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Setup Inspiration for Account Executives
Setup Inspiration for Account Executives

What to set up in Dooly for AEs

Laura Liggett avatar
Written by Laura Liggett
Updated over a week ago

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.

1️⃣ 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.

2️⃣ 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?

3️⃣ 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

4️⃣ 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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