skip to Main Content

Insights

[White Paper] Data Management for Account-Based Sales

In a new white paper, we explore how companies can best manage data for account-based sales. Sales has come a long way in recent years. What was once an unstructured environment—with reps chasing a high volume of low-quality leads—is now…

4 Reasons Why Account Planning Should Be Data-Centric

Last night’s Modern Sales Professionals Toronto Salon, hosted by Lucidchart, took on the topic of account-planning. One major point of discussion was how sales leaders struggle to execute account planning in a sophisticated and effective way. But less discussed was…

Why and How to Use Salesforce’s Native Duplicate Management

Monitoring and preventing duplicate records is a fundamental need for Salesforce admins. So, it’s no surprise that duplicate management was one of the top 5 ideas of all time on the Salesforce IdeaExchange, earning a whopping 67,260 points. Despite Salesforce’s…

Opportunity Contact Roles Finally Get New Customization Features

A major change we’ve all been waiting for is finally here! New customization options on the Opportunity Contact Role object are coming with the Winter ‘20 Release. Previously, this object had frustrating limitations. The addition of custom fields and page…

Monitor Salesforce Setup Changes with a Slack Integration

Most admins tend to be reactive when it comes to monitoring Salesforce setup changes. They will look to the Setup Audit Trail only when a problem is detected in the org, which involves manually combing through the audit trail history,…

The Top 4 Takeaways from “Building a Revenue Ops Team” in Toronto

Some of Toronto’s best and brightest sales leaders gathered last night for our Modern Sales Professionals salon, “Building a Revenue Ops Team.” We spent the evening discussing key questions about what revenue ops means in 2019, why it’s important, and…

Why is Lead Routing Critical for Account-Based Strategies?

Lead Response Speed is Important—and Lead Routing Tools Make it Happen Every sales and marketing professional understands the importance of responding quickly to leads. After all, response speed can be critical to winning a deal—particularly in a competitive SaaS market.…

Lane Four & Modern Sales Pros Toronto Salon

Join us on September 17 for Building a Revenue Ops Team We’re excited to be partnering with Modern Sales Pros for another salon. This time, we’ll be in Toronto to discuss all things revenue ops. Register now for this free…

11 Awesome Resources for Sales Operations

There is a lot of content out there for sales professionals–some great, and some not-so-great. We’ve waded through the vast ocean of blog posts, white papers, and e-books to bring you a curated list of sales operations resources we think…

The Evolution of Salesforce Communities

From Salesforce Portal to Lightning Community Builder, here’s how things have changed. Lightning Community Builder has vastly improved the ability to create communities using Salesforce. Whether you’re connecting with employees, partners, or customers, it’s easier than ever to build a…

Outreach Announces Last-Touch Attribution

Report on the sales activities that generate revenue Now you can better track the performance of your sales sequences in Outreach using the new Last-Touch Sequence Attribution feature. This feature traces Outreach Sequences to Salesforce Opportunities, and determines the specific…

Dreamin’ Recap

This summer, Lane Four has had the pleasure of attending not one but two amazing Salesforce community events. It’s incredible, as always, to see our vibrant Salesforce community in action! Nor Cal Dreamin’ Formerly Tahoe Dreamin’, this awesome community event…

Lane Four at True North Dreamin’

This year, two of Lane Four’s Salesforce experts will be presenting at the inaugural True North Dreamin‘! Join us (and Canada’s awesome Salesforce community!) in Ottawa on July 11 and 12. Take in the expo, career fair, keynote, demo jam,…

Building a Revenue Operations Team

Sales Operations Leaders Talk Revenue Ops at Modern Sales Pros Last night, in partnership with Modern Sales Professionals, we brought together a group of the Bay Area’s top sales operations leaders to talk about what it takes to build a…

Salesforce for SaaS Blueprint

Easily Plan How You Will Track, Manage, Measure, and Scale Your Sales & Marketing Processes in Salesforce

How and Why We Do Salesforce CPU Audits

What to do when you get an “Apex CPU time limit exceeded” error Once you encounter the dreaded “Apex CPU time limit exceeded” error in Salesforce, it’s up to you to deal with it. This error means that the functions…

Lane Four is Officially a Partner of Outreach.io!

We are excited to announce that Lane Four is officially a partner of Outreach.io. Over the past several years, our team has helped dozens of high-growth startups implement Outreach as a core part of scaling their sales operations and achieving…

The New Lightning Flow Builder is Almost Here!

