the company my company, Revenue Grid, but it can be really you can do it in Builder.

You can do it anywhere in in other ways. But the whole idea is can you bring data that actually exists in your organization, overlay to Salesforce, and help the team actually get much better insights on on where they are on sales. And, you know, we can definitely see here a few opportunities that I'll probably want to open and talk to my sales team and ask, hey buddy, what's can you tell me what's going on here and let's look and let's see what we can do better on that.

Yeah, especially that first one's a great example, a huge amount of engagement, you know, bombarded the customer with emails, had meetings, but you don't have anything scheduled yet.

Forty percent is probably really high and certainly it's not gonna close in six days unless some miracle occurs, right?

Exactly and let's look at this one. Also another one with a lot of effort also in six days, big opportunity in our pipeline. Let's open this one. Let's let's kind of dig into that and and look further with your permission.

So I'm opening this, and what we do is we take data that exists in in in exchange and try to estimate the effort we're putting there and look at the activity that is happening. Right? And, again, you know, there's other ways to do that. You definitely can do it with process builder or other tools.

So what we can see here is we can see we put a lot of efforts. We had a bunch of meetings with the customer, but the last meeting we had with them was in January, when April.

The last inbound email, right, do we want to see that they're communicating with us? The last inbound email was for February twelfth.

So I think, Lennar, you know, our sales team here just didn't update it, forgot to move it or close it.

It's it's in the pipeline. We don't want I don't want my VP of sales to go to the CEO and say, you know, hey, pipeline looks great. Here, we can see very clearly by bringing information that doesn't exist in Salesforce that this opportunity went cold.

Right, and the interesting thing about this is you're not looking at the content of the emails, you're just looking at who sent it, right?

And clearly after February this lead has gone cold, opportunity is All I see here is that the customer, you know, in in a long time didn't send the prospect didn't send a single email back.

And we can see the salesperson well, he did his job. You know, I made the you know, I joked earlier, but he did his job. He's he's trying. Yeah. He's trying. He's probably, you know, making false. He's emailing, but the he's not getting a reply.

And, you know, the what he needs to do is make sure that this is either closed or pushed, but definitely, you don't you don't want it, you know, in in this closing in six days, and I've seen that. I've seen this happening in every company I was in. I've seen those opportunities.

It's based, like the sale in Hollywood, based on a true story, right?

Yeah. This is kind of a zombie.

If we go to Hollywood metaphor, this is kind of a zombie opportunity, Exactly, exactly.

It's cold and there's no way and it's in the pipeline. So we wanna make sure that we talk to the salesperson, make sure that, you know, the story that we see here is correct, guide them, and ask them, you know, what can what can we do? Let's let's say, you know, let's strategize. But in this case, we'll probably move that.

Right. So that's that's one example. That's one example. Let me show you another one very similar from you know, we saw the the same one needs to close in a few days.

And in this case, we actually have incoming emails. We have meetings. We had a meeting actually here today and another one last week and a few days before. So, obviously, there's engagement.

This this is an engaged customer, so it doesn't look that this is wrong. Right? Right. So something it still wasn't red.

It's still there's something that still triggered our our rules to say, you know, let's let's give it another look.

So, Gal, why are the why are some of the why are some of the green the green is customer inbound emails. Why are those so high? Is it because the customer responded quickly?

Or That's actually because they didn't respond quickly.

That's actually Oh. Okay. The high the high actually means it's actually a good it it's email that looks like it is a lot of emails. Okay?

A lot of Great. But we try we we actually try to say, you know what? An email it takes time to write an email. The longer the email, the more engaged the email.

You can see that it it actually will, you know, will estimate it takes longer to write.

And based on that, based on the fact that it looked like these are serious emails, people put time and effort to write them, we'll estimate that the effort is higher. So it can be the multiple emails or go back and forth with questions, answers. And based on that, we estimate that there's real engagement here going.

So the the the higher the the green line, the more engagement you see here.

Ah, okay, I get it. Yeah, that's smart. I mean, and that's something that you'd get by digging a little deeper into the inbox of your salesperson.

Again, it's not artificial intelligence, it's just, you know, trying to gauge It's actually, know, everyone talks about AI.

