Lane Four

Author: Stephanie Damgaard

  • Lead Routing Tools for Salesforce: A Buyer’s Guide

    Lead Routing Tools for Salesforce: A Buyer’s Guide

    In the B2B sales landscape today, the fastest company often wins. The faster you can route incoming leads to the right person and enable them to follow up effectively, the better chance you have to win customers. Lead routing tools are a vital part of that. Speeding up the routing and assignment process so your leads get to the right rep, faster and automating the workflow so you and your team can spend more time talking to leads instead of sorting them.

    In this buyer’s guide, we cover everything you need to know to choose the best lead routing solution for you, including:

    • What lead routing is
    • The benefits of using a lead routing tool
    • How to know when it’s time for a lead routing tool
    • Key considerations to help you land on the perfect tool for your team

    What is lead routing?

    Lead routing (also sometimes called lead assignment) refers to how you distribute new leads among your sales force. The goal of lead routing is to manage incoming leads in the most efficient way, ensuring leads make it to the right reps and are contacted as quickly as possible.

    Beyond that, the process can be as simple or complex as your organization’s needs require—accounting for territory mapping, for example, or sales rep workloads—and it’s often automated using a lead routing tool.

    With effective routing, you can help balance workloads, increase speed to lead, and better capitalize on incoming leads.

    What are the expected outcomes of lead routing?

    Lead routing can be done manually, by assigning each lead to the right rep by hand—but it’s time-consuming, repetitive, and unnecessary work. That’s why many organizations opt to automate the process using a lead routing tool. These tools take the manual part out and speed up the process, routing new leads in real-time, based on complex rules.

    There are a lot of benefits to that:

    • Increased productivity: No more wasted time on manual lead triage and routing means more time to spend actually selling to customers.
    • A holistic view of accounts: With matching, a feature of all good routing tools, leads are connected to accounts inside Salesforce, so you get an accurate, real-time view of activity within accounts.
    • Faster speed to lead: Automating routing means new leads make it to their rep in real-time, so they can follow-up quickly.
    • Better data: Many lead routing workflows solve for duplicate contacts, automatically cleaning your Salesforce data.
    • Fewer leads fall through the cracks: Without the human error and delays involved with manual routing, every lead makes it to the right rep.
    • Better customer experience: Faster follow-up and better data in the hands of your sales team means they can provide a better experience to leads and customers.

    Those crucial, wide-ranging benefits are what make lead routing tools a key layer in any sales stack today.

    When should I implement routing?

    If your team consists of 1 sales rep and a handful of leads, you probably don’t need a routing tool just yet. So how do you know when it is time to implement a lead routing solution?

    There are a few hints you can look out for to decide whether or not it’s time:

    • You can no longer support your go-to-market strategies with manual processes
    • Incoming lead volume has grown to the point where you can’t keep up—and leads are going cold because of it
    • You’re moving to an account-based marketing (ABM) strategy
    • Lead assignment rules are changing regularly as your sales team grows or territories change—you need both flexibility and automation to keep pace

    Here’s the bottom line: if your team is growing and you need to scale, manual lead routing processes will hold you back. To meet that need and prepare for continued growth on your sales team, you need a solution for lead routing that allows reps the time and information they need to make the sale.

    Key considerations to find your perfect tool

    When you’re ready to find a lead routing solution, there are a lot of things to consider. Here, we’ll walk through the biggest questions you need to evaluate before implementing a routing tool:

    • Can it handle your routing needs?
    • How messy is your current Salesforce org?
    • Does the tool support sales workflows beyond routing?
    • How will it work with your existing sales stack?
    • Is it easy to learn and use?
    • What kind of support will you get?

    Can it handle your routing needs?

    Go-to-market (GTM) strategies often create the inflection point that makes lead routing tools imperative. High-volume inbound leads, ABM strategies, and sophisticated territory models, for example, can all take lead routing software from a “nice to have” to a must-have.

