Hidden Treasure in the Inbox: An Xforce Seminar

Gal Steinberg, VP Partnerships & Alliances at Revenue Grid, showcases the strategic advantage of linking external email data with Salesforce.
Leonard Linde
Keynote Speaker
Gal Steinberg
VP, Revenue Grid
Areas We Will Cover
Email Marketing

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Hidden Treasure in the Inbox: An Xforce Seminar

In this in-depth discussion and demo, Gal Steinberg, VP Partnerships & Alliances at Revenue Grid, showcases the strategic advantage of linking external email data with Salesforce. Team data reveals essential details about the sales process, such as date of the last contact, frequency of communication, name of key decision-makers, and timelines. Automating the connection between email and Salesforce drastically improves team efficiency while maximizing Salesforce capacity to provide actionable insight.

This video will benefit anyone who wants to get the most out of their Salesforce data, reduce the administrative burden on sales teams, and learn more about the benefits of automated data transfer. With these insights, customized to your organization's unique business rules, you can take action to optimize your sales process, view the latest actions of your team members, and work with sales agents to expedite file completion, develop new strategies, or move on to a stronger prospect. Best of all, you can rest assured your customer data is up to date and complete.

  • Importance of updated data in Salesforce [00:02:00]
  • Reimagining Salesforce with integrated sales data from email [00:03:19]
  • Using integrated data to identify sales opportunities or gaps in the sales process [00:04:32]
  • Taking action on data, like closing or pushing a file [00:06:34]
  • The necessity of good business rules to create actionable data [00:10:00]
  • Using Salesforce to improve data detail to drive decision making [00:10:46]
  • Identifying sales stages and pending items [00:14:42]
  • Using integrated data to find customer-specific insights to improve strategy [00:17:06]
  • Connecting email to Salesforce to improve sales team efficiency [00:24:51]
  • Creating an automated overview of whole team productivity [00:30:11]
  • Developing email sequences for automated contact follow-ups [00:31:27]
  • Importance of a well-defined sales process [00:37:01]

[00:00:00] Hello and welcome to another X-Force data summit presentation. Today I'm happy to have Gal Steinberg, who's a VP at Revenue Grid. It is a very interesting product that can go into your inbox of your salespeople and pull out actionable information. This is going to be a little different from some of the other presentations because Gal's gonna basically do a demo and I'm just going to ask him questions. I think the questions hopefully that others would have looking at the demo. So here's Gal.

Thanks for having me here. I'm excited to be here virtually.

Virtually, yes.

[00:01:00] I'm so happy to talk about Salesforce and how we can use data that actually exists. It's communication data. A good example of that I'm going to show here is data that exists in everyone's inboxes and sent items to really overlay Salesforce to create, to bring really great insights around the sales process and sales pipelines.

[00:01:17] With your permission, instead of looking at a boring presentation, let's look at Salesforce.

Yup. That sounds great.

Yeah. I'm going to start here, with the opportunities created. You know, we can see here, so I'll put you on a 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, 15 years, there's the Monday morning meeting. Sometimes it's Tuesday, but it's always revolved around pipeline. You know, the sales team, kind of open sales pros with the sales leader and they look at pipeline.

[00:02:00] In one challenge, it was consistent in every company I worked 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?

[00:02:07] Yeah, it's very familiar. I had a place I worked, we had Monday morning meetings too, and unfortunately, one of the things that happened was they devolved into just a, well, you call here a BS session because there were no facts in Salesforce about what was going on with the pipeline.

[00:02:27] Exactly. And you know, I'm not saying anyone is lazy, I'm saying, the sales team is working very hard, while bringing deals and sometimes, especially deals that go on call list activity kind of stayed there, but you know, then there's the other side of it, right? And by the way, you know, I'm here on the opportunity screen, but you'll need some kind of a report or dashboard.