This is business rules. This is business rules. This is how can we capture business rules with less intelligent and more process. This I would say, yeah, there's high intelligence behind it, but it's really around capturing processes, understanding how a company operates, and and using that to identify trends.

Right. Yeah.

But AI can just be the NI can just can enhance it, but it doesn't replace, you know, just good business rules.

Yeah. When you when you we had talked a little earlier before we started recording the presentation and I thought, oh, if you said your tool, your product goes into the inbox and I thought, oh, you're going to be looking for certain keywords and all that, but you're just looking just, I mean, I think rightly so looking at, you know, judging quality by reasonable metrics that if somebody writes a longer email, they care a little more.

Exactly. Exactly. And it might be, you know, questions, maybe, you know, they send him some screenshots from from, you know, asking questions, trying to configure, etcetera. But, you know, so why aren't we closing this in a few days if everything looks great? Let's look here at the next step that we added here.

Here, we do something super interesting. We're actually looking at not only that there are emails, who are in the emails, and do we have them on our company or, of course, the in the the prospect. Are we do you know, are we communicating with the contact roles we have in Salesforce?

So when I'm going into here, I can see very, very quickly that we have one person on our company that's you doing a lot of work with one person, with the with the the prospect. And what's one thing really comes up here. We're putting six, you know, the six hours of communication meetings with an evaluator here.

If I go down here, I can see the decision maker twenty two minutes. Obviously, we are not putting enough effort into the decision maker while we are talking to an evaluator that you know, here's a scenario that might happen here. Right? That we're talking to, you know, an influencer.

It can be maybe the you know, in our world, we work a lot with, you know, Salesforce customers, for example. It can be a Salesforce admin to continue asking questions. How do I set this up?

You know, he wants to make sure that everything is great and he keeps you know, we're working on a lot of customization. And until he feels this is ready, he will not put us in front of Marcus, which is the decision sorry, Sasha, who's the decision maker here. Right? So so we we definitely putting a lot of time with the value.

At some point, when you say, you know what? We we put everything. You know? You know?

You look happy. Can we can we move to the next step? But I do want to show you again, let's use this data. Let's use the data from our from mail data.

Right? And again, Gmail is it can be Gmail. It can be Outlook, Exchange, Office three sixty five. But let's remove anyone that's not in a two.

Right? So if I remove, I I I go and dig deeper and say, you know what? Let's filter out. No.

Anyone that's not in a two line or not sending, now we see one person talking to one person.

Now we know we are not getting to the to the decision maker. He wasn't CC. He knows what's going on. But we need to get to him now to if if he want to close the deal, this will not close in six days otherwise.

Right, right. So one thing I will have to say is what's very clear is that your tool helps address the issue of people not updating the pipeline, but you need a couple things to make it work. One is a really well defined, well staged sales process. I mean, we've got one, two, three, four, five, six. We're on the seventh stage here. The second thing is your contact roles, right? I mean, we only know that Torsten is an evaluator because you got a a role for him.

But if again, it's it's again about the business process. If our business processes, we need to define a role. Okay? Right.

We can create a rule that says, hey, you know, an opportunity for Burlington textiles, you didn't define the role. And you know what? I actually can show with you when we if I go back to GenePoint generators here And I'll go to the engagement tab, which I'm gonna show in a second for for Burlington textile. So this is one of the examples here where we wanna make sure that we we capture those roles.

And we'll see in a second that the role here is not captured. So you can see here, this comes in red because we did not capture those. When we open this, immediately we see, oh, yeah, we're missing those. So we can go and and define those those contact roles because here right now it's it's it says it's not defined.

But this is an example. Right? Let's go back here to to this one, and I actually I do want to go to the screen Where in this case, we actually do have them them involved. We already saw that.

But I want to show here we can actually again, you know, we create the screen in Salesforce mirroring what's in in Google or in Exchange or Office three sixty five, we can see for all the way to like, hey, what documents did we send out? So even with the VP sales, I can ask, hey, I wanna see, hey, did we send an agreement yet? Did we send a so I can see we sent a price quote yet.

But, know, if if this requires maybe, like, a a contract that did not go out. So, you know, when the deal decides, maybe, you know, we are we already need to send a contract. It has to go to legal. If this didn't start yet, we know probably this stage takes x time, there's no way we can we can, you know, close this in six days.

