Lead Scoring & Grading

I volunteered to do a presentation on Lead Scoring and Grading. It is amazing how little hard data is out there. It’s a lot of by guess and by golly. To start yes you need to make some educated guesses. There are ways to build a model and you can use existing data to get some good fact based models to start.

As a result of my research I  did a presentation for our local Orange County, Calf. Pardot User Group hosted by Roland DGA. We are a group of emarketers – internet marketers who use Pardot to track the customer journey from Prospect to Lead to Marketing Qualified Lead, to Sales Qualified Lead then on to Deal Closed Won. Lead Scoring is all about that fuzzy front end where we know very little and the Prospect – Potential Lead hasn’t told us much and is reluctant to tell us much.  On the off chance you all are interested check out the link to the PowerPoint Presentation that was used.

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What’s Your Why for Implementing CRM?

salesforcemavenIt is not unusual for folks to ask Why Customer Relationship Management Software? It’s expensive and takes a lot of work to keep it up. Well today there are web based solutions like Salesforce CRM for less than $25 a month that will provide a good amount of functionally and reporting. Yes they take work to keep them up to date, but with smart phone based tools like CamCard for the iPhone that take a photo of a business card, digitize it and upload it to contacts that task just got a whole lot easier.

That is not the biggest area where Cloud Based CRM systems have business leverage. The real advantage is being able to track the customer journey from Lead to Opportunity, then through the pipeline to the Sale and Delivery. We gain front office to the back of the loading dock integration. Probably the biggest change has been in the area of e-marketing. We can now track the results of: Web Advertising, Email Campaigns Trade Show Leads, and much more. This creates a level of visibility that was not possible until recently.

Anyone anywhere in the organization has access: from customer service, field sales to the person on the loading dock can access and update information in real time. There is no need to synchronize or update information passes seamlessly across the whole enterprise. With Automation, we can guide documents & data through the sales process, to the delivery process and on to the aftermarket service. Once data is entered automation can place it where it needs to go. The drudgery of manual process is often eliminated with automated process flows.

Salesforce Dashboard 2019

With the advent of Smart Phones and iPads even field service folks can be connected. One commercial lift company here in Orange County, CA equipped their service techs with wireless iPads so they could list parts, billable hours and total it all then send an e-mail to the customer and to accounts receivable. That one chance shortened the billing cycle by 3 days, and improved cash flow. This level of integration was once the province of large mega corporations and it is now even available to a one-person shop.

When deciding on a CRM implementation it is key to decide on your Whys. Pick 5 to 7 goals that will make a difference in your business. Make them SMART Goals: Specific, Measurable, Attainable, and Time based. Don’t get distracted by shiny objects and chase, a bunch of small fish. Lay the groundwork for you success with a Clearly Defined Why.

Key Cloud Computing players like Salesforce are aiming to create a whole ecosystem of software and hardware this is revolutionizing business. Those that adopt it will surge ahead of their competitors and do a whole lot more with a whole lot less much more profitably.

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57% Plan to Fail in 2019


Goal to Fail in 2019 ?

I saw a post on my linkedin feed by Dave Matson CEO of Sandler Sales Training about a Salesforce.com World Wide Survey on the Top 5 Sales Trends:

1.  As Sales Mandates Change, Teams Are Falling Short of Rising Customer Expectations

2. A Data-Driven Sales Playbook Is Emerging

3. The Impact of Artificial Intelligence Is Taking Shape

4. Virtual Selling Has Hit a Tipping Point

5. Top Sales Teams Break From the “Silo Mentality”

The big eye opener for me was revealed in Trend # 1 in that 57% of sales people do not expect to hit their numbers.   Yes that is right some 57% of sales people don’t feel that they will hit their numbers in the coming year ….. Ouch.


Not sure who said it first it wasn’t me: ” If you Think You Can or think you can’t your right.” Success begins in our head. Failing to plan is planning to fail. As Chris Jennings of Sandler Training (www.lrn2sell.com) told me “We can’t control whether the prospect will buy or not. What we can control is our behavior.”  The Average Sales Person in the USA only spends 45 min of the day actually selling i.e. Paytime. Chris said Sales is more like hockey than basketball.  In hockey we cheer every shot on goal, in sales it is the same. We make our calls – do our Pay Time, we are taking a shot on our goals. We can plan and control our prospecting – selling behavior. Chris says one huge factor is to get 4 hours of pay time every day.

