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4 Ways Matching & Routing Unlocks Territory Planning

Territory plans are only as useful as your ability to execute them. Matching and routing is a core tool that can make the most strategic territory plans a reality that you can easily manage day to day.

Lane Four x RevGenius – SDR Onboarding & Ramping at Scale: Tips for Building Your Process

We’re excited to be back with another RevGenius partner webinar. Join us on Tuesday June 22 to learn how to streamline the sales onboarding and ramping process and get your new reps selling faster.

Awesome Reads for RevOps – May 2021

Broaden your horizons with RevOps trends and insights from the month of May.

3 Lightning Page Enhancements That Will Make Your Sales Team Happy

Streamline the sales workflow with enhanced Salesforce Lightning page layouts. Recent data shows that sales reps are spending a whopping 63.4% of their time on non-revenue generating activities. Within that time, a large chunk is spent navigating through the CRM.…

[Webinar] Dynamic Territory Management: How Matching & Routing Can Change Everything

Join our next ops workshop to learn why matching & routing is essential for territory management in fast-growing environments.

Want Sales & Marketing Alignment? Get a Better Lead Score.

Having a lead score isn’t enough. If you want effective sales & marketing alignment, you need meaning and context behind the numbers.

Lane Four Partners with RevGenius

Lane Four is now an official partner of RevGenius! We’re excited to be joining an inclusive and growing community to shape the future of sales, marketing, and RevOps.

Awesome Reads for RevOps – April 2021

Head into spring with the best RevOps trends and insights from April.

[Webinar] How to Build a Lead Score That Works

Create working harmony between sales and marketing with good lead scoring.

Lane Four Announces Early Support for the Juno Foundation: Improving Equity, Diversity, and Inclusion in Tech

Lane Four is a proud to be an early supporter of the Juno Foundation and their mission to increase Equity, Diversity, and Inclusion (EDI) within the Canadian tech industry.

This Template Will Fix Your Forecasting

Break down your sales process with the help of this template to get more accurate forecasts.

4 Tips to Safeguard Your Salesforce Flows

To Prevent Flow Errors in Salesforce, Admins Need to Think Like Developers

Awesome Reads for RevOps: March 2021

As a busy quarter comes to a close, it’s a great time to slow things down and take a few moments to read the latest RevOps content. We’ve gathered some of the most interesting content for revenue ops published recently…

[Webinar] How to Fix Your Broken Forecasting

Make informed decisions with accurate sales projections. Forecasting is a huge headache for ops. But, with some key structural changes to your sales process, it’s 100% possible to generate forecasting numbers accurate enough to inform strategic decisions. In this session,…

Tips for Ramping Your SDRs

4 Ways to Make Ramping SDRs Go Smoothly

Build on a solid foundation to help your SDRs flourish at the ramping stage For a lot of startups, it takes longer than it should to ramp new SDRs. In fact, it takes three months on average for new SDRs…

How Udacity Scaled their Sales Team 7x with Lane Four

Udacity is a learning platform at the forefront of online training for innovative industries. With over $235 million in funding, Udacity has grown their sales team by 750% in 2 years.

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…

Rethink your sales stages webinar

[WEBINAR] Rethink Your Sales Stages, Increase CRM Adoption & Get the Data You Need

Are your sales reps cutting corners in the selling process? Keep your sales reps focused on selling by rethinking your sales stages for better reporting and increased Salesforce adoption across your company. In this session, RevOps expert Aidas Dirse discusses…

Lane Four’s Joana Lourenço One of World’s First 100 Outreach Certified Administrators

After 100+ Outreach.io Implementations, Joana Has Earned Outreach’s New Certified Administrator Credential 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…

3 Tips to Make SDR Onboarding Fast, Efficient, and Scalable

The key to revamping your SDR onboarding process? Start simple. SDR productivity can make or break your sales pipeline. In a high-growth environment, where frequent rep turnover is the reality, the pressure is even higher. What can you do in…

[WEBINAR] Build a Solid Foundation to Scale SaaS with Matching & Routing

Will your sales ops processes hold up at scale? On December 15, learn how to make sure they will.