On February 8-9, along with the SFDC Spring ’19 release, the new Lightning Flow Builder (already live in Sandbox) will arrive in your Salesforce instance. With the promise of a better user experience and the ability to automate complex business…

More Salesforce Data Storage Coming in Spring ’19

The Spring ’19 Release brings major increases to data storage for Salesforce orgs. Starting in March, orgs will begin to see a shift from 1GB to a whopping 10 GB in storage. Monitoring storage has long been a headache for…

Why Salesforce is Your Most Valuable ABM Tool

Salesforce and ABM are a natural fit. Not only was Salesforce built around the premise of account-based sales from day one—but it also already contains 90% of the functionality you need for seamless ABM. Not to mention the fact that…

Design Salesforce Lead-to-Account Ownership Lifecycles That Work

Join us on Thursday, January 3 for a 30 min live webinar on how to design lead-to-account ownership processes in Salesforce that really work. In this webinar, Lane Four Founder Andrew Sinclair will present a framework for understanding a range…

[Free Resource] Get Salesforce ABM Ready E-Guide

If your organization is adopting ABM, you’ve probably read a lot about best practices and how to align marketing with sales. But have you considered how your core CRM—Salesforce—will accommodate ABM in tandem with inbound marketing, demand generation, and account-based…

Want to Speed Up SDR Response Times? Try Using an SLA in Salesforce.

One of the biggest headaches for marketing operations teams is slow response times from sales reps on qualified leads. Luckily, implementing an automated service level agreement (SLA) in Salesforce is a hassle-free way to resolve this common problem. A lot…

4 Tips for Managing Your Account-Based Ownership Model

With the arrival of account-based sales and marketing strategies, the ownership model in Salesforce is no longer as simple as it once was. Different teams and individuals are responsible for the same information as it moves through your system, and…

Tips for Reporting on ABM Metrics in Salesforce

There’s no question that ABM adds complexity to your Salesforce processes, and reporting on ABM metrics is no exception. But with just a bit of customization, it’s actually quite simple to report across Salesforce objects and get the ABM metrics…

A Real-Time Lead Routing Engine in Action (Nobody Else Can Do This!)

The Problem Our client, a niche SaaS company, races competitors in responding to valuable leads from a customer review site. Response time is key for these leads, or the company risks losing deals. But they still need these leads to…

3 Reasons We’re Excited About the New Flow Builder

On Tuesday, Salesforce announced the new Flow Builder, coming with the Spring ’19 release. According to Salesforce, the new Flow Builder will be faster, easier, and better looking—relying on the Lightning Design System principles of “clarity, efficiency, consistency, and beauty.”…

lane four vs leandata

Comparison: Lane Four vs. LeanData

What are the differences between Lane Four and LeanData? We’re regularly asked what makes Lane Four different than LeanData. The good news is LeanData has published a document outlining how they feel they’re different from us. It’s nice to be…

Connect with Lane Four at the Toronto ABM Summit, June 5-6, 2018

We’re excited to announce that Lane Four will be sponsoring the Toronto ABM Summit, set to take place June 5-6, 2018. We’ll be highlighting the value of bringing sales and marketing together, and preparing your CRM for the changes that…

What it’s really like to pitch to VCs at Dreampitch

What’s Dreampitch? Salesforce started a pitch competition a few years ago at Dreamforce, and has started extending this contest to regional World Tour events around the world. I just wrapped up my pitch, and want to tell the story of…

Lane Four is Pitching at Dreampitch Next Week!

We’re delighted and honoured to announce that Lane Four will be participating in Dreampitch at the Salesforce World Tour in Toronto on May 3, 2018. Dreampitch is a startup pitch competition held in front of a panel of industry leaders.…

Visit Us at TOPO Summit, March 20 – 21 in San Francisco

We’re thrilled that Lane Four will be sponsoring TOPO Summit again, which takes place March 20-21 in San Francisco. We’ve stressed the importance of bringing Sales and Marketing teams together to maximize your Account-based strategy, and TOPO Summit strives to…

Visual Router

Introducing the Lane Four Visual Router

Do you want to manage your routing process in an intuitive and easy-to-use way? Now you can, using Lane Four’s new visual router. Our visual router is configured through the Salesforce Flow Designer, a powerful tool that ensures that complex…

The Content Experience

Connect With Lane Four at The Content Experience, Aug 22-23

Lane Four is 100% native, Account-Based Lead Management which is designed to bridge the gap between Marketing Automation and Salesforce. With all the configuration options in a simple interface, we believe in optimizing the experience for your marketing and sales…

Match Accounts & Auto-Assign a Lead Owner

Lane Four Demo from Nuvem on Vimeo.

Leads

Salesforce Omni-Channel + Lane Four = 5-Minute SLA on Inbound Leads!

It’s getting harder and harder to generate inbound leads, which is why you need to track response times on your most important ones—inbound demo requests. We’ve been getting more and more requests from our clients to closely track the response…

Account Based Marketing

Top 3 Challenges of Implementing ABM in Salesforce

Salesforce is incredibly powerful, but it wasn’t built with account-based marketing in mind. That’s why, when it comes to implementing ABM strategies in your organization, Salesforce’s out-of-the-box tools may not be enough. Here’s where Lane Four comes in: It’s the…

Marketo Sponsorship

Lane Four is Sponsoring The Marketing Nation Summit!

