1. Successwith
For Full Cycle
Sales Reps

2. Full Cycle Sales reps use Salesforce to
work entire deals from beginning to
end. Without the specialization of an
SDR or AE, they have top, middle, and
bottom of the funnel tasks to complete.

3. 19.7%salesforce.com’s market share in
the CRM space.

4. To make it easier, the following slides
will break down a Full Cycle Rep’s job
by stage, including the importance of
Salesforce in each.

5. 1.Topofthe
Funnel
Prospecting New Business

6. Know where your prospects came from and
how they’ve interacted with your brand.
TopoftheFunnel
Focus: Lead Score & Lead Source

7. TopoftheFunnel
Focus: Lead Score & Lead Source
Next Steps
Past Activity
Activity Feed
Lead Source
Pardot - Conversion
Lead Score
63
View lead source and
lead score under the
“Details” tab.

8. 2.Middleof
theFunnel
Working Deals

9. Know the level of interaction you - and your
company - has had with every prospect you
talk to.
MiddleoftheFunnel
Focus: Activity Fields

10. MiddleoftheFunnel
Focus: Activity Fields
Next Steps
Tony chat w/ boss
Call Tony to Check-in
Past Activity
Email Tony - Day 3 Email
Activity Feed
Email Tony Stark
Send Tony Holiday Card
Use the rightmost tab
to monitor previous
and upcoming activity.

11. 3.Bottomof
theFunnel
Closing Deals

12. Automatically log actions between your
Sales Engagement Platform and Salesforce.
BottomoftheFunnel
Focus: Call & Email Steps

13. BottomoftheFunnel
Focus: Call & Email Steps
Next Steps
Tony chat w/ boss
Call Tony to Check-in
Past Activity
Email Tony - Day 3 Email
Activity Feed
Email Tony Stark
Send Tony Holiday Card
Run upcoming steps
for email, phone, and
social steps through
the activity feed.

14. Want to learn how other sales roles use Salesforce
for Sales Engagement?
Download the Salesforce Kit today!
Download