Lane Four Revealed as Highly Competitive in the Emerging Lead-to-Account Matching and Routing Category

New Data from G2 Shows that Lane Four Punches Well Above Its Weight in This “Absolutely Essential” Software Category

Lane Four Named One of Canada’s Top Growing Companies for a Second Year

Lane Four places #222 on The Globe and Mail’s second-annual ranking of Canada’s Top Growing Companies We are pleased to announce that Lane Four has placed #222 on the 2020 Report on Business ranking of Canada’s Top Growing Companies. Placement…

A Chat with MemSQL’s Head of Revenue Operations

Ahmed Chowdhury Talks Hiring for Revenue Ops, Building the Perfect Tech Stack, and More Ahmed Chowdhury is an ops veteran. He got his start in sales operations at a leading martech company in 2010, when the field of sales ops…

[Virtual Event!] How to Use Flows in Salesforce

Join us for the Toronto Administrators Trailblazer Community Group Meeting on Wednesday, August 26, when Lane Four Founder Andrew Sinclair will discuss best practices for using flows in Salesforce. Flows are often the best choice for doing automation in Salesforce.…

Lane Four 2.0 is Here

Powerful Routing, Simple Administration We’re excited to announce the official re-launch of Lane Four’s account-based lead routing application for Salesforce! Featuring a brand new, user-friendly interface and a simplified setup process, Lane Four 2.0 delivers powerful routing with simple administration.…

Apex CPU Time Limit Exceeded? Here’s What to Do Next.

How to diagnose and fix this common error in Salesforce. What is a CPU timeout error? Salesforce limits CPU usage to 10 seconds for synchronous transactions and 60 seconds for asynchronous transactions. Seeing the error “Apex CPU time limit exceeded”…

2 New Salesforce Flow Features That Address CPU Timeout Errors

Finally, Salesforce provides new solutions for CPU timeout errors caused by process builder. If you’ve read our previous post on using flows in Salesforce, you’ll already know that we love them. Salesforce is constantly adding new features and making improvements…

New Research Says Lead-to-Account Matching & Routing is Essential. Here’s Why.

Lead-to-account matching and routing tools are a must-have for account-based companies, says TOPO. TOPO’s 2019 marketing technology and sales development technology reports analyze the technology that today’s go-to-market leaders are leveraging to drive revenue. In a list of the hottest…

How to Schedule Automation in Salesforce Using Apex Code

Why and how to schedule your automation in code. In our current blog series on choosing the right type of Salesforce automation, we’ve explored the dos and don’ts of real-time automation in Salesforce, including workflow rules and process builder, flows,…

How to Declaratively Schedule Automation in Salesforce

Learn three options for declaratively scheduling automation in Salesforce. We’ve explored the dos and don’ts of real-time automation in Salesforce, including workflow rules and process builder, flows, and Apex triggers. Now we’re switching gears to dive into scheduled automation, starting…

Using Apex Triggers in Salesforce

Follow along as we share best practices for Salesforce automation. We recently kicked off our new series on choosing the right Salesforce automation. So far, we’ve covered workflow rules, process builder, and flows. In this post, we’re taking on Apex…

ABM Metrics 101: A Mini-Guide to Measuring Account-Based Marketing in Salesforce

In our new mini-guide, learn how to effectively measure your ABM efforts in Salesforce. Better Data, Better Decisions Account-based marketing (ABM) has entered a new era. Having produced undeniable results for so many organizations (better conversion rates, ROI, and growth),…

Learn Native Salesforce Duplicate Management at Virtual Trailblazer Community Event

Join the Baltimore, MD Administrators on March 25 at 1pm EDT Lane Four’s own Andrew Sinclair will present on all things duplicate management at this upcoming event. Here’s what you need to know. About the Session A Deep Dive into…

