Jason Lemkin wrote a great post last month on Why lead Velocity Rate (LVR) is the Most Important Metric in SaaS. He argues that pipeline metrics alone are not enough to predict if you will hit...
I’ve recently encountered much debate and curiosity regarding best practices around Lead vs Contact usage in Salesforce. While in some cases organizations will have certain divisions of their...
Jay Famico recently wrote a blog post for SiriusDecisions about Sales Accepted Leads: Disqualification Reasons. This best practice of capturing the reason a lead is disqualified is one of Full...
Jon Miller, VP Marketing and co-founder of Marketo, recently wrote a blog post called "Where Marketing Metrics Go Wrong" that caught my attention. I completely agree with Jon when he says that...
It is not uncommon to create business processes based on interpreting sets of data inside salesforce.com such as: Assignment rules Lead/Contact Scores Workflow rules Apex code Formulas can help...
A lot of B2B companies are seeking the Holy Grail for sales and marketing. They want to know what is the most efficient way for customers to learn about and buy their product. In this search for...
Most opportunities or closed deals should have at least one Salesforce Campaign associated with them (if they don’t that is a much bigger problem), but are these actually the Salesforce Campaigns...
One mechanism we employ at Full Circle Insights is the concept of Assignment Time-Outs, which facilitate a forced time-out after a rep has engaged with a prospect and disqualified them for the...
I love all the lead process maps salesforce.com releases – they are visually appealing splashes of eye candy that give newbies a good idea of how data could flow through the system. If you...
At Full Circle Insights we don't speak of "lead management" or "contact management," we talk about "response management." You may be asking, why is this so? After over 50 years of group...
