Salesforce Admin ADM-201 Topic: Sales & Marketing Part 3
December 20, 2022

9. Products & Pricebooks

Price books in Salesforce can be a little tricky to get your head around. So I’m going to dive onto my blackboard and go through it. So Salesforce has an object called Products, and within this object, you can basically create a load of products. So I’m going to call them products, and you can give them a name, specify which product family they belong to, and generally do a load code of other stuff, including your own custom fields, but the product does not have a price. It’s literally just a physical name with some characteristics attached to it.

So you could have the product code, the name, what family it’s in, and that’s about it. You can obviously put custom fields on there as well. But then you have a price book. And a price book is essentially a book of prices for specific products for different types of people. So essentially, a price book could be your VIP price book, which says that all these products are essentially at a cheaper rate because of the VIP status that they have. It could also be a price guide for various regions of the United States. For example, may have slightly different pricing in a different state or region of the United States. So we’ve got these price books. Now the standard price book comes with Salesforce, and all products are essentially assigned to the standard price book by default. However, you can create additional price books, and then you’ll have essentially all the prices in the middle. So these are called the price book entries, and these price book entries essentially link the two objects together.

So we have a price book, we have a product, we have the price for it, and we potentially have a currency as well. So that price book will then say, “Okay, I’m going to link to my standard price book.” It’s going to then link to your product and then give it a price and a currency that essentially make up your price book. So you could say that all of the prices in this price book are based on different currencies. So let’s take a look inside Salesforce to see how this is done. So here I am in Salesforce. So I haven’t actually got the products on my bar along the top, so I’m just going to click the plus sign here and I’m going to search for price books. So here is my price book.

Now I’m going to search for them all. And you can see in here that I’ve got my standard-price book and I’ve got another standard book as well. But you can see here that this standard-price book is the active one at the moment, and this bot book is currently inactive. But I could create a new price book that essentially is my UK-only price book and make that active. And I can base it on my standard price book; it’s going to pull in all the products from there. They are there, with all the list prices there. And then I could potentially create another price book, which is my EMEA price book, which is basically my standard price book for the rest of Europe. So I’m going to base that on the standard one as well and pull in all those products. So now, if I go back to my price book, I’ve essentially got four price books, but these three are the only ones active. I’ve got my EU-only price book and my EMEA price book. So now if I go into my UK price book, I can see all the products that are currently assigned to this price book and their list prices, so I can come in here and edit the list price to something different. So I can kind of go, actually, because it’s in the UK and we don’t have to deliver it that far. So actually, it’s way cheaper at 10,000 than the standard price in the standard price book, which is £100,000, and I’ve changed it to 10,000, which is great.

So I can go through customising the prices for the other products on the price list, potentially lowering them because I’m based in the United Kingdom, where shipping, delivery, and support costs are significantly lower. So that is essentially the price book. But if we click through to the product, you can see now that we’ve got the product details, and as I said, it’s got very little information on the product. You’ve just got the name, product code, if it’s active, and what family it’s in, product family it’s in. However, under that, you can see what price books this product is assigned to. And you can see that we’ve got it on the UK price book, the standard price book, and the Mia price book, and then we have the standard list price of 100,000 on that standard price book as well.

So what this means is that, because this product is on multiple price books, when we create an opportunity in Salesforce, we can select the specific price book that’s relevant for that opportunity. So if the customer is a VIP, then potentially we could pick the VIP price book, which then means that every time we put a product in, we can see what the price is for those products and the list prices based on that price book. So, if I go into my opportunities and create a new opportunity, I’m going to give it the close date of today’s stage as the value proposition, and I’m just going to click, I’m just going to change the account name to Burlington Textiles, and click Save.

And now, the moment I click “Add a product,” it’s going to ask me for a price book. So now I can decide which price book is relevant for this opportunity, and therefore I can get the correct prices for all the products that we sell. And it may be that a product actually isn’t being sold in one of the price books, so I can remove it from the price books as well. So, for example, a product might only be available in the UK, so therefore, I’ll only put it in the UK price book, but for the EMEA price book, it’s not available, so it’s not in the EMEA price book. So I’m going to pick the UK-only price book, and now it’s going to list me all the products.