Yeah. Absolutely.

So in your some place in the definitions of this tool, you have to put in, okay, here's what this document is a price quote and but this is our document staging. Yes. Are you right?

Exactly. Exactly. And some, you know, you know, and and like many thing, it's it's part art, part science.

From the art perspective, you know, the the VP sits with the salesperson, can flip through that and say, oh, I can see that the quote sorry. That that there's no contract that went out yet. Where are we on that? Because he knows the type of of documents, and he knows what's going on.

So that's where you know, that's sales sales is part of quite science. We try to help this at least, you know, with the science part to make it a little structured. So let's let's introduce but before before that, I want to show some other things we can see on this screen, for example. Yeah.

We can see a summary of, you know, when was the last activity. This one, it looks good because it was today. But we can see we we are a long time in this stage. And we can see that the this a the age of opportunity is longer than what we want for opportunity this size.

That's why it's in red. We can see when do we we start engaging.

We can see, you know, the last attempt was today, so that's good. But we can see a lot of parameters here, a lot of things that tell me how what is happening and how we are doing, all all the way to, hey. It takes a long time. Six days takes the the response time from outside. That's probably something I want to talk to my sales my salesperson, you know, why is it taking six days for them to to to answer this this prospect?

Yeah.

Now from here from here, let's go to the next screen. And behind, you know, behind this and I think you already you already kind of got that. Behind all of this concept, there's business rules.

Right? And, really, this whole idea here is, can we take a a strategy? Comp some companies have a very formal one. They call it the playbook.

But sometimes it's a very informal one. You have a VP sales that, you know, make sure that, you know, people know that he expects them to send a follow-up after a meeting even if it's not written anywhere.

Right? But people know what what to expect. If it's written great, it's much easier to onboard, it's more scalable. But even if it's informal, that's fine. You can still break it down into little steps.

And those little steps can be things that you so a kind of a process that you need to follow or things that you want to to get attention for. An example can be and, again, this the whole idea here is those the information for those steps doesn't exist in Salesforce.

You know, we started the conversation by saying how people don't update it, and this is something that by looking at at other systems, we can we can bridge the gap by saying, look at this. You actually sent out an agreement for customer x. Right? But they didn't open it. Right?

So so you can tie in external systems to get really nice insights.

Another one is here at the top is you put a lot of effort, again, by summarizing meetings, emails into a deal that's rather small.

Maybe at this point, we need to kind of, you know, push to close this one. Right.

You know, let's let's look at some some other some other one that helped me sell better. Right? Here's one where I sent an email maybe to a prospect And they didn't reply. Right? So sometimes those things just fall fall fall between the correct. You email, you expect a response, the response doesn't come.

Sometimes you put you you remember to put a task in Salesforce, sometimes you don't. But here, we don't need to because, automatically, we can we can look at your sent items at your inbox, see there's no response in five days, and and because you chose if five days passed to they did not get a response, I want to now follow-up, we can pop up this alert. We call it a signal. We call those sales signals.

The more Some of them are negative, some of them are positive. Basically, they drive those red colors that I showed you when we started the meeting.

Right.

Right. So it's not just one or two things. It's the combination of a number. You get in the red by a combination of negative signals.

You get in the green Yeah.

Or maybe By process maybe one that just says, hey. You know you know, it takes about a month to to to be you know, to to negotiate a contract in procurement for a big deal.

If That's right.

You are if you if you didn't start the negotiation stage yet, there's no way you can have a close date less than thirty days. That can be a signal. Okay?

Right. Yeah.

Another signal can be, let's go let's let's take a completely different subject. Use customer service. Another signal can be a customer service email came in, and you didn't reply within twenty four hours. Right? And, you know, you're supposed to reply within twenty four hours. So it can be not only on sales and opportunities, it can be on on other objects like cases.

Yep.

Now is does that come bundled with your tool, those things, and and do you give the the person configuring it a list of a set of things that they can either turn on or turn off?

Or or am I starting from scratch if I'm putting your if I'm We do.

On our tools, we do. But as I as I mentioned, you can use our tool or can can capture something like that using other tools or using a process builder. Sure. What I'm trying what I'm trying to to meant to just say here, the data exists.

