Aaron "Big Country" McCann🤠’s Post

Day 3/31 Word of the Day: OPPORTUNITY Yesterday, I wrote about LEADS and just to recap, a lead is a potential business. In #SALESFORCE, opportunity means a qualified lead. When a Lead is vetted and qualified, it becomes an Opportunity. The Opportunity stage is crucial because at this point, a potential (LEAD) turns into actual business. In salesforce, stages of opportunity include 1. Prospecting: where potential deals are identified,  2. Qualification: where it is determined if the opportunity should be pursued 3. Proposal: where a solution is presented to the customer 4: Negotiation: where terms are discussed and reservations are addressed 5. Closed-Won: a situation where deals are successfully closed 6. Closed-Lost: a situation where deals aren't successfully closed. Finally, because opportunities are businesses (clients), managing them well will ensure the team makes accurate sales forecast which in turn helps in planning strategies and resources for your business. This leads to higher win rates because strategies and team attention are focused in the right place and the sales process becomes efficient. I'm happy to answer questions surrounding this so if you have any, leave them below. #31daysofsalesforce #salesforcePM #ProductManagementinSalesforce #ALXSalesforce 

Be interested to know what people have found to be the best solution for managing sales within salesforce where you sell to a single entity but then receive a location list at point of sale. Ideally you would want child accounts for each location and then opportunities split out for each account (location) outlining the product split out from the master opportunity. #salesforce #salescloud

Day 2/31 Word of the Day: Lead In salesforce, a lead is a potential customer. A lead is someone who has shown interest in what you do but isn't ready to become involved with the business. A lead is the starting point of all sales processes. The lead lifecycle in #salesforce goes; * Lead Capture: where information about the lead is derived from diverse channels. * Lead Assignment: where leads are sent to different sales reps * Lead Qualification: where it is determined if a lead is a good fit and ready for conversion * Lead Conversion: where qualified leads are to opportunities, accounts and contacts. Basically, a lead is potentially interested in your business but still need to be persuaded. #salesforce #salesforcePM #ALXsalesforce #dohardthings #31daysofsalesforce #salesforceproductmanager

Don't give up after one attempt! Persistence is key in sales, as busy decision-makers might need multiple reminders or touches before they're ready to move forward. However, it's crucial to maintain a professional tone and avoid being overly aggressive in your follow-ups. Need help in winning sales? Send us a DM! #sales #businessdevelopment #salesmanager #salesmotivation #salesforce

Don't give up after one attempt! Persistence is key in sales, as busy decision-makers might need multiple reminders or touches before they're ready to move forward. However, it's crucial to maintain a professional tone and avoid being overly aggressive in your follow-ups. Need help in winning sales? Send us a DM! #sales #businessdevelopment #salesmanager #salesmotivation #salesforce

Two words nearly knocked me on my ass in front of everyone on the sales floor I was an SDR at Salesforce early in my career and too big for my own pants I'd just gotten off the phone with what I thought was a great conversation with a prospect So, I set the meeting with an Account Executive, marched over with swagger to his desk and dropped this bombshell “I’ve got an incredible opportunity for you. Meeting's set for tomorrow. I can't wait to speak to you. This is going to be a home run.” His reply...."Who cares?" I nearly stumbled over "What do you mean?", I blurted back confused “Why is this a great opportunity?”, he replied That question hit me square in between the eyes The reality was that I couldn't give him a good answer Even though I had a good conversation with a friendly person, it really wasn't a great opportunity There were holes all over it - No quantifiable pain - No compelling event - No confirmed budget - No alignment with execs - No clear reason why we could win At the time, I thought if you just have good conversations with people, they'll buy what you're selling And I was dead wrong A few things I didn't understand - The prospect's business - The prospect's goals - How Salesforce could help It took being publicly embarrassed in the middle of an office to teach me one of the greatest lessons about sales and life Happy ears lead to failure, but being skeptical is a superpower Don't check your brain at the door in the name of optimism Dig a layer deeper and fight for the no 👊

Funny how I never liked anything to do with the Sales process prior to this time. I thought Salesforce Admin would be all about clicking and configurations, but here I am grasping on the need to be aware of a company’s sales process and how you must understand a business need before you are able to offer a solution via customization/configurations that best fits the company’s need. So far it’s been an amazing journey with what I’m learning from Prospecting to closing an Opportunity to Creating Leads which in turn gives birth to Business Accounts, Business Contacts and Opportunities. Interesting times ahead.

Excited to have gained expertise in Opportunity Management in Salesforce! Ready to leverage these skills to drive sales success and close deals more efficiently. #Salesforce #OpportunityManagement #SalesSuccess #DealClosing"

Whenever I’m asked how I became the #1 Enterprise AE at Salesforce, I give this answer: I shifted from an inward focused seller to an outward focused seller. Here's what inward focused selling looks like: * My job is to sell you * I talk, pitch, and present * We discuss my companies products and services * Hitting quota is my #1 goal * I pressure you to buy * We sit on opposite sides of the table * I'm seen as a vendor By contrast, here's what outward focused selling looks like" * My job is to help you. * I have authentic conversations with you focused on your goals and challenges. * I listen and understand first, and only present my solutions when I know I can help you * Helping you hit your goals is my main goal * I empower you to sell this internally * We sit on the same side of the table * I'm seen as a trusted advisor The harder you try to sell, the more you will repel. Be interested, not interesting. P.S. If you want to me to be your personal sales coach in 2024, book a call here: https://lnkd.in/gVviMcaS

If you are in sales, every month is a new journey and every new journey comes with new learnings, you just have to evaluate the process and figure out what you did right and where you have to improve more. Never stop evaluating your performance. End your shift and give 1 hour to yourself. Evaluate every call you make and work on improving it with new strategies. By doing this every day, you will always stay ahead of the competition. #sales #salestrategy #salesforce