As you can see, this was once worth $100,000, but now the list price is only $10,000. So I can pick this product, select it, and they can give it a quantity of how many I want, and this is basically creating the line that will go on my opportunity date, line description, and UK delivery, and I can add more lines, or I can just click Save and it adds my product to the opportunity. And I can always change that price book if I want to. So if I click change price book, I can move it over to the Emir price book and click save. But you need to be aware of this. This will permanently delete all the products from the opportunity, and I will essentially have to start again. So if I click that, I’ve now changed the opportunity to the EMEA price book. But now when I add that product back again, you can see it’s now using the 100,000 pound price. But why is this important? Why do we have this complexity?

Well, it basically means you can still report on those individual products being sold. So, even though this Diesel 1000-kilowatt generator is being sold at various prices, it is still the physical product that is being sold. So if I want to report on the number of units being sold across the globe, I can still just report on this one single product, regardless of the price that it was sold for. And therefore, I can still do some kind of detailed reporting on it. Now, if we were keeping the pricing on the product itself, we wouldn’t be able to do this. We’d have to create duplicate products for the different price points, which would be a nightmare. So that’s why you’ve got the price book and the products as separate things, and then you have to choose the price book you want to add the products to your opportunity. That’s pretty much it for products and price books. Now, if you do have any questions, please be sure to ask them in the chat. Otherwise, I’ll see you in the next video.

10. Sales Productivity Features

So now we’re on to the sales productivity features within Salesforce, and these are a set of tools that you can use to drive sales within your organization. So let’s take a look at them. We have “big deal alerts,” which allow you to notify people when there are big deals within your sales force. All of those that have been created have update reminders that allow people to be notified when new opportunities become available. We have similar opportunities that allow you to determine when similar opportunities are being created and be able to display that on the page layout of the opportunity. Then we’ve got competitors, and finally we have teams selling.

So let’s take a look at the big-deal alerts. So here I am with my setup. I’m just going to search for opportunities, and you can basically see the kinds of options in the opportunities section because they’re all related to opportunities. We have competitors, big deal alerts, update reminders, similar opportunities, and opportunity teams for the team selling. So let’s take a look first at the big deal alert. So I’m going to dive in here. Now I’ve already set this up for myself, and this essentially allows you to send an email out to a group of people where an opportunity has been created and where it’s hit a certain amount and a certain probability. So if I click edit, it will probably make a little bit more sense. So, as you can see, this is my name, and I have a very low threshold for when the email is sent out.

As you can see, I’ve got it for either the trigger or the opportunity amount. Then I’ve got my probability, and I’m saying send the email out to list any opportunity with a probability of one or above. So you can see that, yeah, it’s probably going to catch every single opportunity in the system. And then I’ve got my alert settings; I want to make it active, say who it’s coming from, and also set the people that I want to receive the email. And finally, if I want to notify the opportunity owner as well as say, “Hey, this is a big opportunity,” people have been notified about it.

So all you have to do is click save, and that’s it. And then every night it’s going to fire out an email with a list of all those big deals. So next on the list are update reminders. So I’m going to dive into update reminders. Now, update reminders are all around, allowing managers to see when opportunities have been updated by their subordinates and some key information. So here you can see I’ve set up James Johnston, who’s going to use an active reminder, to get these, and you can see that I’ve actually enabled it at the top here as well.

Now if I click edit, it will make a lot more sense if I click the preview button here, which is editing and showing you the update reminder. And this is what the email will look like: It basically sends it to managers so that they can see when their subordinates last logged in to their open opportunities, how many opportunities had not been updated in the last 30 days, and any forecast information as well. But you can kind of drill in and add more information.

So I can go into more detail by clicking View Details. But also, what you can do is change this information as well. So if I click Close on there and scroll down, this is the content of the emails, including the subject and information like that. And at the bottom, you’ve got the fields that you want to include in that email as well. Now you don’t really need to know how to configure this; you just need to know that it exists. And as you can see, it’s actually dropped me into my personal setup menu. So this is something that managers can configure themselves if they want to get alerts via email to their email account. That concludes the update reminders. So next on the list is “Similar Opportunities.” So I’ll go ahead and click Create similar opportunities. Here we go.