[00:02:53] Something a little fancier that I'm showing here. But the underline is always the same, is how do we get it updated? Because what's happened is, you know, the VP might have a board meeting. He might have a meeting with the CEO to go over the pipeline. And the last thing he wants is everything looks great on Monday with his team. On Wednesday, he goes into his manager, and suddenly a million dollars vanishes and suddenly he's under budget and he needs to explain and doesn't even know what's happened.

[00:03:24] Happens a lot. So what do we want to show? You know, Hey, where is this data? Actually, there's really good communication data that exists outside of Salesforce. You know, exists in Outlook, Exchange, G Suite, whatever you use for email. You know, the Linux system, if you connect that into your organization.

Instead of this view, imagine we can show you this.

[00:03:53] Now, think of that VP's tale that suddenly, Oh, this opportunity that's supposed to close in a few days. Well, there's an early stages, or maybe there's, you know, things 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?

[00:04:16] We have taken data that exists. But again, you know, I'm showing my product here, by my company Revenue Grid, but it can be really, you can do it in Process Builder. You can do it anywhere in other ways. But the whole idea is can you bring data that's actually exists in your organization overnight to Salesforce and help the team actually get much better insights on where they are on sales.

[00:04:40] And we can definitely see here a few opportunities that I probably want to open and talk to my sales team and ask, hey, buddy, can you tell me what's going on here? And let's look at, let's see what we can do better on that.

[00:04:49] Especially that first one's a great example of a huge amount of engagement. 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 going to close in six days unless some miracle occurs right?

[00:05:10] 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.

[00:05:20] Let's open this one. Let's kind of dig into that, with your permission. So I'm opening this, and what we do is we take data that exists in the exchange and try to estimate the effort we put in there and look at the activity that is happening right. Then again, you know, there's other ways to do that.

[00:05:47] You definitely can do it with Process Builder or other tools. So what we can see here is we put in a lot of effort, We had a bunch of meetings with a customer, but the last meeting we had with them was in January, we're in April. The last inbound email, right? Do we want to see that they're communicating with us?

[00:05:57] The last inbound email was February 12th. So, I think learners, 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.

[00:06:10] We don't want, I don't want my VP of sales to go to the CEO and say, you know, hey, looks great here. We can see very clearly by bringing information that doesn't exist in Salesforce, that this opportunity went cold.

[00:06:25] 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.

All I see here is that the customer, you know, in a long time, didn't send the prospective and didn't send a single yield back.

[00:06:44] And we can see the salesperson. Well, he did his job. No, I made, you know, I joked earlier, but he did his job. He's, he's trying, he's trying to, he's probably, you know, making calls. He's emailing, but he's not getting a reply. And, you know, what he needs to do is make sure that this is either closed, pushed, but definitely you don't, you don't want it in this closing in six days.

[00:07:13] And, 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 they say in Hollywood, is based on a true story.

[00:07:22] Right. Yeah. This is kind of a, to go with the Hollywood metaphor, this is kind of a zombie opportunity.

Yes. Yeah, exactly. Exactly. It's cold and there's no, there's no way, and it's in the pipeline, so we don't want to 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?

[00:07:48] Let's say, you know, let's try and strategize, but in this case, we'll probably move that.


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 same one next to close in a few days. and in this case we actually have incoming emails.

[00:08:05] We have meetings, we have a meeting actually here today. and another one, last week and a few days before. So obviously there's engagement.

[00:08:15] This is an engaged customer, so it doesn't look like this is wrong. Right? So something, it still wasn't red. It's still something that's still triggered rules to say, you know, let's, let's give it another look.

[00:08:30] Why are some of them green, the green is customer inbound emails. Why are those so high? Is it because the customer responded quickly?

That's actually because they didn't respond quickly. The high actually means it's actually a good, it's email. It looks like it.

[00:08:46] It is a lot of emails. Okay. A lot of, but we try, 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 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 the effort is higher. So it can build 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 higher the green line, the more engagement you see here.

[00:09:33] Oh, 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, it's not artificial intelligence. It's just, you know, trying to gauge effort.

[00:09:50] It's actually, it's, it's actually, you 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? I would say, yeah, there's high intelligence behind it, but it's really around capturing processes, understanding how a company operates, and using that to identify trends.