A goal without a plan is a wish. Don’t get addicted to Hopium. Hoping somehow things will work out. First: What is your income goal for the year. Second how many appointments – sales calls does it take to generate the Gross sales needed to hit your income goal. Third how many cold calls, networking events, trade shows, internet leads etc does it take to get the number of appointments needed. Set your goals accordingly.

Salesforce Dashboard 2019

Now the hard part Track Your Goals, do it every day, review every week, and at the end of the month, then the year will fall into place track it too. Some folks use CRM Software like Salesforce. They set up a dashboard that tracks their key metrics. Others use a Whiteboard, Spreadsheets, Log Book, etc. The end result becomes predictable and controllable. You will see what is working and what is not working fairly quickly and adjust. Most importantly Plan to Succeed and you are right.

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Goals 101

boy wearing red brown and white stripe sweater running photo

If there is anything harder than setting good goals it is staying focused on them and accomplishing them.  Me I am a fan of starting with small with goals that I know I can accomplish, because nothing succeeds like success. Well that is what works for me anyway. Others do better when they set huge goals that inspire them to push themselves. Some folks like to plan big and miss but 70% of a big goal is still huge. To loosely quote Les Brown: It is better to aim high and miss than do nothing and succeed…..

My take here is discover what works for you. Get inside your head look at your past and there you will find your answer. Beginning Goal setters often spend too much time listing huge goals get overwhelmed then quit after a few weeks.  Often the difference between attaining your goals and missing them is just down to pure hard work and persistence. Make a list of what works for you, I am a fan of what works.

Others have been there before you can learn from them. One of the good easy ways to get start is with the SMART goal method: Created in 1981 The SMART acronym first appeared in the November 1981 in an issue of Management Review. “There’s a S.M.A.R.T. way to write management goals and objectives.” was the title, it was written by: George Doran, Arthur Miller, and James Cunningham. www.smart-goals-guide.com/smart-goal.html

The S.M.A.R.T goal acronym stands for:

S. – Specific:  Clearly define what the goal is for example:

A. Earn More Money is Fluffy Bunny     vs.     B. Earn 20% More next year is Specific

M. – Measurable:  Numbers are a good measure here it need not be money, it can be sales calls made. Make it related to the Specific Goals. The key is can it be Measured if not it is not Specific enough. To paraphrase Management Guru Peter Drucker: Things that are measured tend to get done. Customer Relationship Management Software works wonders here.

A. – Attainable: Is the Goal challenging yet not impossible? Some folks set impossible goals as that gives them an easy out for not hitting the Goal. Some folks set big goals hit 70% of goal and that works for them. To start aim for a goal you can achieve.

R. – Realistic: A good approach is to run your goals past a trusted advisor. Someone who knows you but is not a spouse, close relative or boss. A person who is willing to give you a reality check.

T. – Time based: Here is where the rubber meets the road. There must be a clear specific date when this Goal is due to be accomplished. Is a weekly goal, monthly, yearly or more, define that and track accordingly.

Now TAKE ACTION or your goal it need not be huge action, but take action. Grab your Laptop, Smart Phone, Tablet, or Piece of Paper & Pen write done some goal that will better your life. For example,  If your goal is to read 6 books this year about your industry buy the books right now.  Schedule time to read them, put a reminder in your smartphone. It helps to put the books somewhere you will see them often. Next reward yourself after finishing each book. We all need positive feedback, in fact positive feedback is more powerful than negative feedback.

Once you start setting and accomplishing your goals you will want to set more. Those that set goals accomplish far more than those chasing shiny objects.

The person who got me focused on Goal Setting was Brian Tracy (Thanks Brian) for his take on Goal Setting: https://www.briantracy.com/blog/personal-success/smart-goals/



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Dawn Jan 1, 2019 – What Are Your Goals ?


Well it is approaching that time of year for “New Years Resolutions” Don’t instead set Goals.

My first inspiration came a long time ago while listening to a cassette tape by Sales Trainer Brian Tracy. He said that those who set Goals consistently get more done that those that don’t.  The first step is to put your goals in writing, I did 3 simple big life goals, My Vision for my Future. That simple act gets your brain working on it as he says almost on autopilot. Keep those goals where you can see them. Well I found that piece of scrap paper not long ago and yes through many twists and turns I accomplish those goals. You see achieving Goals is not a straight line or as simple as writing them down that’s just the start.

