Salesforce Sales Cloud - an Implementation Handbook A Practical Guide from Design to Deployment for Driving Success in Sales
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 implementa...
| Otros Autores: | |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Birmingham, England :
Packt Publishing
[2024]
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| Edición: | First edition |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009816678906719 |
Tabla de Contenidos:
- 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
- Supporting tools and information
- 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
- Summary
- Further reading
- Chapter 3: The Core Sales Process
- Supporting tools and information
- 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
- Sales Cloud capabilities
- Key considerations
- In practice
- Opportunities, products, and price books
- Sales Cloud capabilities
- Key considerations
- In practice
- Activities
- Sales Cloud capabilities
- Key considerations
- In practice
- Account Team, Opportunity Team, and Opportunity Splits
- Sales Cloud capabilities
- Translating sales process requirements into a design
- Summary
- Further reading
- Chapter 4: The Lead Generation Process
- Supporting tools and information
- 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
- Sales Cloud capabilities
- Sales Cloud data model
- Salesforce Consent Data Model
- Sales Cloud security
- Leads
- Sales Cloud capabilities
- Key considerations
- In practice
- Campaigns
- Sales Cloud capabilities
- Key considerations
- In practice
- Other Objects
- Translating lead generation process requirements into design
- Summary
- Further reading
- 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?
- Common Sales Cloud use cases
- Summary
- Further reading
- Part 2: Preparing to Release
- Chapter 6: Bringing Data into Sales Cloud
- Supporting tools and information
- 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
- Summary
- Further reading
- Chapter 7: Getting Sign-Off
- Supporting tools and information
- 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
- Summary
- Chapter 8: Executing Testing
- Supporting tools and information
- 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
- Summary
- Further reading
- Chapter 9: Executing Training
- Supporting tools and information
- Training in practice
- Developing your Training Plan
- Creating training materials
- Delivering training
- Instructor-led
- Self-paced
- Summary
- Further reading
- Part 3: Beyond the Fundamentals
- Chapter 10: Deployment Planning
- Supporting tools and information
- Deciding how and when to deploy
- Creating a deployment plan
- Deployment checklist
- Deployment communication plan
- Going live
- Post-go-live support
- In practice
- Summary
- Further reading
- Chapter 11: Territory Management
- Supporting tools and information
- 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
- Key considerations
- Setting up Enterprise Territory Management
- Summary
- Further reading
- Chapter 12: Modeling Additional Processes with Sales Cloud
- Supporting tools and information
- Additional process requirements
- Additional Sales Cloud functionality
- Sales Cloud data model
- Quotes and Quote Line Items
- Sales Cloud capabilities
- Key considerations
- In practice
- Contracts
- Sales Cloud capabilities
- Key considerations
- In practice
- Orders and Order Line Items
- Sales Cloud capabilities
- Key considerations
- In practice
- Custom Objects
- Custom Object elements
- Key considerations
- In practice
- Summary
- Further reading.
- Chapter 13: Common System Integrations
- Supporting tools and information
- 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
- Key considerations
- Transformation and mapping
- Who should be involved?
- Where to start?
- Summary
- Further reading
- Chapter 14: Extending with the AppExchange
- Supporting tools and information
- 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
- Summary
- Further reading
- Index
- Other Books You May Enjoy.