And again, it’s in the Opportunities section. I’m going to click “Edit” here. I’ve already enabled it in my instance, but you’ll need to do the first step. So, next, you must match the criteria, which is essentially what is done on the related list that I’ll show you in a moment on the opportunity. Salesforce will basically search for any opportunities where these specific fields match and then show you those opportunities, and then the user can see, oh, there might be information on how he can sell better based on those related opportunities. So it’s important to get these fields correct. The next section is about what columns you want to display on the related list within Salesforce. So it’s a little bit different. You can’t define these on the page layout. You have to come in here to edit them, which is a bit odd. Also, you need to be aware that these columns could potentially bypass the security in Salesforce. But I’ll show you what this does.

So essentially, I’m going to leave it exactly like that. You’ve got to have a minimum of three fields to match on, but at the moment I’m matching on Name, Contact, Role, and Type. So I’m going to click “Save” on there. The only other thing you need to do is make sure you have the related list on the object. So I’ve already pulled in my Similar Opportunities Related list, but all you need to do now is edit the page layout and drop that in. And as you can see, I’m taking advantage of this opportunity. and essentially all you need to do is click Find, and then salesforce will go off. Find those opportunities that are related by matching on those fields; they’ll be displayed here, and essentially you can bookmark them and add them to the opportunity record. So you’ve got a list of those similar opportunities on that record. So you only need to know that the feature exists. You don’t have much information about it. So if a question does come up in the exam, you will know that this feature exists. So next on the list are competitors.

So I’ll go ahead and click Set Up and look for competitors. It draws you up and dives into opportunities, and essentially, it’s a list of competitors, as you may already have figured out. So all I’m going to do is click in here, and I’m going to put in a load of potentially competing names. So I’m going to type in Microsoft. I don’t even know if they’re competitors or not. I’ll enter it into Google Apple. So these could potentially be competitors, and I’m going to click Save. And now I’ve got these as my pick list values on my competitor’s field, on my opportunity.

So if I go back to my opportunities, dive into my opportunities, and if I scroll down here, you’ll see the competitors’ related list. If it’s not on your page layout, just add it by editing the page layout. But I’m just going to click “New,” select the competitor, which I’m going to say is Microsoft, and give strengths and weaknesses, so what we were good at and where we fell short. So, in essence, we could say that we are quick to react, cannot compete on price, and then click Save. And then you can use this information to report on how you can potentially benefit from understanding who the competitors are and what their strengths and weaknesses are, so you can find a way to come in and get the deal done. So that’s essentially what competitors are all about.

So, finally, what team is selling? So I’m going to dive into teamwork. Now there are actually three teams that you could have: tech case teams, opportunity teams, and account teams, and they all work slightly differently. But what I’m going to concentrate on is the Opportunity Team Settings at the moment because we’re in the sales section of the course. So I’m going to get started with opportunity team selling. On the team settings page, click enable and then save. Then I basically say, “Well, where do I want to apply this team-selling strategy?” What page layout? So I’m just going to add them to all of them, and I’m just going to enable this as well. This is significant because users can customise their own page layouts, and adding to the page layout will not affect any of those users who have already customised their page layouts. So if they have personalised their layouts, just tick this box, and it’ll add it to those customised related lists as well. Click Save. Now if I dive into my opportunities and click in here, I’ve now got myself right at the bottom, and I can add team members to the opportunity.

Again, you could move this related list up if you needed to, but now I can add team members that are working on this opportunity. So I can basically say, and I can define these fields, that “hey, the sales manager for this particular deal is me,” but I can also set the record access that I want to give this person on the team. So, if the sales manager, I could potentially give them read and write, then I could have just the sales representative, I could give them just read, write, and soon, and so on, and then I save. And essentially, that’s giving this team access to this opportunity so they can take advantage of it. If your security permissions are set up in a way where you’re creating private opportunities, And there we go. You can also set default teams, which is kind of handy. So essentially, if you’ve got the UK sales team or a certain division in that UK sales team, and you just want to set up a default set of people to be working on this opportunity, you can set them up as a group and add them directly onto the opportunity.

