They are also one of the most efficient, since they account for the 20-25% improvement in Salesforce data quality that we consistently measure within 7 days of installing SalesClic thanks to the red dots.
Today red dots appear in SalesClic pipelines in two situations:
- Outdated closing dates
- Stagnating opportunities
In a few days, we will introduce a third category of red dots, highlighting optimistic closing dates – i.e. closing dates that seem too close given the velocity of their pipeline and where they are in that pipeline.
As usual, one caveat: predictive analysis is based on past data, which may or may not be a good indicator of the future. There could be very good reasons for your optimism! But at least it is good to know you are being optimistic.
We will be upgrading to the new version of SalesClic on March 21st (SalesClic will be unavailable from 5 to 6pm GMT).
There are 3 notable elements in that upgrade.
(All versions of SalesClic)
We are improving pipeline reporting with the ability to print SalesClic pipelines as they appear on your screen – either in their detailed (opportunity by opportunity) or high-level (statistics) version.
To print or save you pipelines as PDFs, just click the print icon on the right of the pipeline header.
Multiple closed-won and closed-lost stages
(SalesClic for Salesforce)
Some Salesforce organizations use multiple closed-won and closed-lost stages to distinguish win/loss factors. SalesClic now accommodates this, dividing the closed-won and closed-lost boxes at the bottom of your pipeline into corresponding sections. You can drag and drop your opportunities directly into the right sections.
Flows for consolidated pipelines
(SalesClic for Google Apps and Highrise)
We are adding flows from your consolidated pipeline to the charts available under the Flows tab.
Last Thursday I was lucky to participate in the breakfast organized by SimplyZesty to discuss big data. I won’t summarize the discussions here (a recap is upcoming on SimplyZesty’s blog), but just mention three points that I found relevant to SalesClic.
1. What is big data?
Everybody talks about big data, but nobody knows what it really is. What is the difference between traditional data crunching and big data?
The consensus around the breakfast table was that size is not the defining element of big data. Rather, it is the ability to superimpose many layers of internal and external data, and derive actionable insights from that complex data set.
2. Big data and B2B
Big data is most frequently discussed with B2C use cases, and the breakfast was no exception. There are many explanations for this: (more…)
We will be upgrading to the new version of SalesClic on Feb. 28th (SalesClic will be unavailable from 5 to 6pm GMT).
This is a diverse upgrade affecting all versions of SalesClic, and largely based on user feedback received during the last few months. Meanwhile we are laying the groundwork for our next big analytical/forecasting leap… More about that in a few weeks.
SalesClic for Salesforce
- For Salesforce organizations using forecast categories, we are bringing the Best Case and Commit forecasts to the Quotas and forecasts box in SalesClic. What is interesting is that we are handling forecast categories at the opportunity level. As a result, SalesClic will potentially display your Best Case and Commit outside of your usual forecast hierarchy – by product line, client type, territory, etc.
- For pipelines containing over 1,000 opportunities, we are automatically displaying pipeline statistics first, rather than individual opportunities. This is a way to increase performance while preserving your ability to drill down for more information.
SalesClic for Highrise and Google Apps
- Highrise users can now update deals in their team’s consolidated pipeline.
- We are also adding the deal’s owner to the deal summary on the consolidated pipeline page and to the consolidated pipeline’s export.
By the way:
- We have recently added a lot of tutorials on our support hub. Have you checked them out?
- Thanks to our friends at IT Solutions, SalesClic is now available in Dutch. Please contact them on +32 11 290000 or at firstname.lastname@example.org for information on the services they provide in relation to SalesClic.
This article was published in a reduced version on the Chief Marketer website.
2012 was the year when two five-year B2B marketing trends became mainstream:
- The rise of inbound marketing and the corresponding channels (e.g. blogs, social media)
- The maturation of marketing automation software
These trends drove notable M&A and VC transactions throughout the year: Eloqua was acquired for $871M, Pardot for $96M, Marketo raised $50M (late 2011), HubSpot raised $35M… Operationally, their main consequence was the much-commented alignment between sales and marketing.
Wisdom from the trenches
As the CEO, but also CSO- and CMO-by-default of a software startup, I have tried to translate that alignment into coherent processes for our company. It is massive and demanding work, but this experience game me two ideas that I would like to explore in this article:
1. CMOs should really be called CRCOs – Chief Reach & Conversion Officers
For B2B marketing guys, reach and conversion are all that matters. Everything they do should either increase the reach of their company, or convert visitors/followers/prospects into qualified leads. (more…)
In the sales pipelines of our clients, we sometimes find a stage for “delayed” opportunities (usually near the end of the pipeline).
The rationale for that stage is the following: “We have worked on that opportunity for some time. It is well qualified and has successfully gone through the earliest stages of the pipeline. But now for some reason it has become stuck. So let’s place it in the “delayed” stage until we can reactivate it”.
Of time and directories
I don’t favor that “delayed” pipeline stage. I think that much like the “other” folder in a file directory, its main impact is to delay hard classification choices, and its destiny to inflate until the entire classification becomes meaningless.
Keep in mind that while the closing date is uncertain, it is an integral, non-detachable part of the opportunity. In other words an opportunity without a closing date, or at least a closing time frame, is not an opportunity – it is a business relationship that could, some day, generate an opportunity. (more…)
We will be upgrading to the new version of SalesClic on Thursday, January 10th (SalesClic will be unavailable from 17:00 to 18:00 GMT).
This upgrade focuses on SalesClic for Google Apps and SalesClic for Highrise. (SalesClic for Salesforce users beware – the next upgrade will be for you.)
SalesClic for Google Apps
- Increased visibility on future revenue. We are adding a brand new tab to the SalesClic menu – Flows. This tab will show you, pipeline by pipeline, your projected flow of opportunity closings. The next, much awaited and very exciting step for us will be to combine this information with the payment schedules you have been using for a while. The result: no less than your projected cash flows, based on your sales pipeline.
- Improved reporting in Excel. We are adding pipeline statistics to the Excel and Google Docs reports generated from the pipeline.