[00:10:17] AI can just be, can enhance it. But it doesn't replace just good business rules.

Yeah. We had talked a little earlier before we started recording the presentation. I thought, oh, if he's, 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 for, just, I mean, I think rightly so, looking at, you know, judging quality by a reasonable metrics that if somebody writes a longer email, they care a little more.

[00:10:50] 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, et cetera. But, you know, so why aren't we closing the list in a few days if everything looks great? Let's look here at the next data that we add this here, here we do something super interesting. We actually looking at not only at the emails, but who are in the emails and do we have them, on our company or, of course in the prospect. Are we communicating with the contact roles we have in Salesforce?

[00:11:28] So when I'm going into here, I can see very, very quickly that we have one person on our company that's doing a lot of work with one person, the prospect. And what's one thing really comes up here? We putting six, you know, the six hours of communication meetings with, an evaluator here.

[00:11:50] If I go down here, I can see the decision maker 22 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 are talking to an influencer. It can be maybe the, you know, in our world, we work a lot with, you know, Salesforce customers.

[00:12:17] For example. It can be a Salesforce admin. He's continuing to ask the questions, how do I set this up? You know, he wants to make sure that everything is great, that he keeps, you know, we're working on a lot of customization. And until he feels ready, he will not put us in front of Marcus, who is--sorry, Sasha, who is the decision maker here. So we were definitely putting a lot of time with the evaluator. At some point, I'm going to say, you know what? We put everything, you know, you know, you look happy. Can we, can we move on to the next step? But I do want to show you again, let's use this data.

[00:13:07] Let's use the data from our mail data, right? And again, Gmail is, it can be Gmail, it can be Outlook Exchange, Office 365 but let's remove anyone. It's not enough to write. So they start to remove. 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.

[00:13:20] Now we see one person talking to one person. Now we know we're not getting to the decision maker. He wasn't CC'd. He knows what's going on, but we need to get him to, if you want to close the deal, this will not close in 60 days otherwise.

Right, right. So one thing I would have to say is, what's very clear is that, you know, your tool helps address the issue of people not updating the pipeline, but you need, you need a couple of 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 around the seventh stage here. And the second thing is, getting your contact roles right. Right? I mean, we only know that Torsten is an evaluator because you've got a role for him.

[00:14:12] But again, it's again about the business process. If a business process, we need to define the role, okay, we can create a rule that says, hey, you know, in the opportunity for Burlington Textiles, you didn't define the role and you know what actually can show what you want. If I go back to Gene Point Generators here and I'll go to the engagement tab, which I'm going to show it in a second for Burlington Textiles. So this is one of the examples here where we want to make sure that we captured those roles, and we'll see in a second that, the role here is not captured.

[00:14:48] So you can see here, this comes in red because we did not capture those. So when we opened this immediately, we see, oh yeah, we're missing those. So we can go and define those, those, contact roles. Because here, right now, it's, it's, it says it's not undefined. But this is an example, right? Let's go back here to, to this one.

[00:15:09] And I actually, I do want to go to the screen. Where in this case we actually do have the meaningful, we already saw that. Okay, but I want to show here we can actually, again, you know, we created a screen in Salesforce mirroring what's in, in Google or in Exchange or Office 365. We can see for all the way to like, hey, what documents did we send out.

[00:15:36] So, even with the VP sales, I can ask, Hey, I want to see, Hey, did we send an agreement yet? Did we send a, so I can see we sent a price quote yet. But you know, if, if this requires maybe like a contract that did not go out. So, you know, in a deal this size, maybe it all we are, we already need to send a contract.

[00:15:58] It has to go to legal. If this didn't start yet, probably this stage takes X time. There's no way we can, we can close this in six days.

Yeah, absolutely. Someplace, in the definitions of this tool, you have to put in, okay, here's what this document is, a price quote, and this is our documents staging.