You can also click “Display Access,” and it will display the access that they have so you can see that they’re the owners. Reading and writing are somewhat meaningless to me because I am also the owner of this opportunity. And also, you’ve got our potential in the future to use opportunity splits, which aren’t really covered in the adminexam but basically allow you to say, “Hey, the split commission for this opportunity is 50% to this person, 25 to this person, and 25 to this person.” And you can just define what the percentage is that people are going to get commission on this specific deal. That’s essentially it. You just have to understand that for opportunity teamselling, it’s giving access to the opportunity based on who you put in the account team, and that could be read. write access or read-only access, and the owner of the opportunity can basically define that. But of course, it all depends on the security of your opportunities object.

So if it’s read or written to the world, it’s a bit pointless; it’s not going to affect security at all because those people can already see the opportunity, but potentially you can use it in reporting to see who’s working on what opportunities. So let’s review those productivity features. We’ve got the big deal alerts, which allow you to send an email out to a group of people to say, “Hey look, these are the big opportunities that are in the pipeline based on the probability and the amount of those opportunities.” So if they hit that threshold, they’re going to be included in that email, and you can also send that email to the opportunity owners as well. Then we’ve got update reminders. This is an email that managers can send that lists all of the opportunities that his team or subordinates have open, how long they’ve had them open for, and what the most recent activity was on these opportunities.

Then there’s the Similar Opportunities functionality, which is a related list on the opportunity that allows people to search for similar opportunities based on the fields or matching fields that you’ve defined so they can learn from past one-off or lost deals and make better decisions when selling their opportunities. Then we have competitors. So this is identifying potential competitors at the outset of the creation of that opportunity. So you or the salesperson can identify the strengths and weaknesses of those competitors so they can understand how they can best sell this opportunity. Then we have team sales. So this is giving access, as I said previously, to an opportunity based on the team on it, and it allows you to set the permissions of either read-only or read-write access to those people on the team as well as defining their role. So who’s responsible for selling this opportunity? So that’s all you need to know about the sales productivity features. Just understand that these features exist and what they do so that if a question does come up about which is the best feature to use, you will know and everything should be fine. So if you do have any questions around these features—I know I have whizzed over this section, but it’s a small part of the exam—then ask a question in the chat; otherwise, I look forward to seeing you in the next video.

11. Campaign Management

Hi Foscows, and welcome to Campaign Management. This is all about tracking your marketing campaigns against opportunities in order to realize any sales made as a result of those marketing campaigns. So you can track ROI, or return on investment, based on those single opportunities, but you can also attach campaigns across the entire sales life cycle. So from the initial lead to then going onto the contact record to then actually being attached to the opportunity, you can track all the way through how your marketing campaign has worked. So let’s dive in and take a look at it. So now I’m on my campaigns page. Now, if I click on “my active campaign,” you’ll see a little list. Now I’m going to click the first one on the list, and you can see here that it’s very similar to normal records within Salesforce, but you’ve got a couple more options along the top here, and also some other bits in here look a little bit odd as well, which we’ll go over. So you have the fields at the top. Now it’s really kind of divided into two parts if you’ve got the default And the first side contains all of the settings you want to apply to your marketing campaign.

So a campaign could be tracking direct mail or sending out a mail shot. It may be that it’s a webinar that people have been on, or it may be a trade show that you’ve been to, and you’re basically tracking those people that you’ve kind of picked up from those trade shows or that webinar. And you’ll want to track them in Salesforce to see if they result in a sale. and then attributing that back to the original campaign that they came on board with at the beginning. So then you can see the ROI of your campaign. So along the left hand side, we’ve got some key fields, like “is the campaign active?” and “what type of campaign is it?” So it’s a trade show, as I mentioned, a webinar conference, an email, and again, all these fields can be customized. The status of the campaign is either “completed in progress,” “aborted,” and includes the start date, the end date, and some figures that you can enter in around the cost of the campaign and what you expect the response to be.

