Dooly's connected workspace helps AEs be more productive so they can accelerate sales cycles, win more, and crush their quota! 💥

We find that adoption for AEs tends to work best if they start with pipeline updates.

Step 1: Set up custom pipeline views

1-click pipeline updates help AEs update their pipeline in seconds.

Here's some inspiration for pipeline views that your AEs will absolutely love!

  • Full pipeline (all their open opps)

  • Opportunities closing this month/quarter/year

  • Expansion opportunities

  • Deals at negotiate

  • Newly assigned opps

  • Overdue close dates or blank next steps

Things to consider when selecting which fields to display:

  • What fields does management need for forecasting?

  • What fields do reps need to manage their workday and progress deals?

Step 2: Set up note templates

Help AEs document their perspective and get the full deal narrative into Salesforce.

Some tried and true templates to make note-taking a breeze:

  • SDR to AE handover

  • Discovery call including MEDDIC or other qualification fields

  • Demo call

  • Negotiation

  • AE to CS handover

The AE template gallery can help with inspiration for template structure, SFDC fields, and key questions to ask.

Step 3: Set up field sets

Help AEs easily update all relevant Salesforce fields while taking notes on a call or looking at their list of opportunities.

Field sets are a great way to group related fields together for easier and faster updating.

A little field set inspo to get your wheels turnin':

  • Sales methodology fields (MEDDIC, BANT, etc.)

  • Opportunity status fields

  • Discovery fields

  • Trial and demo fields

  • Next steps fields

  • Closed won fields

  • Closed lost fields

Step 4: Set up playbook cards

Make AEs as confident on day 1 as they are on day 100, armed with the knowledge to answer any question or objection that comes their way.

Playbook cards display in real-time based on what is said or typed all while AEs are taking notes on a call.

Here are some examples of playbook cards to create for your AEs:

  • Competitive battlecards

  • Objection handling

  • Pricing and product details

  • Process and steps to follow

Things to keep in mind while creating playbook content:

  • Focus on what someone will need to know, say, and share

  • Make them short and easily digestible

  • If certain topics require a lot of follow up questions, create playbook cards with those questions so reps can easily add those questions to their note

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