[00:16:17] Yes, you're right. Exactly, exactly. And some, you know, and like many things, that's, it's part art, part science. From the art perspective, the VP sits with the salesperson, and can flip through that and say, oh, I can see that the quote, that there's no contract that went out yet. Where are we on that?

[00:16:39] Because he knows the type of documents and he knows what's going on. So that's where. You know, that's sales. Sales is part art, part science. We try to help, at least, you know, with the science part to make it a little structured. So let's, let's introduce, before, before that I want to show some other things we can see on this screen.

[00:17:01] For example, we can see a summary of, when was the last activity? This one, it looks good because it was today, but we can see where we are a long time in this stage. And we can see that the age of the opportunity is longer than what we want for opportunity this size. That's why it's in red.

[00:17:18] We can see, when do 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 what is happening and how we are doing all the way to, hey, takes a long time. Six days, takes the response time from outside.

[00:17:39] That's probably something I want to talk with my sales person. You know, why is it taking six days for them to, to, to answer, this prospect?


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?

[00:18:04] And really this whole idea here is can we take a strategy? 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, makes sure that, you know, people know that he expects them to send a follow up after meeting.

[00:18:24] 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, kind of a process that you needed to follow, or things that you want to get attention for.

[00:18:49] An example can be, and again, this, the whole idea here is the information for the steps doesn't exist in Salesforce. We started the conversation by saying how people don't update it. And this is something that by looking at our systems, we can, we can bridge the gap by saying, look at this, you actually sent out an agreement for customer X.

[00:19:18] 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 run a small, maybe at this point we need to kind of. You know, push to close this one.

[00:19:46] Let's look at some, some other, some other one that's helped me sell better, right? Here's one where I sent an email maybe to a prospect. And they didn't reply. So sometimes those things just fall, fall between the crack. Your email, you expect a response. The response doesn't come.

[00:20:05] Sometimes 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 because you chose, if five days pass, and if I don't get the response I want to now follow up, we can pop up this alert, we call it the signal. We call those sales signals. Some of them are negative, some are positive. Basically, they drive those red colors that they showed you when we started the meeting.

[00:20:42] Right. Right. So it's not just one or two things. It's the combination of a number. You gave it the red by a combination of negative signals. Yeah, maybe. Maybe one. Or maybe one that just says, Hey, you know, you know, it takes about a month to get to be, you know, to negotiate the contract and procurement for a big deal. If 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 30 days. That can be a signal. Okay. Another signal can be--let's take a completely different subject. Use a customer service. It can be a customer service email came in and you didn't reply within 24 hours. Right? And you know, you're supposed to reply within 24 hours, so it's going to be not only on sales and opportunities, it can be on other objects, like cases.

[00:21:40] Yup. Now does that come bundled with your tool, those things in, and do you give the person configuring it a list of a set of things that they can either turn on or turn off or am I starting from scratch?

We do and our tools, we do, but as I mentioned, it can use our tool or can, can capture something like that using other tools or using a Process Builder.

[00:22:06] What I'm trying to, what I'm trying to meant to say here, the data exists. Take the data and use any tool you want. Yeah. But take the data and help the sales team capture, you know, be more productive by highlighting things. You know, I work with partners, I send a lot of the emails and you know, I do the same thing. I want to know if I sent an email and sometimes they pass and I didn't get the response I want to, like, I use this. To remind me, Hey, you know, time to follow up, right? And here's where the art and science comes in. Sometimes you say, you know what? In this case right now in this situation with COVID-19 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.

[00:22:51] But still, it really helps capture and think of this new sales guy come into the company. He, you know, he gets like the informal or formal talk about what the process is. This really helps him kind of be on track and knows what he's expected to do next, in each step.

[00:23:10] And I do want to mention, earlier you mentioned the AI. AI may kind of do a lot of crunching and say, you know, they still, that may be 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 the process to be and let the system follow that process, right?

[00:23:34] Yes. Yes. I see the difference.

[00:23:38] Cool. So this is, this is really around, around, take this big sales strategy, you know, turn it into small, small, discrete steps and help people be on top of, of the process, and find thing 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. That's, you know, you want to make sure that you pick up the phone and follow up, et cetera.