Take the data. Okay? Yeah. Take the data and use any tool you want. Yeah. But take the data and help the the sales team capture, you know, be more productive by highlighting things.

You know? I I work with partners. I send a lot of emails, and, you know, I do the same thing. I want to know if I sent an email and sometimes it passed and I didn't get the response.

I want like I I use this to remind me, hey, you know, time to follow-up. Right? Right. And and here's where the, you know, art and science come in.

Sometimes you say, you know what? In this case, right now, in this situation with COVID nineteen, I'm backing off a little bit. So maybe I'm waiting a little bit more until the next email because I definitely know that people are on holding patterns. Right.

But still, it really helps capture and think of this new sales guys come into the company.

He he, you know, he gets like the the the the informal or formal talk about what the process is, but this really helps him kind of be on track and knows what he's expected to do next in each step.

Right.

And I do want to mention earlier, you mentioned the AI. AI may may kind of do a lot of crunching and say, you know, based on it, maybe the next suggestion is this step, but this is not AI trying to tell people how to sell. This is people saying how do you want to the process to be and let the system follow that process.

Right. Yes.

Yeah.

I see the difference.

Cool. So this is this is really around around take this big sales strategy, you know, turn it into small small discrete steps Yeah. And help people be on top of of the process and find things that you want, you know, things that are changing and happening, and you want to pop up for attention like you sent an agreement, it wasn't signed, you know, you want you wanna make sure that you you, you know, pick up the phone and follow-up, etcetera.

Right. Yeah. And think throughout this, I'm really getting the flavor of smaller, more discreet steps in your sales process stages, give you more places to hook in, give you more hooks where you can say, hey, are we moving forward or not moving?

Exactly. And and what and this and this feeds this feeds this. These are aligned.

Right.

Because if you if you really follow, you know, those steps, you know, the result is here, everything will be you know, they might have some color, but that's because there's there's issues that you need to solve, and maybe you want to bring attention with your VP. You want to create this transparency. And I think transparency is really, you know, help you know, very important right now. Everyone working from home, you know, the VP wants to know if his team is working, and, you know, the the salespeople want to show that they're working.

Here Exactly.

If I'm a I'm a very busy salesperson, I'm trying, I'm trying, I'm sending a lot of emails, my VP can actually see that and it's more it happens more into strategy and brainstorming instead of why didn't you fill this why didn't you fill this field.

Yeah. Exactly.

So this is the kind of the this whole concept. Now I want to to mention to talk book about, you know, regarding productivity in in email. Right? We mentioned how we can look at this external system, but let's let's try and help the sales team also be more efficient when they want to update Salesforce. So let's let's open Outlook very quickly.

Now I need to move on the video of me and you here. But the idea here is, you know, that's the the you know, there's Altools and other tool, but ideas like, yeah, you know, people work in email. They send email back and forth. And many times they miss updating Salesforce because very simple. They they forget to go open Salesforce, update it there. So that tools will bring Salesforce into your inbox. I'm using Outlook here, but, you know, some similar tools work with g Suite, Gmail, or others.

Although, don't think the others between now between, you know, Microsoft and Google and market right there, isn't it?

Yeah. Yeah. Yeah. But but I want to mention here, you know, here look at it.

You you can see here I'm hovering over an email. I can see everything related. I can see the, you know, an over end opportunity, contacts, accounts, cases. So if I want to, you know, make a quick change, maybe I drop an email, maybe I want to to log a call, I can do it straight from Outlook very quickly.

You know, maybe these guys did come back, right, and say, you know what?

Sorry for not answering. This is the same example from earlier, right? Sorry for not answering, but you know what? This will have to be for next quarter, but you know what?

We'll make it up to you. We'll we'll make it a bigger deal. Right? We're gonna we're gonna we're gonna do it for instead of six hundred thousand, eight hundred thousand.

Great news. I can update Salesforce, and I don't need to to remember to go into Salesforce, and I'm not gonna get recommended at my at a Monday meeting for not updating because as I'm communicating and, know, I have with email, I have everything in front of me, I was able to do this change very quickly straight from from Outlook.

That's pretty neat.

