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
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
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
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:
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