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

[00:24:28] Exactly. And what, and this and this feeds, this, feeds this. These are aligned. 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 issues that you need to solve and maybe you want to bring attention with your, VP.

[00:24:51] You want to create this transparency. And I think transparency is really very important to right now. Everyone working from home. You know, the VP wants to know if his team is working and you know, the, the sales people want to show they're working here. If I'm a very busy sales person, I'm trying, I'm trying, I'm sending it out lots of emails. My VP can actually see that. And it's more, it taps into strategy and brainstorming instead of, why didn't you fill this? why didn't you feel this field? So this is the kind of the, this whole concept. Now I wanted to mention to talk about regarding productivity in an email, right?

[00:25:34] We mentioned how we can look at the 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 open Outlook very quickly. No need to move on the video of me and you here. But the idea here is, you know, that's the, you know, there's out tools, other tool, but the idea is like, you know, people work in email, they send email back and forth, and many times they miss updating Salesforce because very simple, they forgot to go open Salesforce and update it there.

So that tools that bring Salesforce into your inbox. I'm using Outlook here, but you know, some similar tools work with G Suite, Gmail, others, although I don't think that there are others. That's the market right there, isn't it?

[00:26:29] Yeah. Yeah. But I want to make mention here, you know, here, look at it. You can see here, I'm hovering over an email. I can see everything related. I can see the, you know, an overdue opportunity, contacts, accounts, cases. So if I want to, you know, make a quick change, maybe I had an email, maybe I want to log a call.

[00:26:51] I can do it straight from Outlook very quickly. you know, maybe, these guys, did, come back, right? And say, you know what, you know, sorry, sorry, sorry for not answering. This is the same example from earlier, right? I'm sorry for not answering, but, but you know what? It just 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.

[00:27:15] Right? we're gonna, we're gonna, We're going to do it instead of 600,000, 800,000. Great news. I can update Salesforce and I don't need to remember to go into Salesforce and I'm not going to get a recommended that my, at my, you know, Monday meeting for not updating because as I'm communicating and you know, with email, I have everything in front of me and I was able to do this change very quickly, straight from Outlook.

[00:27:47] That's pretty neat.

Yeah. So, and anything from logging a call and I can, you know, go click here, and if I need to add a task or, you know, add an opportunity, everything is at my finger tip. If I need to, create pre call notes, everything is here. If I want to schedule a meeting, and again, there's other tools, but you know, tools like Calendly and TimeTrade and, you know, we have some features around that.

[00:28:18] Like, if I want to answer and you know, either provide some time slots I'm available or provide the link, when they can click, like we scheduled the call, you used Calendly for that, which is a great product as well. Click that, schedule the meeting. The less friction we can do, the more easier we can do it for the customer. For the sales person, we'll be, we'll work smoother and also have Salesforce updated.

[00:28:45] Yeah. What Gal's referring to is, is to schedule all the, 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, incredibly much more convenient for both parties. I think finding, finding things like that and your sales processes really help.

[00:29:08] 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 wouldn't need to add in a sales engineer.

[00:29:22] And maybe I need to add in, you know, my manager because it's, you know, we're talking to someone senior in another company and easily I can create a link where the three of us are available. Or some time slots available. And that really makes life easier for the customer instead of going back and forth.

[00:29:39] And you know what? I hate when not if I, if I don't do that, and they come and say, hey, are you available Monday at eight?And they have another really important meeting on Monday now, an instance of moving that that just makes.

Well then it's five emails. How about Tuesday at three? Well, one thing about Calendly that I believe, I'm not a power Calendly user, but I believe it's hard to schedule group meetings at Calendly, right? It's like, it's easy to say, here's my calendar. But if I want to say, here's my calendar, but I also want to involve sales, engineering. I want to involve the VP of sales. That's much more difficult.