    So when you evaluate a lead routing solution, the first thing to consider is whether it has the capability to route with the specifications your strategy requires. Specifically, you need to know:

    Which Salesforce objects can it route?

    This is the fundamental question—is routing leads enough? Or do you need to route accounts, contacts, and opportunities, too? Make sure the tool you choose will be able to handle everything you need it to.

    Calendar-based lead routing tools, for example, may handle some of your inbound needs, but they can be limiting when you need to, say, upload lead lists from a trade show. More sophisticated lead routing tools make it easy to upload, deduplicate, enrich, and assign any list of leads or accounts.

    It’s important to think broadly about your company’s holistic routing needs here. For example, beyond inbound lead assignment, do you need to route hand-offs from SDRs to AEs? What about outbound account distribution? Lead re-engagement?

    Consider non-sales use cases, like routing cases to customer support, too. You shouldn’t need multiple solutions to handle the same process for different teams.

    Can it leverage round robins?

    Most tools support round-robin routing, but they vary in terms of how robust the feature is. The best tools allow you to build round robins into your territory structure, for example—as well as using them in other scenarios, like round robin for a particular territory while the rep covering it is out on vacation or until your team grows and you can assign a full-time rep to the territory.

    Can you do availability-based assignment?

    When you build out your routing flow, it’s easy to miss availability. And sending leads to the right person at the wrong time isn’t very helpful. Particularly in highly competitive industries, speed to lead is everything. Delays in follow-up can cost you the sale.

    Think through how your team functions on a day-to-day basis. What happens to leads from a particular territory or account when the usual owner isn’t available?

    The best tools solve for this by taking time zones, business hours, vacations, and other absences into account—in real-time.

    How sophisticated are the matching capabilities?

    Simple, low-volume matching and routing can be done manually. When you’re ready to level up with automated lead routing, your needs are likely a little more complex. That’s why you need to look for a tool with intelligent routing that can match on a number of different criteria, from domain to company name or even exact email address.

    How does it handle lead conversion?

    If you need to convert objects from lead to contact/account—to hand off to an AE, for example—this is a key consideration. Think about which criteria trigger that conversion, then make sure any routing tool you consider can handle that conversion, allowing you to use various fields and in-depth criteria to build a more accurate and effective automated workflow.

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    How messy is your current Salesforce org?

    If you’re like a lot of companies, your Salesforce org may have started out pretty messy, cluttered with years of data from marketing automation tools, chat bots, trade shows, web forms, and other data sources.

    Effective and efficient lead routing—whether manual or automated—relies on good, clean data. So if your org is messy and full of duplicate, incorrect, or missing data, you need to clean it up before any routing tool can do its job. Doing so can add time to your implementation, but it’s necessary for solid lead routing going forward.

    The top lead routing vendors often help with this, working with you to complete an initial clean-up and get your data to a place where your routing rules can work effectively for you.

    Does the tool support sales workflows beyond routing?

    The best lead routing tools do a lot more than routing and assignment—because you need more than the initial assignment to keep your sales org running smoothly. You need to convert leads to accounts and contacts, create opportunities, keep your underlying data clean and deduplicated, and more.

    Routing isn’t the only thing you may want to automate either, so look into the actions you can automate after the record is assigned.

    Workflows like assigning multiple fields, populating custom fields, notifying reps of new assignments, adding new leads to engagement sequences are crucial, too. Plus, you may need a solution that helps enforce your SLA :

    • Tracking speed to lead
    • Taking action on records that aren’t being worked
    • Reporting on team performance

    A solution that can automate all the workflows we’ve mentioned is more valuable than one that handles lead routing alone—because it ensures everything is always consolidated, consistent, and up to date.

    Will it integrate with your existing tech stack?

    Lead routing tools need to work together with the other technology you and your team use on a daily basis. If they don’t fit seamlessly into your workflow, it’s hard to make routing automation work well.

    At a minimum, you want a tool that works seamlessly with your enrichment tools, sales engagement tools, and (of course) Salesforce.

