Recently I was in a sales cycle with a prospect that had already made the decision to use Salesforce for their 20 sales people, but was unsure about which version of Salesforce they needed based on their business requirements.

They were trying to decide between the Professional and Enterprise Editions. They felt that their needs were basic and were therefore inclined towards the Professional Edition. At a high level they needed:
•    Basic lead and opportunity management
•    Account and contact management
•    Reporting and dashboards

They asked me as the implementation partner which factors they should consider in their selection.

My advice was to approach … Continue Reading

When designing a deal registration system on Salesforce, is it best to use the lead or opportunity object? The answer is: it depends. There are a number of factors to consider when determining which object to use. Consequently, this seemingly simple question has generated a lot of confusion and debate.

To help guide your decision, we’ve indentified the top five factors to consider when determining whether leads or opportunities offer a better starting point for your deal registration system.

Who Approves Deal Registrations?

The question of who approves deal registrations impacts the decision of whether to use leads or opportunities. Let’s … Continue Reading