“A Goal without a plan is just a Wish.”  Antoine de Saint-Exupéry

What is your Vision for your future, be it next year, 10 – 20 years, or the life you look back on at your end. A Vision statement need only be a few sentences it is your high and mighty propose your Why.  Too many folks just Go with the Flow, and end up where ever the flow takes them. Unless you are fortunate enough to work for a benevolent corporation that may or may not be a good thing.

“Either what you do is part of your plan or someone else’s.” David Sandler.

“If your Why is strong How is no Problem” Anthony Mayo.

After you have your Vision, break that vision down into Goals these are more specific. For example, if your vision includes furthering your education, the big goals could be:  Upgrade Your Skills,  break that down to the Tasks needed to achieve those goals, like the Courses you need to take, GPA you will need, Certifications you need to earn, the number of hours a week you need to study to get that GPA. Get Specific.

Next Make sure the Goals and Tasks are Measurable. This is where the rubber meets the road and a lot of folks get stuck. A GPA is measurable, the number of hours spend studying measurable, appreciation is not measurable.  Now the hard part set up a method to Track your  progress. Be it a Calender, a spreadsheet or reminders in you smart phone. Set up and Ideal Week, that schedules all of your activities related to your Goals and All other Activities, it is amazing how much time you really have in a week. (I learned this from (Sandler Sales http://www.Lrn2Sell.com) Pick what works for you, then review it weekly.

Are your goals attainable? there are two schools of thought here 1. Big Goals that are Never Attainable, “It’s better to go big and miss than to go small and hit” Les Brown. 2. Set goals that are attainable so you can get some wins as nothing succeeds like success.  I tend to put Big Goals into my Vision and keep my goals attainable but I need to work and grow to hit them.

It often helps to review your goals with a trusted advisor – mentor. (avoid spouses & relatives) Do a Reality Check are the Goals, too hard or too easy? You need someone what will tell you straight up and understands what you are trying to achieve. We need someone who will both Nurture us and Prod us at the same time.

Time Box your goal, there must be a specific completion dates for your Tasks and Goals. If not Procrastination will often set in and it gets put off again and again. I find it helps to measure my activity on a goal – task every week and then do a bigger review every month. We need to track our wins,  every week I write out my 5 wins for the week. Some are big most are small yet in time the add up.  I learned this tip from Robin Sharma. He also said

“Every Day is our Life Lived in Miniature” Robin Sharma.

Celebrate success along the way. Some folks keep a Journal of their achievements others blog, some keep notes. Achieving Your Goals is a Journey enjoy the trip along they way, not just the end.

Start this proces with the plan to have your Vision, Goals and Tasks down to a few pages. Now the Most important part, pick a Task and Start NOW, do something to make progress on that Task any action will get the ball rolling…! Then keep moving !

Related Content Below:

Jordan Peterson: How to Set Goals the Smart way

Brian Tracy Goal Setting Guide: https://www.briantracy.com/success/personal/op/14-step-goal-setting-guide.html

Goal Setting The Sandler Way: https://www.sandler.com/resources/webinars/goal-setting

Evan Carmichael Vid 5 Ways to set and Achieve Goals: https://www.youtube.com/watch?v=6dKK338QhvY

Robin Sharma 4 Reasons to Set Goals: https://www.robinsharma.com/article/4-reasons-to-set-goals

Tom Hopkins Setting Realistic Achievable Goals: http://www.tomhopkins.com/blog/goals/setting-realistic-achievable-goals

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Should You Buy or Build a Business?


Where do you start

Lauren Grant a Franchise Specialist with The Franchise Consulting Company gave an engaging talk  at a Sales & Marketing Leadership Alliance Meeting, on the new opportunities for folks who want to run their own business. I can guess what a lot of folks are thinking, a Franchise is a fast food restaurant and Dry cleaning. Well this is not your grandpa’s franchise opportunity,please keep an open mind.