    Enrichment tools

    Enrichment tools (like ZoomInfo) are a crucial part of effective lead routing. You want a solution that allows you to use data from your enrichment tool to inform your automated routing and assignment decisions. Specifically, you need the ability to enrich leads, not just accounts. If a tool doesn’t allow for that, you’ll need to make sure it can still work for your routing flow.

    Since enrichment doesn’t always happen immediately, any routing tool you consider should enable you to build in delays where necessary, to allow for new records to populate with enrichment data. Plus, you need to be able to set rules for when specific enrichment data isn’t available.

    Sales engagement tools

    Routing software should also integrate with any sales engagement tools you use (like Outreach or Salesloft), including the capability to trigger actions like placing a lead into a sequence or cadence automatically.

    Salesforce

    Last but certainly not least: it has to work with Salesforce. Preferably, it will be Salesforce native rather than a solution that sits on top of your CRM system. There are numerous benefits to choosing a Salesforce native lead routing tool. For one, being Salesforce native means you never have to worry about whether or not a particular integration is possible.

    From marketing automation and sales enablement to messaging systems like Slack, enrichment tools, intent tools, and beyond, every tool in your stack needs to talk to the rest. If your tools are fully integrated in Salesforce, you can leverage any data you want in your routing. Whereas with a black box tool, you have to rely on its individual integrations.

    It’s also worth noting that a native tool doesn’t tax your Salesforce API usage the way those that sit atop the CRM can either. Plus, a native tool keeps all your data secure by automatically following your Salesforce security settings—making it easier to secure your data at scale.

    Is it easy to use?

    Ease of use is a key factor to consider. After all, if the tool isn’t easy to implement and use, your team may not use it at all. Consider how easy each tool is to use both for initial setup and ongoing management and changes as your processes evolve:

    • How long will it take your team to learn how to use the tool autonomously? 
    • Can you view all your routing rules in one place and easily understand the full process?
    •  Will you or your team be able to make changes on the fly, quickly and easily? 
    • Is the tool something the entire team can learn or will you have to rely on an internal expert? 
    • Will the system make sense to the people who didn’t set it up?

    The best case scenario is to choose a routing solution that everyone can understand and use, with minimal learning curve or training required. The user interface should feel intuitive and approachable for all skill sets and roles within operations and Salesforce administration.

    Beyond that, you also want a tool that supports user management, allowing you to easily turn user settings on and off and manage vacations, promotions, and business hours.

    What kind of support will you get?

    Even if you find the easiest tool on the market, problems pop up—so you also want to choose a vendor that will support you throughout implementation and any ongoing challenges that arise.

    When you first implement routing, there are tons of potential nuances you’ll need to include in your rules, but many of them can be hard to foresee. That’s why it’s invaluable to have the support of an expert team as you implement a new routing tool.

    Ask vendors about the implementation process and how they provide ongoing support down the line. Specifically, learn about:

    • How easily you can access support
    • Typical turnaround and response times
    • How knowledgeable the support team is
    • Whether there are any additional costs associated with ongoing support

    The support team should be familiar with lead routing best practices and industry knowledge, able to show you sample flows and consult as needed whenever you need them, including as you grow with the tool.

    Buy the last routing tool you’ll ever need

    The final, and perhaps most important, question to ask is whether the tool can grow with you as you scale. The last thing you need is to spend the time and money implementing a lead routing tool, only to wind up having to switch to another tool in a few months or years.

    The best lead routing tools can grow with you, without breaking or sending your monthly cost through the roof.

    You’ll want to consider…

    • Pricing: How will your costs go up as you ramp up? Some tools increase prices drastically when you surpass a certain number of users, for example, while others include only a modest increase as you scale.
    • Complexity: Can it support the simple routing workflow you need now and handle more complexity as your routing process evolves?
    • Features: Does the tool include additional features beyond routing that you may need down the road?

    Our best advice is to evaluate your options based not only on what you need today, but on what you anticipate needing at different stages and as you scale. (If you don’t know, a good vendor will be able to help you predict future needs.)

