Empower Inside Sales With High Velocity Sales (Salesforce + AI)
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On average, sales rep spends only 32% of their day selling, and the rest of the time they’re looking up information, navigate to too many systems. No company is exempt from sales challenges, even the most high-performing sales teams face obstacles in developing buyer relationships, effectively communicating with prospects and customers and prioritizing their daily schedule. High Velocity Sales helps Sales Reps to streamline the process and gives everything they need to sell faster all in one screen. In this slide you will get information about top features of High Velocity sales, configuration walk through, access and pricing.
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Empower Inside Sales With High Velocity Sales (Salesforce + AI)
- 1. By Harshala Shewale Techno-functional Consultant Eternus Solutions Pvt. Ltd. Empower Sales Reps With High Velocity Sales Lets connect on twitter @HarshalaShewale
- 2. Key Takeaway • High Velocity Sales (HVS) Overview • USBs of HVS, how it helps Inside Sales Rep to get smarter! • Key Features • Configuration Walkthrough • Pricing
- 3. High Velocity Sales Overview Inside Sales Vs Outside Sales Sales Industry Transformation & Market Demand Benefits Of Inside Sales Model
- 4. USBs Of High Velocity Sales Overcomes Challenges in Sale Process Creates Winning, Repeatable Sales Cycle Help Reps Sell Faster And Smarter Helps in Lead Prioritization All in One Screen
- 5. High Velocity Sales Top Features Sales Cadence Work Queue Einstein Activity Capture Einstein Lead Scoring Lightning Dialer Lightning Sales Console
- 6. Sales Cadence • Sequences of sales outreach activities • Can add email, wait, phone call, call scripts, branch to decide which route to take. • Connect to other sales cadence • Helps in easy onboarding of new rep
- 7. Add Cadence to Record • From List View / Record Detail View • Add to Sales Cadence : add prospect to existing sales cadence • Add to My List : Add separate call or email
- 8. Work Queue • Show prioritized list of emails, calls, and tasks • Build strong pipeline • Reps can also tackle their own list of one-off activities from My List • Reps can skip a step or mark it complete • Can segregate items
- 9. Einstein Activity Capture • Associates events and emails to records from Microsoft or Google account • Goodbye to manual activities logging • Contact data is captured to create email insights • Can control activities sharing
- 10. Einstein Lead Scoring • Works on AI • Helps sales reps to convert and prioritize more leads, faster • Scores using historical lead closing data and factors involved • Select all fields or only business driven fields
- 11. Lightning Dialer • Call contacts by clicking their phone number in Salesforce • Log calls, take notes in the app, and more. • Prerecorded voicemail messages • Select all fields or only business driven fields • Comes with separate cost
- 12. Lightning Sales Console : All in one place
- 13. Configuration • Enable High Velocity Sales • Assign necessary permission set licenses to sales rep and sales managers • Setup Einstein Lead scoring • Set up Lightning Dialer • Set up Einstein Activity Capture • Configure Lead, Contact and Account layouts, list views
- 14. High Velocity Sales Pricing / Licenses • Permission Set License • High Velocity Sales • Permission sets License • High Velocity Sales User • High Velocity Sales Cadence Creator
- 15. References • https://www.salesforce.com/content/dam/web/en_us/www/documents/datasheets/sales- cloud-einstein-leadscoring.pdf • https://help.salesforce.com/articleView?id=einstein_sales_setup_enable_lead_insights.htm &type=5 • https://trailhead.salesforce.com/content/learn/projects/prioritize-leads-with-einstein-lead- scoring • https://fileboard.com/inside-sales-vs-outside-sales-key-differences/ • https://searchcustomerexperience.techtarget.com/news/252455394/Salesforce-High- Velocity-Sales-boosts-inside-sales • Trailhead
- 16. Questions?
- 17. Thank you!