Yeah. So and anything from login call, and I can, you know, go click here and, you know, if I need to add a task or, you know, add an opportunity.

Everything is everything is my fingertip my fingertip, and, you know, if I need to quick add in quick call notes, everything is here.

If I want to schedule a meeting, and again, there's other tools, but there's, you know, tools like Calendly and time trade, and, you know, we have some features around that. Like, if I want to answer and, you know, either provide some time slots I'm available or provide the link where they can click like we scheduled the call you used currently for that, which is a great product as well.

Right here.

Click click that, schedule the meeting. Again, the the the the less friction we can do, the more the more easier we can do it for the customer. For the salesperson, will be will work smoother and also have Salesforce updated.

Yeah. What Gal is referring to is to schedule all the virtual conference sessions here. I just sent out a Calendly link and had my time, you know, that was connected to my calendar. And I've used that before but not to this degree and it's incredibly much more convenient for both parties. I think finding things like that in your sales process will really help.

Exactly. So we have very similar tools here either to create a link. And for example, I can create a link where to show where I'm available, and maybe I will need to add in a a sales engineer, and maybe I need to add in, you know, my manager because it's, you know, we're talking to someone, like senior in another company. And easily, I can create a link where the three of us are available or some time slots where the three of us are available, and that really makes life easier for the customer instead of going back and forth. And you know what? I I hate when if I if I don't do that and they come and say, hey, you're available Monday at eight and I have another really important meeting on Monday eight.

Instead of moving that, that just makes life Well, then it's five emails.

It's something I use a lot.

How about Tuesday at three?

Well exactly one thing about Calendly that I believe I'm not a power Calendly user but I believe it's hard to schedule group meetings in Calendly right?

It's it's easy to say here's my calendar, but if I want to say here's my calendar but I also wanna involve sales engineering, I wanna involve the VP of sales, that's much more difficult.

I believe you're right. I believe you're Although, you know, maybe it maybe it changed.

Yeah. But I know, like, here we, you know, we have a feature where you that we can do it easily, and I know the other tools that do that as well. So do your research, but you just want to make sure that, you know, those two really help your sales team.

You know, don't waste time to, you know, find a meeting easily, click, and that's it.

Let's move some to other other productivity saving that involves email, and so so I'm gonna go move back to Chrome here.

And I wanna show here again, go back to the tool we showed earlier. Right? So now that we saw we saw that we can sync everything, and the the sync the the thing that I showed you, it doesn't have to be in Salesforce. You can either index it from outside or you can use one of those tools to bring it in.

But I wanna show you here, there's more things we you know, that can be done with this data. Like, for for example, when I look at the team view, I can see the product the whole team productivity. Who's generating meetings? Who's generating generating inbound emails?

Who's getting responses? Right? And if I'm gonna dive into our our fake persona here, Roger, that we showed earlier, I can now dive into him. I can see his activities, his opportunities, and, you know, the amount of effort that he's putting in here.

I can even see some stats about his email productivity and and and you can add in other, you know, we can add in other, you know, if if the company is integrated, there's some great tools like like Netterbox or SMS three sixty where, you know, you can add other communication, phone communication, text messages. You can you can pump those into this type of solution to also add it to the communication channels that you're looking into.

Right.

Yeah. There's a lot of SMS is so widely used for that, and we don't capture it, you know, for a simple back and forth.

I think even like simple, like Twilio and other other tools at the most basic have plugins for Salesforce, so you can at least track that a little bit.

Exactly. So if if you add that into your communication, as as long as there's some APIs and use some corporate tool, you can add those and also add this to the conversation.

And the last thing I want to say is to talk about for productivity is email sequences.

Email sequences, when you instead of sending one email and, again, you know, this is part of the tools we are offering, but there are other tools that do that, like high velocity sales from Salesforce, Outreach, or SalesLoft.

But what I the whole idea behind it is, instead of sending a single email, let's create a sequence of emails.

And it might be that I'm sending, in this case, in this example, there are there's email for day one, for day two, day three, and day five. In reality, it will probably be something more like day one, day four, day seven, day fourteen, and, you know, maybe a series of seven emails. I was looking at the other day with one of our reps, and, you know, the the the reply rate on one email, the first one she had was three and a half percent.