    That way, you can choose the last routing tool you’ll ever need—a solution that can handle everything you need no matter how your sales workflows grow. And save you from having to repeat the shopping process all over again next year.

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    About the Author

    Kiera Abbamonte is a content writer who works with B2B SaaS companies. Catch up with her on Twitter @Kieraabbamonte or KieraAbbamonte.com

    October 14, 2021
  • 2 Salesforce Screen Flows to Optimize Your Sales Workflows

    2 Salesforce Screen Flows to Optimize Your Sales Workflows

    Salesforce flows take sales process automation to new heights. Flows are incredibly powerful in that they let admins design complex automation with clicks instead of code. Screen flows are a particularly useful tool for streamlining sales workflows in Salesforce.

    With a couple of well-designed screen flows, you can significantly reduce data entry time for your sales team. More importantly for ops, screen flows can help ensure that reps are capturing data more consistently on your deals.

    What is a screen flow?

    Imagine that your reps could create new records and make updates across objects without needing to leave a single screen. Or that they could generate handover documents without using external spreadsheets. With screen flows, both of these things are possible.

    Salesforce screen flows, which are called through a button or user action, are designed to guide users through your process while automating the necessary logic and actions between different screens. There are many ways to customize screen flows to your unique sales process. Here are two examples that can make a big difference to sales and operations teams alike.

    1. Create Opportunities from the Contact Record

    One of the simplest things you can do to cut down admin time for your sales team is to implement a screen flow that allows reps to create an Opportunity directly from a Contact record.

    Typically, creating an Opportunity record is tedious—which is why a lot of reps skip fields in Salesforce. Who can blame them? Often, they need to go to multiple screens or tabs (other Salesforce objects, LinkedIn, external websites) to gather all the information they need to enter. But a screen flow lets your reps create an Opportunity so easily, they can do it while they’re still on the sales call.

    We implemented this screen flow for our internal sales team after identifying some roadblocks in our Opportunity creation process. Now, reps can access an Opportunity creation box from within the Contact layout (see below), effectively creating a one-stop shop for prospect engagement. This allows reps to view all of the information on the Contact while they are creating the Opportunity record—all on one screen and with no navigation required.

    Further, because screen flows allow you to automate logic between different objects, the information filled out within the Create Opportunity box automatically populates the new Opportunity record and wherever else a particular field is linked.

     

     

    To make it simple for our reps, we decided to include four required fields on the screen flow to establish baseline data for the Opportunity. We chose the following fields:

    • Customer type
    • Meeting Booking Channel
    • Lead Source (automatically populated when a source exists)
    • Description

    The impact of this screen flow on our sales team was immediate and substantial. Having reps create the Opportunity while still on the phone with prospects lets them book the next call while still on the first call, saving a ton of time and eliminating back and forth emails. With fewer administrative delays, the overall buying experience has become much smoother for our prospects, which results in better meetings.

    There are other benefits, too. Working with live data gives our sales team the confidence that they have captured key data in the moment, so they aren’t bogged down by data entry later. This provided better reporting and performance analysis, giving our leadership team clearer insights into KPIs and strategy.

     

    2. Create an Automated Sales-CS Handover Document

    Screen flows can streamline the process of producing a sales to customer success (CS) handover documents, saving time and ensuring that higher quality data is passed along. Traditionally, this kind of handover document is produced from scratch in a spreadsheet — a process that’s frustrating for sales reps because it duplicates their work. Not only is it a hassle to create a new document with information you’ve already entered in the CRM, but the data is stored within different Salesforce objects and is cumbersome to pull together. Not to mention that the deal has already closed and reps are already turning their focus to the next deal.

    As a result, the quality of sales to CS handover documents tends to suffer, which causes a couple of problems. Firstly, it’s difficult to hold an AE accountable for information quality after a deal has closed. Without a detailed report, key information gathered during the sales process becomes inaccessible to CS. Secondly, it leaves room for customer experience problems down the road like delays, confusion about next steps, and communicating with the wrong stakeholders, all of which negatively affect the customer experience.

