Salesforce Sales Cloud - an Implementation Handbook : A Practical Guide from Design to Deployment for Driving Success in Sales / Kerry Townsend.

Format:

Book

Author/Creator:

Townsend, Kerry, author.

Language:

English

Subjects (All):

Selling--Data processing.

Selling.

Sales management--Computer programs.

Sales management.

Cloud computing.

Physical Description:

1 online resource (369 pages)

Edition:

First edition.

Place of Publication:

Birmingham, England : Packt Publishing, [2024]

Summary:

Design and build Sales Cloud solutions to solve business challenges with this easy-to-follow handbook Key Features Discover the full range of capabilities offered by Sales Cloud and how to map them to business processes Learn how to plan and deliver all aspects of a successful Sales Cloud implementation Explore advanced concepts to integrate and extend Sales Cloud Purchase of the print or Kindle book includes a free PDF eBook Book Description Salesforce Sales Cloud is a system rich in functionality, addressing many sales business challenges such as sales productivity, forecast visibility, and sales enablement. However, unlocking the full value of the system and getting maximum returns pose a challenge, especially if you're new to the technology. This implementation handbook goes beyond mere configuration to ensure a successful implementation journey. From laying the groundwork for your project to engaging stakeholders with sales-specific business insights, this book equips you with the knowledge you need to plan and execute. As you progress, you'll learn how to design a robust data model to support the sales and lead generation process, followed by crafting an intuitive user experience to drive productivity. You'll then explore crucial post-building aspects such as testing, training, and releasing functionality. Finally, you'll discover how the solutions' capability can be expanded by adding and integrating other tools to address typical sales use cases. By the end of this book, you'll have grasped how to leverage Sales Cloud to solve sales challenges and have gained the confidence to design and implement solutions successfully with the help of real-world use cases. What you will learn Find out how Sales Cloud capabilities solve common sales challenges Determine the best development methodologies Design and build core sales processes, including demand generation and sales productivity Implement best practices for testing and training with accurate data Build a release plan by understanding the types of post-go-live support Explore territory management and model additional processes with Sales Cloud Understand common system integration use cases Harness the power of AppExchange solutions for sales Who this book is for This book is for administrators, consultants, and business analysts who want to understand and apply the capabilities of Salesforce Sales Cloud. Whether you're completely new to Sales Cloud or enhancing existing functionalities within your organization, this handbook is your trusted companion. Business stakeholders responsible for or involved in Sales Cloud implementations will also benefit from this book.

Contents:

Cover

Title Page

Copyright and Credits

Dedications

Contributors

Table of Contents

Preface

Part 1: Building the Fundamentals

Chapter 1: Preparing for Success

Supporting tools and information

Common sales challenges

Managing the sales pipeline

Forecasting accuracy

Increasing sales productivity

Achieving sales and marketing alignment

Alignment with company strategy and values

The importance of adoption

What is adoption?

Why is adoption important for Sales Cloud success?

Barriers to adoption

What is your approach?

Defining the scope of your implementation

What is scope?

Defining the scope

Managing scope

Summary

Further reading

Chapter 2: Defining the Approach

Salesforce ALM

Low-code and pro-code development

Development methodologies

Salesforce environment strategy and DevOps tools

Salesforce development environments - Sandboxes

Salesforce native life cycle management tools

What is DevOps?

Commercially available DevOps tools

Developing a testing approach

Why is testing important?

When to test

Testing low code versus pro code

The impact of deployment methodology and environment strategy on testing

Types of testing

Test strategy versus test plan versus test cases

Test strategy

Test plan

Test cases

Beyond the basics

Change management and training

What is change management?

Why is change management important?

What are the principles of change management?

Planning your training

Types of training

Learning styles

What is a training plan?

Salesforce resources

Chapter 3: The Core Sales Process

Understanding your sales (business) process

Common sales frameworks.

Gathering information on the sales process

Harmonizing the sales process

Overcoming objections

Sales Cloud data model and security

Sales Cloud's capabilities

Sales Cloud data model

Sales Cloud security

Reports and forecasting/reporting metrics

Sales Cloud capabilities

Key considerations

In practice

Accounts and Contacts

Opportunities, products, and price books

Activities

Account Team, Opportunity Team, and Opportunity Splits

Translating sales process requirements into a design

Chapter 4: The Lead Generation Process

Understanding how your organization generates business

Customer buying journey

Demand generation versus lead generation

B2B versus B2C

Channels and strategies

Personal data regulation

What is a Lead?