Then, on the right, we have all of the metrics that Salesforce is tracking and calculating. So when you create a lead in Salesforce, you can attach a campaign to it, and then you can basically track how many leads have this campaign filled out, which equals this specific campaign. So you can see here at the moment that I’ve got three leads in Salesforce that are linked to this campaign, and actually one of those has been converted into an opportunity, or potentially an opportunity. Then we obtained the contact information. So there’s a single contact record that’s linked to this campaign, as well as responses, win rates, and things like this. And you can actually see here that the value of all the opportunities currently in your salesforce that have been attributed to this campaign equals £100,000.

And again, that could be in dollars if you’re American. Then there are the actual campaign opportunities. Now, at the moment, it’s zero. So, not brilliant, but if the campaign continues, we could potentially win those opportunities and convert them into one value. Then you can calculate your ROI in relation to the cost of the campaign. Running this marketing campaign was actually beneficial, which is awesome. So those are the key fields at the top there, and then we have the campaign hierarchy. Now you’ll see here that we’ve actually got a parentcampaign field in here, and this basically allows us to link this campaign to a parent. So you can basically categorise all of your campaigns in this manner. So, for example, potentially you could be promoting this new product that you’re about to sell. And this could have the hierarchy set up so that the top-most campaign is your product. And then under there, you could have a couple of different webinars that are separate campaigns. Then you could have a couple of tradeshows that you’re pitching the new product at. And these are all separate campaigns, but they all roll up to that parent top-level campaign. As a result, you get this campaign hierarchy, which is very useful for rolling up values to the parent for the top-most campaign in the hierarchy. Then there are similar related lists, newtask events, calls, attachments, and so on. Then we’ve got the opportunity list. So these are the opportunities that are linked to this campaign.

So you can see here that if I click through to the opportunity, we’ve got the primary campaign source, which is the campaign we were just on. So this means that the opportunity, the primary campaign from which this has arisen, is this specific campaign. And as you can see down here, we’ve got this opportunity, which is currently in the value proposition but doesn’t have an amount, whereas this one does have an amount of $100,000. And you can see that this 100,000 is in here. But if this opportunity then has a value attached to it, then this will be added to this total here as well. But we don’t have any opportunities right now. Then finally, we’ve got the campaign members. So these are potentially new leads or contacts that have been added to this campaign. So think of it as if you’re at a trade show and somebody’s filling out some information on, say, a web-to-lead form, but when they submit that form, it automatically associates them with this specific campaign. Because this is the campaign that you’ve set up for this specific trade show. So you’re basically tracking all of the interactions with this campaign from various people.

So it may be that you’re using this campaign to target people that are already set up as contacts in your account for a webinar, for example. So you could then add campaign members to this campaign so that you can build up a list of who you’re going to target for this particular webinar. And you can add people by just clicking “manage users.” And you can either add members by searching for them and importing based on a file that you can upload to Salesforce or edit the existing members in some way. But I’m just going to search and add some more on.So I’m going to click that option there. Then it gives me the option of what I want to add on.

Do I want to include more leads or contacts? Now I’m going to click Contacts, and then I’m going to set my criteria. So it may be that these are contacts who have expressed interest in particular products in the past, or it may be something different. So I’m just going to leave that blank for now. However, you could simply filter on a contact or their associated account and then click Go. Another handy thing with this is that you can actually select a list view. If you already have a list view set up for your contacts, you can use that instead, which is quite handy. But then it’s going to basically return all the different people that have come back based on that criteria search, and then you can select people that you want to add on to your campaign. So then you click this little down arrow here and select the status that you want to assign them when they get added on as a campaign member on the campaign. Now at the moment, there are only three options: sent, received, and responded, which are the standard campaign member statuses within Salesforce. But you can customise and add your own statuses in there as well. So actually, I’m going to do that right now.

