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  • When There’s Too Much in the Technology Toolbox

    When There’s Too Much in the Technology Toolbox

    It’s never a good feeling when you’re working on a job and you don’t have the right tool. But these days in the B2B sales tech space, that really should never be a problem. The marketplace has...

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  • Jason Paquette

    Jason Paquette

    Making Sales Teams Picture Perfect

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  • Bucket Lists, Salesforce style

    Bucket Lists, Salesforce style

    In my last post, I examined the differences between reports and dashboards, and when it’s best to use each. Now, let’s take a closer look at how to get the most out of your reports. One way to do...

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  • Introducing Ops-Stars: The Unsung Heroes of the B2B Sales Process

    Introducing Ops-Stars: The Unsung Heroes of the B2B Sales Process

    The obvious question is, “What’s an Ops-Star?” Well, Ops-Stars at B2B companies are: The operations professionals who build the revenue-generating engine The fixers who remove obstacles for sales...

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  • The Real R&D: Reports and Dashboards

    The Real R&D: Reports and Dashboards

    In the sales operations world, “R&D” doesn’t stand for Research and Development. We’re talking about Reports and Dashboards. Those of us in sales ops are immersed in Salesforce reports and...

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  • Now and Later: Evaluating Sales Tools

    Now and Later: Evaluating Sales Tools

    You’re in pain. You want relief. Now. There’s trouble in your sales process. It’s hurting the business . . . and left you with a throbbing headache. That’s why you’re evaluating sales tools from...

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  • A Tale of Three Sales Processes

    A Tale of Three Sales Processes

    The challenges for sales and marketing operations pros never end. Dirty data. Frustrating tools. Inefficient workflows. Turning a revenue-generating machine into a well-oiled engine isn’t easy....

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  • Ensuring Data Quality with Validation Rules

    Ensuring Data Quality with Validation Rules

    Let’s just say that having a messy room was not an option when I was growing up. I was raised in a house where being organized mattered. That even applied to chores. And that philosophy has...

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  • Opportunities, Marketing Touches and The Power of One

    Opportunities, Marketing Touches and The Power of One

    There’s a lot of value in building reports in native Salesforce with an object and its child objects. And one of the key values you look for in this kind of report is how many unique counts exist....

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  • Managing Your Salesforce Guests

    Managing Your Salesforce Guests

    You just moved into a new apartment. And now you’re asking yourself: Who else should have access to my place? The property manager, of course, has a key. Maybe you’ll want to give one to your...

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  • Competing Sales Ops Roles: Fixer Versus Strategist

    Competing Sales Ops Roles: Fixer Versus Strategist

    When the research firm TOPO holds periodic gatherings for sales operations professionals, the sessions typically start with a question for the group. What is the biggest challenge that you’re...

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  • How to Optimize Your Opportunity Amounts

    How to Optimize Your Opportunity Amounts

    A deal closes. The gong sounds. And after the clapping ends, what’s one of the first question everyone asks? How much is it worth? That number can be a little complicated. Sure, a deal might be...

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  • A Lead's Journey to Find the Right Home

    A Lead's Journey to Find the Right Home

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  • Solving the Complexity of Routing Leads Within Salesforce

    Solving the Complexity of Routing Leads Within Salesforce

    It’s a question that I often hear asked by sales leaders: How should we handle our prospects within Salesforce? In fact, it was posed again recently on Modern Sales Pros, which is an online forum...

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  • Connecting Workflow Rules to Picklists in Salesforce

    Connecting Workflow Rules to Picklists in Salesforce

    One of the great features in Salesforce is all the different ways you can use Picklists. They’re great, simple ways to auto-populate information that streamlines Salesforce so it’s easier to use....

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  • Pioneering ABSD with Lars Nilsson of Cloudera40:14

    Pioneering ABSD with Lars Nilsson of Cloudera

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  • Linking Together Two Picklists in Salesforce

    Linking Together Two Picklists in Salesforce

    One of the most straightforward definitions in the entire Salesforce glossary is the Picklist. As in, you pick a single value for a specific field from a drop-down list. Picklists make it easy to...

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  • Welcome to the Sales Operations Era

    Welcome to the Sales Operations Era

    For the longest time, Jonathon J. Leon Guerrero had trouble figuring out just the right analogy to help explain what he did in his job. After all, who really understands what you mean when you...

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  • Deciding What Metrics to Track for Sales Development Reps

    Deciding What Metrics to Track for Sales Development Reps

    There’s no shortage of information available when it comes to analyzing the productivity of Sales Development Reps. But which benchmarks matter the most?

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  • If It’s Not in Salesforce, It Didn’t Happen

    If It’s Not in Salesforce, It Didn’t Happen

    If a tree falls in a forest and nobody is there to hear it, does it make a sound? That’s not an existential riddle often discussed among sales teams. But a less philosophical question is pondered...

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