[00:30:14] I believe you're right. I believe you're right. Although I, you know, maybe it, maybe it changed, but I know, like here we, you know, we have a feature that we can do it easily, and I know, the other tools, they do that as well. So do your research, but you just want to make sure that, you know, those really help your sales team. Don't waste time, to, you know, find a meeting, easily click, and that's it.

[00:30:44] Let's move on some other productivity savings that involves email. And, so I'm going back to Chrome here. And I want to show here again, go back to the tool we showed earlier, right?

[00:30:54] So now that we saw, that we can sync everything and the sync 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 want to show you here there's most things, you know, that can be done with this data.

[00:31:16] Like for example, when I look at the team view, I can see the whole team productivity, who's generating meetings, who's generating inbound emails, who's getting responses. And if I'm going to dive into a 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 you can add in others. If the company is integrated there's some great tools like NetApp books or SMS 360, where, you know, you can add other communication, phone communication, and text messages.

[00:32:08] You can pump those into this type of solution to also add it to the communication channels that you're looking into.

Yeah. There's a lot of SMS is, so widely use for that and then we don't capture it, you know, for simple back and forth. I think even with 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.

[00:32:37] Exactly. So if, if you add that into your communication, as long as the, some IPS or use of 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. Instead of sending one email, and again, you know, this is part of the tools we are offering, but the other tools that do that, like, High Velocity Sales from Salesforce, Outreach or Sales Loft.

[00:33:08] 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 emails from day one for day two and day five. In reality, it'll probably be something more like day one, day four, day seven, day 14.

[00:33:30] And you know, maybe a series of seven emails. I was looking at the update with one of my reps and you know, 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 21 percent. That's hundreds of percentage better getting through. And you don't need to remember to send the second email or third email.

[00:33:56] If someone replies, it will stop. So you need, all you need to make sure is that you automate this. There's enough marketing emails that come with HTML. This is an email that will look like an email from me to you Leonard. And I can go and I can fine tune and make sure that, you know, maybe add stuff regarding to conversations we had.

[00:34:22] The underlying here is, it creates, if you go from three and a half percent to 20 percent reply rate, because you had seven opportunities for the person to not get busy and answer you. 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 20 minutes of not answering? Your email's already in page two and page three and page four, right? Go, go figure. You know, sometimes it's like, oh, someone sent me an email. I want to want it to come back. Oh, but then when they send it, when they send again.

[00:35:01] Yeah. Yeah. I meant I meant to answer you. It just bubbled up to the top of the inbox and a hundred percent of improvement on reply rates.

Yeah. And especially, I mean, the outlet example you were showing a minute ago, it's a followup from a conference. Well, somebody gets back from a conference, they're busy. So your email goes down to the pile, bottom of the pile.

[00:35:25 The 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 will come back on Monday and they'll be piled up with things that they need to do in the office, at least wait to the middle of the week or sometimes the first email then the next email in the sequence can even be a, you know, the week later. But then send two or three together in the same week. Because when people come back from a conference, even if they have good intention, they sometimes just don't remember, didn't know how much things piled up when they left the office.

[00:36:08] Right. However, right now there's no conferences. We all working from home. We need to use email more. I think the email, I see my inbox way more crowded. I don't know about yours. I get way more emails right now. So I feel that this is even needed more right now when the email became a very crowded space.

[00:36:30] Right. And the other thing is that. I think that most people are sitting at their desk doing their email now versus, so I think people are probably texting less than they were before. You know, texting is, you know, I'm going somewhere and now back and forth. I'm going to have 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 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.

[00:37:07] So using a tool that generates sequences will help you get through it, make the sales team a little more efficient. And if you tie it to those signals that they showed earlier. And, you know, and again, 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.

[00:37:35] So, you know, there's one repository. If the person replied, you can see it and you can tie it to those, you know, the sales process I showed earlier, to the pipeline. Everything has, creates a much better picture. And at the end, if you go and everything looks in green, you know, you look great, the company looks great.

[00:37:59] You know, the CEO looks great and you know, the board will be happier.

Yeah, absolutely.

So I think that counters most of the stuff that I had prepared. Do you have any questions?