Okay? But the reply rate on a sequence of six, seven emails was twenty one percent. That's hundreds of percent percentage better getting through. And you don't need to to remember to send the second email or the third email.

Right? If someone replies, it will stop.

So you need all you need to to make sure is that you you automate this. These are not marketing emails that come with HTML. These are email that will look like like an email from me to you, Laurent.

Right. Yeah. That's important.

I can yeah. And I can go and I can fine tune and make sure that, you know, the con you know, maybe add stuff regarding to conversations we had.

But but the the underlying here is it create you know, you go if you go from three and a half percent to twenty percent reply rate because you had seven opportunities for the person to not get busy and answer you. And, again, the assumptions here is some people don't answer because they were just busy. They wanted to, but they forgot. And, you know, you know what happens?

After after twenty minutes of not answering, your email's already in in page two and page three and page four. Right? Go go figure. You know, sometimes it's like, oh, someone send me an email.

I want to wanted to come back. Oh, but then when they send it when they send again, yeah. Yeah. I meant to I meant to answer you.

It just bubble up to the top of your inbox and hundreds percent of improvement on reply rates.

Yeah. And especially, mean, the Outlook example you were showing a minute ago, it's a follow-up from a conference.

Well, somebody gets back from a conference, they're busy.

So and they, you know, your email goes down to the pile, bottom of the pile.

Not not in that, on conference is a good example where I tell the teams, you know, even if the person says, you know, email me on Monday, don't email them on Monday. They'll come back on Monday and they'll be piled up with with things that they need to do in the office.

Right.

You know, at least wait till the middle of the week or sometimes, you know, with first email, then the next email in the sequence can even be, you know, the week later.

But then but then then send two or three together in the same week because when people come back from a conference, even if they they had good intention, they sometimes just don't remember didn't remember how much how much things piled up when they left the the office. Right.

However, right now, there's no conferences. We're all working from home. We need to use email more.

I think I think the email I I see my inbox way more crowded. I don't know about yours.

Yes.

I get way more emails right now.

Yes.

So I feel that this is even even needed more right now when the email became a very crowded space.

Right. And the other thing is that I think that most people are people are sitting at their desk doing their email now versus so I think I think people are probably texting less than they were before. You know, texting is, you know, I'm I'm going somewhere and I'm back and forth. I'm gonna have a quick a quick reply. I don't know if that's the case but it's certainly true for me. I mean I'm sitting at my desk all day. I'm not out you know traveling or doing anything else so email assumes an even greater importance in how I do business.

Yeah. I definitely get more right now and I think to get through you might need to send more emails. So using a tool that generates sequences will help you get get through make the sales team a little more efficient. And if you tie it to those signals that I showed earlier and, you know, and again and and more important, you know, bring all this information back into Salesforce.

Bring all this information. Whatever tool you use, make sure that it's that the information is captured back into Salesforce so, you know, there's one one repository. And, you know, if the person replied, you can see it and you can tie it to those, you know, to the this sales process they showed earlier, to the pipeline, everything has has creates a much better picture. And at the end, if you go and everything you look looks in green, you know, you look great, the company look great, you know, the CEO looks great and, you know, the board will be happier.

Yeah, absolutely.

So I think that covers most of the stuff that I had prepared. Do you have any questions or I don't know?

I think I asked all my questions but I guess guess I just keep going back to this works if you have a well defined sales process is what is what is the take home that I'm getting from this. Do you think that it's not a tips and tricks sales process, it's well defined stages and a concentration on moving from stage to stage to stage and understanding if you're stuck in a stage or even if you go backwards from a stage, trying to capture that information. Is that fair?

So so from my experience, every company has it. The only difference is in some companies, it's written down. It's very it's like a it's like a guide, a playbook. In some companies, it's it they have it.

They have those steps, but it was not like well defined, but, you know, they have Salesforce. They have to define some steps. Okay? Sometimes it's more of an art than a science where, you know, the the VP never never wrote it down, but he has a one zero one and everyone knows their their expectations.

So whether you have it written down or you have it informal, you can still capture that. And you know what? You can start with simple. You can start with simple and say, you know, let's just define a basic set and start with that and see how it goes.