Using Flows in Salesforce

Follow along as we share best practices for Salesforce automation. We recently kicked off our new series on choosing the right Salesforce automation. Today, we go deeper into the third real-time automation option to consider: Flows! When Should I Use…

Using Workflow Rules & Process Builder in Salesforce

Follow along as we share best practices for Salesforce automation. We recently kicked off our new series on choosing the right Salesforce automation. Today, we’re taking a deeper dive into the first two options for real-time automation in Salesforce: workflow…

Awesome Reads for Sales Leaders [February 2020 Edition]

Intent data. Dynamic guided selling. Outbound strategy. Account selection. We’ve rounded up some of February’s best sales content for your perusal. Check it out below! First Steps With Intent Data? Start With Sales | Demand Gen Report The popularity of…

How to Handle Community Guest User Access Issues Before Salesforce’s Summer ’20 Release

Salesforce’s Summer ’20 release introduces changes that will severely impact Communities with guest user access. These updates—going live in the coming weeks, exact date to be announced—will cause major failures to your customer-facing Communities if you don’t take preventative measures.…

How to Choose the Right Real-Time and Code-Based Automation in Salesforce

Follow along as we share best practices for Salesforce automation. Our team of admins deploys hundreds of Salesforce automations every year. Given this, we’ve experienced a huge breadth of automation use cases, with a range of outcomes along the way.…

Awesome Reads for Sales Leaders [January 2020 Edition]

We’ve rounded up some of the best sales content published this January. Take some time to peruse insights on everything from must-attend sales events to sales ops best practices. Why Sales Dev Stack Innovation Is Getting Smarter While Budgets Get…

Salesforce for Non-Profits: The Basics

Last week, Lane Four founder Andrew Sinclair spoke to fundraising students at Toronto’s Humber College on the fundamentals of Salesforce for non-profits. In addition to sharing examples of Lane Four’s extensive work with non-profits, Andrew reviewed the benefits of choosing…

Setting Up Your Salesforce Integration in Outreach? Use These 5 Best Practices.

Integration with Salesforce can be the key to making sales engagement platforms like Outreach successful. Since spearheading Lane Four’s work as an Outreach Implementation Partner, consultant Joana Lourenço has learned a ton about what makes this core integration work. “There…

activity reporting

Activity Reporting for Account-Based Sales

Sales engagement tools have expanded the possibilities of activity reporting—and account-based engagement metrics can be more accurate than ever before. Activity reporting has long been the go-to method for measuring sales engagement activity in Salesforce. But until recently, it was…

4 Features You Need for a Contact-Only Assignment Model

A functioning contact-only assignment model actually relies on leads. But to make it work, you’ll need help from some key lead management features. Many companies are moving to a contact-only assignment model to streamline their sales processes. It makes sense:…

sales development rep structure

Should SDRs Report to Marketing? Some Pros and Cons

While most companies still have their SDRs report to sales, some are having a portion of SDRs report to marketing. For account-based organizations, there’s no doubt that SDR activity is one of the most important tactics (if not the most…

Salesforce territory management

Managing Territories in Salesforce: 3 Options

­Implementing territory management in Salesforce can be invaluable when working with complex sales territories or large sales teams.  There are several options for managing territories in Salesforce, which will allow you to structure your data to reflect your unique sales…

How Should I Do Lead-to-Account Matching in Salesforce?

In 2019, the majority of startups use account-based strategies. But along with this highly effective approach to sales and marketing comes data management challenges—especially when working at scale. When leads are flowing into Salesforce from marketing, lead-to-account-matching is one of…

[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…

Lane Four Places #195 in “Canada’s Top Growing Companies” by The Globe and Mail

Lane Four is pleased to announce a placement of #195 in the inaugural Report on Business ranking of Canada’s Top Growing Companies. Canada’s Top Growing Companies ranks Canadian companies on three-year revenue growth. Lane Four earned its spot with three-year…

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…

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 Salesforce’s 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.”…

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…

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…

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…

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

Lane Four at 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…

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…

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…

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