    Luckily, with a simple screen flow, sales can generate a handover document directly from Salesforce at the click of a button. You can configure your flow logic to automatically pre-populate the appropriate fields of the document. (As a side benefit, fields updated in the document at this stage will automatically update on the original object as well.)

    Then, you can also set up your flow to trigger alerts for specific users. For example, when an AE completes a new handover document, you can set it up so that the CS manager or leadership will automatically be alerted. This cuts out an extra step for an AE to manually alert the team of a closed deal.

    As you can see, everything here is being done on one page in Salesforce. Because the AE doesn’t have to fill out information twice on an external spreadsheet, this flow cuts the time it takes to produce this document in half. What’s more, when an AE can call the flow as soon as the deal closes, the notes and information will be of higher quality since it’s top of mind. It’s a quick, seamless process that ensures the handover from sales to CS is smooth and easy.

    Turn Your Sales Process Into a Well-Oiled Machine

    As these two examples demonstrate, screen flows are a simple and effective way to cut down onyour sales team’s admin work and ensure better data quality in your CRM. For more how-tos for flows, check out our guide on when and how to use them. There are also great Trailhead courses that can helped you get started. We’re confident that flows will open your eyes many possibilities for streamlining workflows in Salesforce.

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  • Lane Four Partners with RevGenius

    Lane Four Partners with RevGenius

    We’re excited to announce our newly minted partnership with RevGenius! This rapidly-growing, inclusive community brings together like-minded professionals to build the future of sales, marketing, and revenue operations.

    Join us for our first RevGenius partner event, Salesforce Hacks to Reduce Friction in Your Sales Process:

    Ops and sales come together in this session to accomplish one goal: 

    Get your reps to spend more time selling and less time dealing with data.

    Keeping your Salesforce data honest is tough. Cleaning up bad data takes forever, and it’s hard to enforce good data practices among your sales team. 

    The good news? 

    Making some simple changes in your CRM can make a huge difference to your data quality.

    Lane Four SaaS Practice Manager, Aidas Dirse and Director of Sales, Anthony Carione discuss Salesforce automation hacks that will instantly make the sales process smoother, including…

    • Simple, actionable Lightning page layout tweaks
    • Game-changing screen flows to cut hours of reps’ time
    • Matching and routing to handle inbound and account-based challenges

     

    Don’t miss it! Register now.

  • Lane Four Committed to Equity, Diversity, and Inclusion in Tech

    Lane Four Committed to Equity, Diversity, and Inclusion in Tech

    On April 6th, 2021, Heather Payne, CEO & Founder of Juno College of Technology, announced the launch of the Juno Foundation. Lane Four is a proud to be an early supporter of the Foundation and their mission to increase Equity, Diversity, and Inclusion (EDI) within our industry.

    The Juno Foundation aims to increase the number of historically underrepresented individuals in tech. Based in Toronto, the foundation provides opportunities for Canadians of all backgrounds to grow their careers in the tech industry. Through community outreach, training, and diversity reporting, the foundation promotes EDI in Canada’s tech community.

    Since 2013, Lane Four has been committed to helping non-profit organizations and supporting emerging Canadian tech talent. During this time, we’ve worked with a wide-range of non-profits, including the Jane Goodall Institute, the Institute for Canadian Citizenship, and the Walrus Foundation. In addition to supporting the Juno Foundation, Lane Four has exciting plans to continue supporting initiatives in our community and beyond. 

    About The Juno Foundation

    The Juno Foundation is a charitable organization that seeks to increase the number of historically underrepresented individuals in the tech industry through a focus on three areas: Community Outreach, Training, and Diversity Reporting.

    About Lane Four

    Lane Four is a boutique Salesforce consulting firm helping high-growth startups scale rapidly with Salesforce. In addition to our extensive work in the SaaS startup world, Lane Four is dedicated to making an impact through work with a range of non-profits and charitable organizations in our community.

