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Ever have a Salesforce user ask what a specific Lead Source means? Ever have to answer the same question 10 times in 1 day? Well today is your lucky day, because we took the time to write up definitions of common Lead Sources and decided to share it with you all. Why? Well, because we’re all about Salesforce optimization.
So, without further ado, here is the list that we recently posted on our company intranet. Enjoy!
Remember: Lead Source is the initial touchpoint that we had with a Lead. The most recent touchpoint may be documented in Activity History or the activity that is available in Marketo Sales Insight.
Employee Referral – An employee from outside of the sales department (eg. marketing department, development team, etc.) referred this Lead. Leads should not be assigned directly to an employee unless there are very specific circumstances why this should happen. In the event that a Lead should be assigned directly to a particular sales rep, notice should be given to VP of Sales.
External Email – A Lead was acquired by a partners email blast to their database. This is common when doing a joint webinar, and co-presenting companies email their database.
External Referral – Someone outside of the organization who is NOT a partner (eg. A friend, former employee) has referred this Lead.
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In a webinar installment of our Salesforce Admin Hack Series: Account Object, Michael Farrington of RingLead and Jarrod Kingston of Appirio, shared hacks and snippets of code around the Account Object in Salesforce. Here’s a look at what was covered.
Merge Account Button
The objective here is to provide a shortcut to the merge account screen while simultaneously pre-populating the search string.
Duplicate records in Salesforce can cause chaos for your organization, but in this post we’ll specifically look at the problems that duplicate records cause in the measurement of your marketing efforts.
We’re going to start with a very simple example that is almost certainly happening within your Salesforce org hundreds if not thousands of times over.
Let’s say I’m your prospect.
You have me stored in Salesforce as a Lead with my email address as firstname.lastname@example.org. We talk about your products, but ultimately I decide not to go with them right now because I have Gregg, Michael, John and Matt asking me for help in a variety of different projects. I clearly don’t have the bandwidth to make this decision right now, so I hold off.
About a week later, I decide I’m ready to buy. But I forget who I spoke to at your company because I’m frazzled from pulling a few all nighters to get all of those projects finished. So I fill out a new contact form, but this time I use email@example.com, which is my business-casual email address.
Your standard Salesforce Web-to-Lead form and the web forms that you’ve built with Marketo, Eloqua or Pardot will not prevent a duplicate record from being created. Why? Because all of these systems use exact-match email address duplicate prevention.
Now you have my information in your system (or systems) as two or more different records.
Let’s take a look at how this exact scenario would play out.
When it comes to data quality, it starts with practicing good habits. Implement standard practices to ensure your data is not corrupted, and you’ll have a reliable database. Here are some quick and easy tips for cleaning up the data in your Salesforce org.
1. Clean up your page layouts and remove unused fields with Field Trip
Tired of excess fields cluttering your page layouts? Do you wish there was a quick and easy way to assess which fields are expendable?
Field Trip is a free Force.com app that allows you analyze the fields of any object, including what percentage of the records (or a subset of your records) have that field populated. After a quick installation, Field Trip creates a descriptive report so that you can finally achieve the minimalist page layout that you’ve always dreamed of.
2. Update Contact Titles, Reduce Email Bounce Rates, & Increase Open Rates
Contact data changes rapidly, the quality of contact information decays for a number of reasons: job change, name change, change email & phone number, etc. Account information is only as good as the contact data that populates those accounts.
Are your Accounts riddled with Contacts who have moved on to a different company? The answer is most definitely YES. Bad contact data means your sales reps, customer service team and probably even your accounting staff has wasted time calling someone who no longer works at that organization.