I think I asked all my questions, but I guess, I guess I just keep going back to this works if you have a well-defined sales process.

[00:38:20] 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, you know, 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 the stage. Trying to capture that information. Is that fair?

[00:38:43] 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, they have it, they have those steps, but it was not like well-defined, but you know, they have Salesforce.

[00:39:00] They have to define some steps. Okay. Sometimes it's more of an art than a science. Well, we're, you know the VP never wrote it down, but he has a 101 and everyone knows their expectations. So whether you have it written down, or you have an informal, you can still capture that.

[00:39:20] And you know what? You can start with simple. You can start with simple 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 limitation, as time evolves to say, okay, you know what? We're ready now to the next step. Let's add some more rules or some more tools, right?

[00:39:42] I think you can evolve it from simple and as you strategize and you say, you know, what can be really cool? You know, maybe a salesperson, again, maybe a company would, things are less formal, but a salesperson, you know, in a Monday meeting says, you know, what would be really cool? If, when I send this, this agreement, when they open it, I know about it.

[00:40:08] And I can make, you know, call them the minute they open. Yeah. So now you can add that into those signals, right? It can be something that evolves naturally and start with some kind of a template, or it can be companies have it already written down, captured there, those. And again, you take the business process into small steps that you could follow.

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

[00:40:48] Like your example of contact roles. We have to have the decision maker and we have to have the evaluator defined for all accounts. Put that in your rule. However you create a rule or however you want to enforce it and run, you know, run reports and do whatever to get your signals.

[00:41:08] But even if we didn't have that here. Even now, 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, you know Mr. Salesperson, right? Right. Mr. Account Exec. Who's this guy, who's Tristan? Oh, no, he's the Salesforce admin. Okay. Now we know. Okay. Even if it's not written.

[00:41:29] Now we know next time, can you just put it in Salesforce, but let's look. Then let's look who's, who's here. You know, what's this guy's role? This guy, he's their IT director and he owns the budget. Oh, he's the decision maker? Let's try and get him on the next call.

[00:41:54] You know, take the science and the art and have some conversation. The same as, you know, people move from 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 the 22 and you need to define it.

[00:402:21] So those things can evolve in time and improve. Yeah, that's a good point.

[00:42:29] Well, yeah. Do you have any closing?

From a summary perspective from me. Is, you know, really is, this data exists. This data exists. It's in, it's in, other tools, right?

[00:42:47] And if you don't have, if you, if your team doesn't. First of all, bring tools to them that help them, you know, a side panel. You know, an automatic sync outlet that does complete automatic sync from an email to Salesforce. But even if you wanted to do manual sync it's great as well.

[00:43:09] Help them, you know, bring those tools for them. Second is use the data for better decisions. And that's super important. And, and use the data that exists to make those decisions. Many times it exists. You just need to make sure that you can, you know, overlay that and create this kind of x-ray.

[00:43:33] I like to refer to it as an x-ray because now you can really dig deeper and by bringing does information from this and system, and now you see where you know, where you are on in the process so it can really improve. And basically, what would we like to say on this is if you do that, suddenly, you know, all your sales team will, will work like the top people. You won't have any on the bottom, you know, sales curve because you really help the people that struggle, you know, be on top of the game and really, execute like your top sellers.

Yeah. I can see that through this process. How that would really facilitate coaching.

Absolutely. And I think in this case, we can get texts on maybe questions from, from the crowd.

[00:44:23] Yeah. Yeah. I think we will be having some sessions over Slack. So at that point we can definitely, absolutely.

[00:44:34] Yeah. But but before that happens, I want to thank you so much, Gal, for, your presentation and your insights into the sales process.

[00:44:46] Absolutely. If anyone wants to reach out and get some guidance from us, we are happy to chat. So here's my email and I'm available through LinkedIn or through my email, and happy be in touch with people that are watching the session.

Thank you, Gal.

[00:45:12] And thanks for having me. Yeah. Thank you for having me. Next time I hope it's a person.

Absolutely. Thank you very much, Leonard.

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