     

  • This Template Will Fix Your Forecasting

    This Template Will Fix Your Forecasting

    When done right, forecasting provides insights that can drive your growth. If done poorly, it can guide decision-makers down misleading paths. The difference comes down to accuracy. Obviously, to get accurate forecasts, you need accurate data. Easier said than done, right? But when your data isn’t reflective of what’s really happening with your buyers, you might default to arbitrary projections based on personal feelings or best guesses from the sales team.

    Clearly defining your sales stages is a critical first step towards getting accurate forecasting numbers. Our SaaS consultants use this template, which lays out the basic foundation for crafting sales a sales process that works. Let’s take a look at what’s wrong with your current forecasting, and how this template can help.

    Your Current Process is (Probably) Broken

    If your forecasting numbers are wildly inaccurate, or it takes a ton of manual work to figure out what your projections are, your Salesforce processes are probably to blame. Here’s a good litmus test: If you asked each of your reps what a particular stage means, would they all say the same thing? If not, you need to do a better job of clearly defining your stages and communicating processes to the team.

    Without definition in your stages, confusion will run amok. Inevitably, each rep will develop their own measure of what successful completion of a stage means. For example, some reps might think a successful demo means the Discovery stage is complete. Others may not feel comfortable moving to the next stages until they have more information. This discrepancy in perception shows up as a discrepancy in data, which renders your forecasting inaccurate.

    As ops people well know, under – and over-reporting by reps creates a lot of extra work. You’ll probably find yourself playing detective in Salesforce and manually adjusting your numbers.

    Defining Your Sales Process

    The main goal of this template is to define your sales process in a way that is both logical for sales and generates accurate forecasting. This means creating clearly defined sales stages that shares three key factors: carefully considered sales activities, key milestones, and clear exit criteria. These three factors taken together will determine what your sales stages are, and how many you have.

    The template includes 5 stages, organized around key activities, milestones, and exit criteria.

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    1. Sales Activities

    Sales activities are tangible actions that your reps take during each stage of the sales process. During these actions, your reps will gather information about the customer that’s required in order to move the deal forward in the pipeline. Clearly defining these activities within your stages will help both your reps, and your numbers.

    For example, during the Discovery stage, reps may complete a demo meeting as one of their activities.

    2. Milestones

    Sales activities reveal vital information for securing the deal, which builds towards your milestone for that stage. Think of a stage milestone as the ultimate purpose for the activities that happen during that stage. Make sure all of the sales activities required to meet this milestone are tracked within this stage.

    For example, the milestone in the Discovery stage might be to identify the target solution for your customers.

    3. Exit Criteria

    Exit criteria are the determining factors for whether your deal is ready to move out of one stage and into the next. Until this criteria is met, reps can’t move their deal into the next stage.

    For example, the exit criteria to move from Discovery into Proposal could be agreement to proposal.

    Salesforce Gates

    Once you’ve defined your sales process, think about your Salesforce gates. These are the specific fields in Salesforce that your reps need to fill out to track the health of the deal. You can make filling these fields required in order for the rep to move to the next stage. This helps lock in probability accuracy for each deal.

    I’ve Filled Out the Template. Now What?

    By defining the sales process and salesforce gates for each stage, your future forecasts will be based on objective measures rather than arbitrary projections. 

    Remember the litmus test that tells you if your forecasting is broken? Ask it again. This time, each rep should be able to tell you the defined activities, milestones, and criteria of every stage. Using this new roadmap, your team will know exactly what needs to be done in each stage to achieve much more precise measures of success. 

    Defined checkpoints in the sales process now decide the probabilities of closing, and your forecasting in Salesforce will naturally become more accurate over time.

