Dooly's connected workspace helps Account and Partner Managers be more productive and manage their accounts and opportunities so they can accelerate sales cycles, win more, and crush their quota! 💥

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

Step 1: Set up custom pipeline views

1-click pipeline updates help AMs update their opportunity and account pipelines in seconds.

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

For opportunities:

  • Full pipeline

  • Opportunities closing this month/quarter/year

  • Expansion opportunities

For accounts:

  • Today's next steps (filter on overdue next steps date)

  • Renewals this quarter (filter on renewals this quarter or fiscal quarter)

  • Expansion opportunities (filter on growth potential)

  • Advocate list (filter on advocate potential)

  • At risk (filter on at risk status)

  • Voice of the customer (filter on product feedback)

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 AMs stop duplicating their note taking efforts and get the full deal narrative into Salesforce.

Here's some tried and true note templates to make note taking a breeze:

  • Handovers

  • Discovery calls

  • Account check-ins

  • Deal progression

The AM 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.

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':

  • Discovery fields

  • Next steps fields

  • Closed won fields

  • Closed lost fields

  • Account review fields

Step 4: Set up playbook cards

Make AMs 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 AMs are taking notes on a call.

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

  • Competitive battlecards

  • Objection handling

  • Case studies

  • ROI stories

  • 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 AMs can easily add those questions to their note

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