Common misconceptions are: Franchises are all fast food, they are expensive, you need to be an expert, require hands on management. Lets talk about these misconceptions one at at a time. Franchises come in many shapes and sizes, from barber shops – hair salons, to driver training schools, in home Senior Care, computer support – service, to UPS Stores, there is one to fit many business needs. Next they cost too much, they often start at $50, 000 to $120,000  the middle is $150,000 to $250,000 the upper range is $350,000 to $500,000. Much depends on if it is a work from home or storefront type of business. The average is in the $100,000 range.

The three top keys to success for Franchisees:

  1. Good fit for your business skills. You need to have transferable business skills like Sales, Team building etc. Before you are even considered for as a buyer you are often given a series of tests to see if you are a good match for their business model. Does your personality type match their business model? Are you a people person or prefer to work alone?
  2. . Follow the system, what you buy is a proven system. Follow it and you are on the road to success. Don’t re-invent the wheel. You are buying a proven process for running a successful profitable business.
  3. Capitalization, a fancy word for having enough money to make it from start up to profitability. Depending on the Franchise business model and your desired income it it will generally take 2 years to replace a $50-$70k income. It will take about 3 – 5 years to reach a point where you have replaced a previous annual income in the $100,000 range.


Do your due diligence Lauren emphasized you need to talk with business owners who built the same franchise you are looking at. The Master Franchise should be happy to introduce you to several call them, visit them in the trenches and see if it is for you. Some are very hands on others allow you to hire a manager and be hands off. Only you know for sure if it is a match.

So now your franchise is profitable you have a manager handling the day to day chores whats next. Well your exit strategy of course, some folks build a business to sell it at a profit, others build it for their kids,  others build it hire a manager and work part time its up to you and depends on they type of business.


There are as many Franchises as there are business needs in the community these days. There is something for most any business interest and experience.To learn more feel free to reach out to Lauran Grant at lauren@thefranchiseconsultingcompany.com  or 949-887-2600


Lauren Grant

Lauren has been a business owner since 1996 and franchisor, she understands the hard work and effort it takes to build up a successful business. She enjoys the opportunity to help others take advantage of another’s hard work creating their own secret franchise formula .

Next Sales & Marketing Leadership Meeting: 

How to Pitch Big Ideas to Influential People and Mesmerize Your Audience

by Sales & Marketing Leadership Alliance

 DATE: Thu, January 26, 2017,  5:30 PM – 7:30 PM PST

 LOCATION Real Office Centers, The Vine OC

5151 California Avenue #100, Irvine, CA 92617

About the author: Phil Sallaway is a Sales Leadership Alliance member with 20 years of business experience.  He has managed product lines as large as $50 Million.  Career highlights include: placing a product on the “This Old House” TV program and being published in many national trade publications. He has been a voting member on a joint ISA, ANSI, IEC standards committee on gas detection. Phil is currently the Product Manager at SalesForceMaven.com


Phil Sallaway

25422 Trabuco Rd. #105-346

Lake Forest, CA 92630

Cell: 949-636-5286

E-mail: psallaway1@aol.com


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Growing Sales on the Inside

SalesforceOrangeCountyAlteryx hosted last night’s OC Assoc  Of Inside Sales Professionals meeting, Dionne Mischler was the moderator. The topic was using Account Based Management in a B2B environment to focus all of the sales efforts at engaging the prospect company a multiple levels. From marketing , inside and outside sales engaging from the bottom to the top of the prospects company. This is a holistic approach aimed at connecting a many levels and there by winning the deal.

One of the key take aways was you have to track your activity. One of the presenters Brian Trautschold of Ambition Co. said that you have to make it personal. As in tying your sales to your personal goals and ambitions. I strongly agree. We are most motivated by our own goals and desires. Company cheerleading only goes so far. By the way Ambition’s software tracks a sales person’s activities in real time so they can see where they are at any given moment. This helps them avoid that unpleasant conversation with their manager at the end of the Month  about or Quarter about missing quota.

Anshu Kanuga Sales Productivity Specialist at Alteryx is spearheading the Account Based Management approach. Their product uses Salesforce as a platform and their market focus is B2B Data Analytics. They are providing Data Analytics for mid sized companies that only large companies could have only a few years ago.  Once you have gathered all this data now what ? What companies need is Actionable Analysis, what does the data tell me and what do I do next. Smaller companies are often close enough to the action where they see it for themselves. As your company grows  into a mid sized enterprise you have to depend on the data. This lends their sales efforts to mid size companies where they can access a variety of decision makers.

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