Quiz time. You want to minimize channel conflict and improve sales alignment. What’s the best way to do that?

If you answered “Named Accounts,” then you’re absolutely right.

But named accounts aren’t a native feature of Salesforce. That means, in order to use named accounts, you’ll have to develop distinct lead assignment rules for every desired account. Even with a medium volume of accounts, this process will quickly become unmanageable.

Quiz time, part two. Is there an easier, more manageable way to apply a named accounts approach to Salesforce?

If you said “Yes,” well, don’t be too proud of yourself—it was a 50/50 shot.

With … Continue Reading