Hinweis der Redaktion
- Sales organizations employed field sales representatives (also called outside sales representatives) who have met their clients and closed deals face-to-face. However, nowadays sales is undergoing an important transformation. Many sales organizations, especially B2B sales organizations and B2C companies that sells high value goods and services, invest more and more in a new sales model that enable them to handle high touch transactions remotely. This new sales model, called inside sales, involves multiple touch points and requires inside sales representatives to work in teams, and cooperate with managers and marketers in order to convert leads into customers. So looking at the market demand Salesforce has introduced HVS Einstein High Velocity Sales Cloud offers sales reps a platform to boost sales productivity with artificial intelligence (AI). This platform provides sales reps a single location for resources and tools that enable them to engage with prospective customers. Shifting through multiple system to gather information and losing focus on what they are good at : selling. It looks like the layout of High Velocity Sales allows you to handle everything on a single page, saving you time and increasing your productivity. Benefits : Cost effective, Time saving, Flexibility, Measurement of customer engagement
- Over comes Challenges in Sale Process : Salesforce Sales Cloud includes three main challenges: bringing new sales recruits up to speed, ensuring quality and consistency of sales processes, and closing deals. With high-velocity sales, sales department tries to contact a large list of prospects using different channels, like email, chat or phone, Sales managers can automate a guided process by providing sales people with specific steps to follow (such as calling or e-mailing a prospect) and specific content to use (such as e-mail templates and call scripts). It looks like the layout of High Velocity Sales allows you to handle everything on a single page, saving you time and increasing your productivity.
- Sales Cadences: These are sequences of activities created for different types of prospective customers. Work Queue: a prioritized list of emails, calls, and custom sales action My List :These are separate one-off calls and emails that aren’t tied to a sales cadence Einstein Activity Capture: Save time by syncing your email and calendar with Salesforce. Email and events are automatically added to the activity timeline of related records. You’re also required to use it in order to send emails in Lightning Experience. Einstein Lead Scoring: Prioritize your most valuable leads with a numeric score to see which leads are the most likely to convert. Lightning Dialer: It’s Salesforce’s in-app calling solution! Make and receive calls, take notes, leave prerecorded voicemail messages, and track call disposition, all natively within Salesforce.
- Sales Cadence : Helps Sales manager and sales ops team to program best sequences of sales outreach activities so their team know exactly what they need to do and when to optimize their day. With Winter 20 release , we get option to add branch Can be automated, and assigned to each lead, contact or private account
- Einstein Lead Scoring, a key capability of Sales Cloud Einstein, helps sales reps convert more leads, faster. It uses artificial intelligence to automatically analyze your historical sales data and discover the top factors that determine whether a lead is likely to convert to an opportunity. Sales reps can segment and prioritize leads, and gain insight into the factors that explain why leads are likely to convert t or not. The factors are displayed d on each lead record, helping sales reps prepare for every call quickly. It’s like giving each rep a personal data scientist to take connection and conversion rates to the next level. Models are updated monthly to make sure you have the most accurate predictions for your leads. Leads are scored every hour using the latest model. If something changes on one of your leads, it will be rescored within the next hour Einstein analyzes your past leads, including any custom fields, to determine which current leads have the most in common with leads that have previously converted. By default, Einstein scores your leads using all lead fields. If your admin is certain a field doesn’t affect lead quality, they can tell Einstein to ignore the field.
- The product is simple to set up and use. Reps save time with the Salesforce integration and out-of-the-box features such as prerecorded voicemail messages. Features like local area codes help increase sales engagement and connection rates. Communicate more efficiently with prospects and customers with click-to-call natively built in Salesforce.
- The product is simple to set up and use. Reps save time with the Salesforce integration and out-of-the-box features such as prerecorded voicemail messages. Features like local area codes help increase sales engagement and connection rates. Communicate more efficiently with prospects and customers with click-to-call natively built in Salesforce.
- Einstein Analytics Platform Admin enables all permissions required to administer the Analytics platform, including permissions to enable creating Analytics template apps and Apps. Einstein Analytics Platform User enables all permissions required to use the Analytics platform and Analytics template apps and Apps