Gathering information on the lead generation process

Lead generation data and security model

Salesforce Consent Data Model

Leads

Campaigns

Other Objects

Translating lead generation process requirements into design

Chapter 5: Design and Build: Sales User Productivity

Supporting tools information

The importance of user experience (UX) design

What is UX design?

Why is it important?

Design principles

Salesforce Certified User Experience (UX) Designer

Sales Cloud User Interface (UI) design

Org-wide branding.

Lightning Applications (Apps)

Page Layouts

Analyzing and visualizing data - Reports and Dashboards

Automation

Automation tools

Email and calendar integrations

Lightning Sync

Einstein Activity Capture standard

Sending emails from Lightning Experience via Gmail or Office 365

Email to Salesforce

Other options

Going mobile

Common Sales Cloud use cases

Working offline

Settings and considerations

In-App Guidance

Why use In-App Guidance?

Part 2: Preparing to Release

Chapter 6: Bringing Data into Sales Cloud

Identifying data to load

Identifying available data

Assessing the data

Deciding what data to load

Preparing your data

Selecting your data-loading tool

Salesforce-supported tools

Third-party tools

Which tool to use

Loading data

The loading process

Data mapping and formatting

Executing a data load

Validating a data load

Undoing a data load

Planning your legacy data load

Business transition

Loading order

Preloading steps

Post-loading steps

Data load rehearsal

Scheduling

Communication

Ongoing data-loading activities

Chapter 7: Getting Sign-Off

The what, why, who, how, and when of sign-off

What is a sign-off?

Why is sign-off important?

Who is involved?

How does it happen?

When to use the different types of sign-off

Types of sign-off

Discovery sign-off

Scope sign-off

Design sign-off

Build sign-off

Testing sign-off

Implementation sign-off

Change sign-off

Chapter 8: Executing Testing

Testing in practice

Creating test plans and executing testing

Unit Testing.

Quality Assurance testing

System integration testing

User Acceptance Testing

Translating Users' Stories into Test Cases

Other testing

Performance Testing

Chapter 9: Executing Training

Training in practice

Developing your Training Plan

Creating training materials

Delivering training

Instructor-led

Self-paced

Part 3: Beyond the Fundamentals

Chapter 10: Deployment Planning

Deciding how and when to deploy

Creating a deployment plan

Deployment checklist

Deployment communication plan

Going live

Post-go-live support

Chapter 11: Territory Management

What are sales territories?

Why manage sales territories?

Understanding your organization's territory strategy

What is Sales Cloud Enterprise Territory Management?

The capabilities of Enterprise Territory Management

Key concepts

When to use Sales Cloud Territory Management

Translating Territory requirements into a design

Setting up Enterprise Territory Management

Chapter 12: Modeling Additional Processes with Sales Cloud

Additional process requirements

Additional Sales Cloud functionality

Quotes and Quote Line Items

Contracts

Orders and Order Line Items

Custom Objects

Custom Object elements

Further reading.

Chapter 13: Common System Integrations

Why do we integrate systems with Sales Cloud?

Common integrations

Sales solutions

Marketing solutions

Customer Support systems

Finance and accounting systems

Document generation

eSignature

Data enrichment

Customer Data Platforms

Systems integrations overview

Types of integrations

Transformation and mapping

Who should be involved?

Where to start?

Chapter 14: Extending with the AppExchange

What is AppExchange?

Applications

Bolt Solutions

Flow Solutions

Lightning Data solutions

Components

Consultants

Getting the most from AppExchange

Searching the AppExchange

Discovering apps from the Demo Jam

The Power of AppExchange

Installing an AppExchange solution

Common types of applications to enhance your implementation

Salesforce Labs solutions

Document creation

Digital signatures

Accounting

Marketing

Index

Other Books You May Enjoy.

Notes:

Includes index.

Description based on publisher supplied metadata and other sources.

Description based on print version record.

ISBN:

9781804615188

1804615188

OCLC:

1430972797