We’re delighted to announce that Lane Four will be sponsoring the The Marketing Nation Summit, which takes place April 23-26 in San Francisco. Hosted by Marketo, the conference brings together the best and brightest minds in the digital transformation of…

Match

Why Leads Matter to Your ABM Strategy – Part 2

[In part 1 of this post, we reviewed why leads matter to your ABM strategy. Here, we’ll discuss a key problem with account-based marketing.] SCALING YOUR ABM STRATEGY Once our clients realize that the Lead object is essential for triaging…

Triaging Leads

Why Leads Matter to Your ABM Strategy

  In part 1 of this post, we’ll review why leads matter to your ABM strategy. In part 2, we’ll discuss a key problem with account-based marketing, and why using leads is the solution to this issue. So, why use…

Custom or Standard API?

Why Take a Custom Web Service Approach with a Critical Salesforce Integration?

We’re working with a client to support an integration with a commercial application. I have recommended we create a custom web service supported by salesforce, but they asked a reasonable question: “Why couldn’t we use the Salesforce API directly instead…

TOPO Summit

We are sponsoring TOPO Summit, April 12-13, 2017 in San Francisco

  We’ve stressed the importance of bringing Sales and Marketing teams together to maximize your Account-Based strategy, and TOPO Summit strives to do just that. With two days of learning from the world’s best sales and marketing organizations, thought leaders…

assignment woes

Lead Re-Assignment Could – and Should – Be Much Easier

If you’ve ever had to re-assign a stack of leads within Salesforce, you know how difficult it can be without the right tool. Often, companies are forced to pull their records out of Salesforce, plug them into Excel, update their…

Lane Four Launching Image

Big News

We have exciting news: Today, we’re announcing the general availability of the Lane Four application, which can now be installed from the Salesforce AppExchange! We’ve worked in the Salesforce community for over 8 years, splitting time between heavy custom-development projects…

Revenue Summit

Lane Four is Sponsoring Revenue Summit, March 7 & 8

Account-based marketing (ABM) is one of the biggest trends in marketing right now, and, as I’ve mentioned before, it’s a strategy that simply does not work if it doesn’t include both sales and marketing teams. Bringing these teams together is…

Marketing person stressed out on desk

How to Solve Contact Assignment Problems in Salesforce

Account-based marketing (ABM) is a growing trend for a reason: sales teams see that it works. And while it might not be a totally new idea, it is being given new life as more organizations embrace its ability to bring…

Image of Round Robin

Four Essential Routing Rules to Simplify Account Assignments

Automated account-based marketing tools like LaneFour are essential to simplifying the matching process of marketing automation leads and sales accounts. When used correctly, this can empower sales-marketing alignment by giving both teams visibility into how leads are being assigned, as…

Special Account

The 4 Key Responsibilities of an Effective Account in Salesforce

Account-based marketing (ABM) is one of the fastest growing trends in marketing today. But ask any sales team and they’ll tell you this is hardly new – they’ve been organizing themselves around accounts for years. That’s precisely why it’s time…

Salesforce Automation Should Come From Salesforce Experts

The world of Salesforce applications is super-saturated with what’s known as “integrated applications” – third-party software that pulls data out of Salesforce, crunches some numbers, and puts it back. The companies that create integrated applications are focused on their own…

Roadmap lightning

Making the Move to Lightning: Some Pros and Cons

I’ve written before about how businesses need to consider making the move to Lightning as soon as possible. Yesterday’s Salesforce World Tour in New York further emphasized this, with lots of sessions on ensuring migration readiness, and best practices for…

ABM Is an Old Idea With One Huge Benefit: Forcing Sales and Marketing Alignment

Account-based marketing has been touted as the hot new thing in sales and marketing strategy. Just a quick Google search will show you hundreds of blog posts proclaiming that this “revolutionary” new tactic that is changing the nature of sales…

marketing bubble

Marketing Teams: Get Out of Your ABM Bubble and Talk to Your Sales Team

If you’ve ever done a search for published account-based marketing content, you may have noticed a glaring omission: The content consistently lacks input from Sales Ops and other people in the sales hierarchy. ABM content is almost exclusively written for…

Too Much Manual Work

Still Manually Assigning Leads? You’re Missing Out

The marketing-sales cycle is unique to every company and is constantly evolving. Whether its outbound or inbound marketing, cold-calling, print or digital media buys, or building out a layer of SDRs or BDRs, each company has its own fingerprint when…