And as time evolves, seriously, like any any self implementation, as time evolves, you say, okay. You know what? We're ready now to the next step. Let's add some more rules or some more tools.

Right? I think you can evolve it from simple, and as you as you strategize and you say, you know what? It'd be really cool.

You know, maybe a salesperson again, maybe a company would think the less formal, but a salesperson, you know, on a Monday meeting says, you know what would be really cool if, you know, if I you know, when I send this this agreement, when they open it, I know about it, and I can, you know, make make you know, call them the minute they open. Yeah. So now you can add that into those into those signals.

Right?

Right.

It it can be something that's that evolves naturally and start with some kind of a template, or it can be companies that have it already written down, capture their those, and and and again, you you take the business process and, you know, define it into small steps that you can follow.

Yeah. And I think I think what you're saying start small, especially I I mean, I don't know about you when you look at Salesforce orgs, but most of the Salesforce orgs I've looked at, the data quality could always be improved.

Lead your example of contact roles, we got to have, you know, we have to have the decision maker and we have to have the evaluator defined for all accounts.

Put that in your rule however however you create a rule or however you wanna enforce it and run, you know, run reports or do whatever to get your signals.

But until you have those didn't have that here.

Even let's look at this example we had earlier. Even if we didn't have it here, but we opened it and I asked the sales the sales, you know, mister salesperson. Right? Right.

Mister account exec. Who's this guy? Who's Tristan? Oh, you know, he's the Salesforce admin. Okay.

Now we know. Okay. Even if it's not written, now we know. Right. That's Yeah.

Next time, can you just put in Salesforce, but let's look, you know, let's look who's who's here, you know, what's this guy's role? What's this girl's role? Oh, you know, this guy is this guy is, you know, the, you know, their IT director and he owns the budget. Oh, he's a decision maker.

Let's try and get more. Can can you try and get him on the next call? Yeah. You know, it can it can be again, take take take the science and the art to that, have some conversation, the same as, you know, people move from, you know, waterfall to agile development, have conversations, strategize, and then you can say, you know what?

I think it will help next time to know who those are. Let's make sure we have a rule that if they're not defining Salesforce, then, you know, we have a signal that tells us that we need to we need to define it. And it can so those things can evolve in time and improve.

Yeah. That's a good point.

Well, do you have anything do you have any closing I think everything I want to I want to cover, I think, you know, from a from a summary perspective from me is, you know, that really is this data exists.

This data exists. It's in it's in other tools. Right? And if you don't have if you if your team doesn't formally, know, put it first of all, bring tools to them that help them.

You know? Right. A side panel, you know, an automatic sync. Outlook actually does complete automatic sync to from from your email to Salesforce.

But even if you do want them to do does a manual sync, it's it's great as well. Help them, you know. Bring those tools for them. Second is use those do use the data for better decisions, and that's super important.

And and use this data to exist to make those decisions. Many time, it exists. Just need to make sure that you can, you know, overlay that and and create this kind of x-ray. I like to to refer to it as an x-ray.

Yeah. Because now you can really dig deeper and by bringing those information from different systems, and and now you see where, you know, where you are on in in the process. So it can really improve. And, basically, what what we like to say on this is if you do that, suddenly, you know, all your sales team will will work like the top the top people.

You won't have any, you know, bottom, you know, sales force because you really help Yeah. The people that struggle, you know, be on top of the game and really execute like your top sellers.

Yep. I I can see that through this process, how that would really facilitate coaching.

Absolutely and I think in this in this case we can get take some maybe questions from the crowd.

Yeah yeah I think if there's a we will be having some sessions over Slack so at that point we can definitely absolutely do it but I want to but before that happens I want to thank you so much Gal for your presentation and your really, your walk through and your insights into the sales process.

And Absolutely.

It was very interesting to anyone wants to to reach out and, you know, kind of, you know, get some some guidance from us, We're happy to to to chat.

So here's my my email, and I'm available through LinkedIn or through my email. And happy to to be in touch with people that are watching this session.

Thank you, Gal, and thanks for Thank you for having me.

Yep.

Thank you for having me. Next time, I hope it's in person.

Absolutely.

Thank you very much, Leonard.

‍