So I’m going to click Back, scroll up, and click Advanced Setup. So I’m going to click Advanced Setup, and this is showing me the current member status that I have for this particular campaign. sent, received, and responded, but it doesn’t quite work for me. I need another status. So I’m going to click Edit, and I’m going to add an extra one on here, and I’m just going to say “Added,” and it isn’t a Responded, so they’re not going to respond to that, and I’m going to default as well. So any new campaign members who are either leads or contacts that get added to this campaign are going to be put into the member status as “added,” and then if they respond to my webinar or if they get sent the webinar in the first place, then I can kind of use the statuses as well. So I’m going to click save on that. So now that I’ve got that added status, I can go back to my campaign and add my members again. So I’m going to use my contacts; go ahead and select the contacts I want. And now I’ve got that added option on there as well. So I can click that. They’ve now been added to my campaigns. I’ve now added another two contacts, and there they are, the two added, and these ones have the status of “responded.” So if I go back to my campaign and scroll down, they’ve now appeared on my campaign member record, which is really cool. So that’s really awesome. So now I’ve got my campaign. So let’s go to a lead. So I’m going to go to a random lead.

So I’m going to go to Peter Jones. So here’s my Peter Jones record. Now say I’ve just created this record and he’s contacted us based on a particular campaign. So he got that information from a trade show or something like that. Well, I can click this “Add to campaign” button and add them to a campaign. Now I can either search for a particular campaign or this is my recently viewed one, and again, I can add them on to this campaign, go back to my leads, and now they’re associated with this campaign. And potentially, I could have multiple campaigns on here as well. But I’m going to leave it at that for now, and I’m just going to click the Convert button. So I’m going to leave all the default details there. I’m going to set “Call customer not started by the end of the week” and then click “Convert.” So now I’ve converted this company into an account, and there’ll be a contact on there as well. There he is. Then an opportunity presented itself. But if we click through to this opportunity, you’ll see that the campaign has come through on this one. So now if we click on this campaign, we can see that this opportunity has been associated with this campaign. So now you can see that my lead was associated with this campaign, then it got moved into a contact and an opportunity got created, and that opportunity is now related to my campaign. So that is essentially it. It’s basically being able to associate a campaign with a lead, a contact, or an opportunity and track them through that sales process so you can get the ROI on particular campaigns. That is essentially it. There are a couple of other things about which you need to be aware when it comes to campaigns, and that is campaign influence.

So let’s take a look at that now. So, if you search for “campaign,” the campaign options will appear. And you can see here that we’ve got campaign influence settings. So if I click in here, “campaign influence” essentially looks at multiple campaigns as influencing that buying decision. So, for example, it may be that I’ve been on a webinar, I’ve been sent a direct mail piece, and I went to a tradeshow, and all three of those things happened within a certain time frame. So in the last two months, for example, And so all those campaigns have influenced me and my buying decisions. So, in essence, campaign influence allows you to replicate that in so you can report on all of the campaigns that influenced that customer’s purchasing decision. So if we dive down here into the settings, you can see that I’ve enabled this automatic association of the campaigns to an opportunity, which I’ll show you in a SEC, and then we have eligibility limits. And this is around saying, “Well, it might be that three years ago I was on a webinar, but then last week I went to a trade show, and two weeks before that I actually got a direct mail piece.” Now, those last two events, the direct mail and the trade show, had an influence on my buying decision. But that webinar from two years ago, or whenever, was so long ago that it didn’t influence me because it was so long ago, but the direct mail and the trade show did.

So we want to include the direct mail and the trade show associated with that opportunity so we can track those influences, but we don’t want to include that webinar that was two years ago. And so this is the time frame that you want to set for all those different campaigns that you want to include as an influencing factor. So here I’ve got 100 days, which basically means that any campaigns that I’ve put on in the last 100 days will be attached to my opportunity when that opportunity gets created. So I’m going to leave it at that. Then we’ve got the auto-association rules. Now you can put more advanced logic into which campaigns you want to exclude from this, but I’m just going to leave it at this and click Save. So now I’m going to go to my contacts, and I’m going to go to a random contact. So I’m going to go to this one here. I’m going to scroll down. Now it may be that this particular person has been on two different campaigns, so I’m going to add them on now. So I’m going to add them to the one that we just looked at and to another one. Type in “user,” so user conferences as well. Add them on as well. So as you can see, that field that I created before is only campaign-specific. So this is a different campaign, so that field isn’t on there for the status.