Campaign influencing details

Salesforce Campaign Influence is Now Finally Customizable

Years ago, Salesforce released a feature called “Campaign Influence” with the promise of allowing you to track campaign ROI directly in Salesforce. Unfortunately, this feature didn’t get any roadmap attention and Salesforce stopped working on it for several years. The…

CPQ

When to Make the Leap to Salesforce CPQ

Salesforce already offers out-of-the-box product and price books. It works well, plus, the product selection interface is getting a makeover in the next release (according to a DreamForce session I attended.) However, if your organization has a complex pricing model…

Own what you do

To kick down the door, invest in sales enablement

A recent SalesTO gathering in Toronto focused on the topic of getting back to the enablement side of sales. If you’re a sales organization, this isn’t something that can be overlooked. If you want to achieve hockey-stick growth, you must…

Set Up My Domain

Why You Should Set Up ‘My Domain’ Today

With the Spring ’17 release, Salesforce will be enforcing the My Domain feature. This will impact any partner or customer with a Salesforce org (but not Developer orgs), so your organization will likely be affected. Here’s what you need to…

Light

3 Reasons for Making the Move to Lightning: Dreamforce Wrap-Up Part 2

LIGHTNING WILL BE AT PARITY WITH CLASSIC IN THE NEXT FEW MONTHS With the Winter ’17 release, Lightning will be at virtual parity with Classic, with the exception of a few features including the product selector, lead-conversion enhancements, collaborative forecasting…

Roadmap lightning

Lightning is Finally Ready, Time to Get Onboard: Part 1

It’s a wrap! Dreamforce 2016 was an exciting—and exhausting—week of learning, networking and strategizing for the future. Here’s my key takeaway. Traditionally, one of my favourite sessions is True to the Core. True to the Core started from this idea…

True to the core

True to the Core: A Quiet Point-and-Click Revolution at SFDC

Behind all the flashy product launches and marketing blitzes, Salesforce’s True to the Core initiative has been quietly gathering steam over the last several years. True to the Core is a back-to-basics project that stemmed from a customer suggestion on…

my 8th dreamforce

Why I’m Going to my 8th Dreamforce

The first few Dreamforce experiences are great—there’s so much to see and do, so many people to meet and mingle with, and, of course, all that swag. But after a few years, is it still worth it to attend the…

Optimizing Matching Rules

Optimizing Salesforce Duplicate and Matching Rules

Lane Four is 100% native and built directly into Salesforce as it’s based upon the matching and duplicate rules which are available in all Professional and Enterprise editions of Salesforce.  Our clients have the flexibility to play with infinite combinations. For example:…

matching leads to accounts

How to Match Leads With Accounts

Lane Four is a 100% native application that lets you make the most of the tools you already have. These rules give Lane Four all potential matches in your Salesforce instance, including fuzzy name matching and domain matches.  These matching rules…

assignment

The Ideal Salesforce Assignment Process

Lane Four takes the manual work out of the assignment process. With Lane Four round robin rules, you can map leads to territories according to regional factors like postal codes, company size, or more importantly, use matched account data to…

Lead to Contact Reporting

Reporting on Leads and Contacts in Salesforce

Say certain qualified data exists on lead record and other qualified data on the contact record in Salesforce, you’d need to create separate reports or dump the data to Excel. Lane Four has a bridge between these two data sets…

How Salesforce Supports Account Based Marketing

Lane Four is entirely based upon the matching and duplicate rules provided by Salesforce, making it 100% native and built directly into the platform. An easily configurable interface allows you to group matched data into four categories: Matched Leads, Matched Accounts,…

Routing and Lead Management

When the time comes for a lead to be assigned, the Lane Four Round Robin interface can help simplify this process. Status, Owner and Regional settings can be defined along with a credit system to weigh users within a round…

lead

Save Time with Lead Conversions

Tedium is never in short supply when it comes to dealing with technology, cloud databases in particular. The act of pointing and clicking, then waiting and repeating, is usually what drives people nuts. Luckily, there are ways in Salesforce to minimize this frustration, but where does it all stem from?

Custom or Standard API?

How Junk Data Can Affect Your Business

The world of sales is one that is based on volume – the more leads you have, the better, right? Although more leads can result in more opportunities won, it can also seriously hamper your organization’s performance. Every single lead that comes in is packed with a smorgasbord of information – you have the contact info, account info, geographic info, and so on. As your lead database expands, the oversight you have over your records has to keep pace as well. Many organizations run the risk of becoming overwhelmed by big data from not properly taking advantage of tools at their disposal. So what is junk data first of all?

Why Visibility is a Must-have in Record Matching

A dilemma that faces many in the world of sales is the overabundance of information. Every day, organizations receive new information by the minute in the form of leads – it’s not uncommon for a team to run across hundreds, maybe thousands, of leads in a single week. With so many new leads coming in, this bombardment of data makes it very easy for a rep to lose track of key leads.

Back To Top