    A Visual Manual

    Even if you don’t need to totally revamp your sales stages, you can use this template as a rubric to guide your new and onboarding reps through essential actions. It can act as a guide for which activities should occur when, and milestones/exit criteria will provide crystal clarity about what data they are require to track as they move through the pipeline. We even had one client ask for an image of each stage be pinned to the Salesforce Opportunity as a visual reminder for their reps to stay on track.

    No matter how you decide to use the template, it serves as a great visual guide of your sales process that removes subjectivity from your sales forecasts.

    Grab the template to get started today!

  • Lane Four Announces Silver Salesforce Consulting Partnership

    Lane Four Announces Silver Salesforce Consulting Partnership

    Lane Four has officially earned Silver Consulting Partner status with Salesforce. This announcement comes after a year of unprecedented growth, during which Lane Four’s consulting team more than doubled and the company achieved overall growth of over 50%.

    Salesforce’s Partner Program promotes excellence among providers through a comprehensive analysis of their contributions. Silver status is achieved through a rigorous set of requirements, including high customer satisfaction scores, a wide breadth of team credentials, and substantial project requirements.

    “We’re excited to reach this milestone in our partnership after a year of major growth,” says Lane Four’s founder, Andrew Sinclair, “Our consulting team is hyper-focused on helping our clients succeed, and we look forward to continuing the results-driven work that got us here.”

    Helping Startups Scale

    Since 2013, Lane Four has worked with high-growth startups to scale their go-to-market processes in Salesforce. Today, tech unicorns like Carta, Lyra Health, and Udacity are among over 100 startups on Lane Four’s client list. Having built a niche in the SaaS space, Lane Four has earned a reputation for providing highly customized, outside-the-box solutions while maintaining an extremely high standard of on-demand support.

    Lane Four’s team of revenue ops experts, Salesforce admins, developers, architects, analysts, and project managers offer a wide range of services related to Salesforce CPQ, Customer Community, Pardot, Partner Community, Platform, Sales Cloud, and Service Cloud.

    Lane Four also offers a competitive lead-to-account matching and routing solution for Salesforce, and maintains a robust implementation partnership with leading sales engagement platform Outreach.io.

    About Lane Four

    Lane Four is a boutique Salesforce consulting firm helping high-growth startups scale rapidly with Salesforce. Having worked with 100+ companies in this space, Lane Four brings expertise in the culture, processes, technology, and systems that drive the startup world.

    About Salesforce

    Salesforce, the global CRM leader, empowers companies of every size and industry to digitally transform and create a 360° view of their customers. For more information about Salesforce (NYSE: CRM), visit: www.salesforce.com.

     

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  • Lane Four Consultant Among First 100 Outreach Certified Administrators

    Lane Four Consultant Among First 100 Outreach Certified Administrators

    After nearly two years leading Lane Four’s Outreach.io implementations, Salesforce consultant Joana Lourenço is now a Certified Outreach Administrator. This makes Joana one of the first 100 people globally to receive this brand-new certification.

    The Outreach Certified Administrator credential validates a skill set that Joana has honed working with more than 100 high-growth startups to implement this increasingly popular sales engagement platform. As well as being an expert in setting up Outreach for new users, Joana helps companies streamline their Outreach-Salesforce integration, audit and optimize their Outreach platform, and beyond.

    “It’s so satisfying to help growing companies use the combined power of Outreach and Salesforce to optimize their sales processes. What ops teams are able to achieve with these tools together has an immediate impact on day-to-day functioning,” says Joana.

    Joana was part of a limited group selected for Outreach’s Admin Beta Exam at the end of last year. The public program launched in January 2021.

    A Natural Partnership

    Lane Four’s partnership with Outreach.io in March 2019 grew out of years immersed in the SaaS startup space. Sales process optimization is a top goal for many growing startups, and platforms like Outreach are getting recognition for their ability to transform the sales process. Lane Four consultants advocate for sales engagement tools as a critical component of a scalable tech stack.

    About Certified Outreach Administrators

    Outreach Certified Administrators are tested rigorously on everything from content creation to system administration. For more information on this new certification program, or to register, visit Outreach University.

     

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