So it works a bit like record types but not quite because it’s record-specific and not record type-specific. So it’s a little bit different, so then I’m going to go back to my contact. That’s great. And now I’m going to create an opportunity. Set the Op stage and then click Save. If I scroll down now, you can see the contact information for that individual that I’ve now put on this opportunity. And if I edit the layout, I can then select a related list of campaign influence. Let’s drop it there. Scroll down to see how these two campaigns were automatically added to my opportunities the moment they were launched. I added the contact role or created this opportunity because Barbara was connected to two campaigns that were in their eligibility period of the last 100 days. Now, I may see you asking, “Yeah, but the year is 2001 and 2002,” and you’re absolutely right. And if you click through to the campaign, you can see the start and end dates are like 2009—that’s years ago—and that’s far longer than 100 days. But it’s not the campaign’s details that matter; it’s when they were added to the campaign in the first place.

So I’ve only just added Barbara to this campaign. So that is the date that’s used, not the dates on the campaign itself. So if we go back to that contact, dive down, and dive into the opportunity, you can now see they’ve got that influence there, and it picked the user conference as the primary campaign source as well. So now if I go to the user conference, you can see that I’ve got one opportunity associated with this campaign as well as the other. Now, I don’t think it will come up with an exam, but it might be useful to know that this campaign’s influence doesn’t add to these numbers here.So I’ve just added this person, Barbara, to my campaign. Where was the first campaign? DN campaign. If I click through here and if I scroll down, you can see the opportunity isn’t there. And that’s because it’s not the primary campaign; it’s just a campaign influence. So if I go to my campaigns, the only one that actually appears on them is this campaign primary source. Yet the campaign influence is an influencing factor that doesn’t come up on my campaign record, but I can report on it if I want to see which influencing campaigns affected this opportunity and the sale.

Finally, there’s one more thing that really does catch people’s attention, and that is that you may come to your campaign and find that the new button just isn’t there. And you’re wondering why users can’t create new campaigns. You go to your profiles and permission sets, check the permissions on the object, and find, “Hey, they’ve got access to the object; why can’t they create campaigns?” And that’s because they’re not set up as marketing users. So if you dive into setup, dive into the user, or actually I’m going to click there on my recent items, you’ve got this marketing user and this feature permission. If I didn’t have this enabled, I could untick it and navigate to campaigns. I have no new button; I can’t create any campaigns, but I can still see the campaign. I can’t really do anything about it. So it is a little bit odd, even though I potentially could have full access to the campaign object. So everybody gets caught out by this. So just make sure that you do have that checkbox enabled on the user record. Otherwise, nobody’s going to be able to create any campaigns, and those users that you want them to create campaigns for won’t be able to.

So yeah, that catches people out quite a bit. Okay, so that pretty much wraps up campaign management pretty much.You just need to understand the two parts of campaigns: campaigns track ROI on a lead contact and an opportunity as it progresses through the sales process, and you can get the ROI back on those opportunities that have converted one sale, and then you can look back at your campaigns and say, “Hey, look, the campaigns have generated this amount of revenue based on this outlying cost of our marketing campaign.” You can also say that campaigns can be put into a hierarchy in a kind of parent-child relationship and that you’ve got campaign influence. Now, “campaign influence” is those campaigns that a contact or a lead has had touch points with over a period of time. And you can set an eligibility limit to say, “Hey, if an opportunity is created and that contact is added to that opportunity, then I want to add on their campaigns as an influencing indicator for me, but only add those campaigns in where the eligibility time is kind of in the range that I’ve set on the campaign influence settings.” So, hopefully, that makes sense. Last but not least, remember to check that box and keep a record because everyone forgets. So that should essentially be it. If you do have any questions about campaigns and campaign influence, be sure to shout out or write a message to me. Otherwise, I look forward to seeing you in the next video.

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