In a recent Ledgeview Partners webinar, we put Microsoft Dynamics 365 Sales and Salesforce Sales Cloud to the test, comparing them back-to-back.

For the purpose of this webinar, we laid out a few ground rules for comparison:

  • Both demo environments are free 30-day trial environments:
    • Microsoft Dynamics 365 Sales Enterprise
    • Salesforce Sales Cloud Enterprise
  • No configurations or customizations were made – both are out-of-the-box solutions
  • No add-ons or integrations were included with the exception of the Outlook add-on
  • Sample data was loaded/created to ensure Visual are populated
  • Data examples that are shown during the comparison match
  • Scenarios walked through in one tool are repeated in the other

This webinar shows you all about what’s possible with each solution, emphasizing their strengths and functionality.

How to Plan for Your Week in Salesforce Sales Cloud and Manage LeadsScenarios compared in each solution include:

  • A salesperson planning their week (access through desktop)
    • What does the upcoming week look like?
    • Lead management
    • Account/Contact management
    • Opportunity management
  • Outlook integration demonstration
  • A salesperson on the go (access through mobile)
    • Walkthrough similar scenarios as above, but through mobile

Microsoft Dynamics 365 and Salesforce are both SAS solutions, which means that you can access them through a Web browser. All major web browsers are supported.

So long as you have a URL, login, and security set up, you can access your solution wherever you have access to the Web.

For the purpose of these step-by-step posts, we will use the lead name “Lisa Smith” and account name “Ledgeview Partners” that has the contacts “Lisa Benson” and “Doug Fissell.”

The best way to absorb the information in these posts is to open your own Salesforce trial environment and this Ledgeview Partners demo and try these steps for yourself. Names (Leads, Contacts, Opportunities, Accounts, etc.) for your own environment may vary.

OPEN THE DEMO

Salesforce Sales Cloud

How to Plan for Your Week in Salesforce Sales Cloud and Manage Leads

How to Plan for Your Week in Salesforce Sales Cloud and Manage Leads

When you log in to Salesforce, you will see the homepage that shows you what your sales goals are and how much progress you’ve made in achieving them.

If you are meeting your goals, but want to go above and beyond to exceed them, you may look at your Opportunities. Evaluating your Opportunities will help you determine how you can close deals quicker.

On the homepage, you can also evaluate what you’re doing and what’s happening in your workday.

Events will show you what you’ve scheduled for your day, and Tasks will show you what activities you need to complete.

How to Plan for Your Week in Salesforce Sales Cloud and Manage Leads

On the Opportunities panel, you can also see if new Leads have been assigned to you.

To plan your day, the first thing you will want to do is look at the new lead you’ve been assigned. (See image right, “Lisa Smith.”)

When you click on the lead, “Lisa Smith,” you will be redirected to the Lead form and see a path across the top that tells you where you are inside of your process.

Since this is a new lead, you are not that far along and will see that you are in the “New” status. (See image below.)

How to Plan for Your Week in Salesforce Sales Cloud and Manage Leads

How to Plan for Your Week in Salesforce Sales Cloud and Manage Leads

Key fields will tell you about the lead and the company they work for.

Activities will tell you about the next steps you need to take with the lead. For this example, you see that you need to schedule a follow-up call with Lisa Smith.

When you click on the Details tab, you will learn more about Lisa. Lead Information may include:

  • Lead status
  • Name
  • Title
  • Email
  • Phone number
  • Mobile phone number
  • Rating
  • The lead owner (sales rep the lead is assigned to)
  • Website
  • Company
  • Industry
  • No. of employees
  • Lead source (how the lead was generated)
  • Address

How to Plan for Your Week in Salesforce Sales Cloud and Manage Leads

All of these fields are available, but you may not have this information right away in your “Details” tab. More information may need to be collected during follow-ups with your lead or through a simple web search.

Once you fill in all of the key information that you need, you can mark the “New” status as complete and the path at the top of your screen will move to “Working.”

How to Plan for Your Week in Salesforce Sales Cloud and Manage Leads

Once you make a call with Lisa, you will want to log it.

To log a call, navigate to your “Activity” panel and click on “Log a Call.”

From there, you can start to fill in the fields:

  • Subject
  • Comments
  • Name
  • Related to

When you are done logging this call, you can mark the task to call Lisa as complete.


How to Convert a Lead to an Opportunity in Salesforce Sales Cloud

Since Lisa is a good lead, you can convert her to an Opportunity. To convert this Lead to an Opportunity, navigate to the top of your screen and click on the dropdown menu on the righthand side that exists on the same panel as your lead’s name. In this case, “Mrs. Lisa Smith.”

How to Plan for Your Week in Salesforce Sales Cloud and Manage Leads

A pop-up will appear in the middle of your screen called, “Convert Lead” where you can fill in all of your fields and make Lisa Smith an Opportunity.

How to Plan for Your Week in Salesforce Sales Cloud and Manage Leads

Since Lisa is a new account and contact, the system will recognize this and prompt you to create the new Account and Contact along with your new Opportunity.

Once you’ve filled in all relevant information, click “Convert.”

You will see another screen pop-up that shows you your lead has been converted and your Account, Contact, and Opportunity information has been saved.

How to Plan for Your Week in Salesforce Sales Cloud and Manage Leads

Click on “Go to Leads” to return to your leads list.

For this example, we are going to open “All Open Leads” from the dropdown menu on the Leads panel.

How to Plan for Your Week in Salesforce Sales Cloud and Manage Leads

Evaluate your leads to see if there are any others you’d like to be working on.

If not, search for other firms that you know you have great opportunities with. Search for the firm in the search bar at the top of your screen. Once you type in the name, relevant information will appear.


For the next blog in this series, we’ve used “Ledgeview Partners” as the account name.

Subscribe to the blog so you don’t miss next week’s post. We will cover How to Manage Opportunities in Salesforce Sales Cloud.

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