A true lead, who is a respondent to marketing efforts, has explicitly requested more information about the company or its products. These leads should immediately be scored (a topic discussed later in this chapter) and put on the telesales call-down list in order of “hotness.” Check out the discussion on this topic in Chapter 9.
Once these basics are agreed to (and documented in the project wiki or Google Drive area), the SFDC screens and variables need to be customized to fit the company’s model. Almost always, a few
custom fields (such as a calculated field for the
sales region) need to ...
- Chapter 10. Best Practices in Marketing
- from Salesforce.com Secrets of Success: Best Practices for Growth and Profitability, Second Edition
- Publisher: Prentice Hall
- Released: November 2013
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