Systems & Tools
Complete guide to every system you will use daily. Salesforce, CSUM, Zuora, AirCall, Teams, and more.
Salesforce CRM
Salesforce is your single source of truth. Everything lives here — leads, opportunities, call notes, tasks, pipeline. If it is not in Salesforce, it did not happen. Your CRM hygiene directly correlates with your sales performance.
Pipeline Stages
1
New — Fresh lead, not yet contacted. Your starting point for outbound.
2
Contacted — You have made contact. The prospect is aware of Weiss and has engaged in a conversation.
3
Qualified — The prospect has a genuine need, budget, and timeline. They are a real opportunity.
4
Proposal — You have presented a specific product recommendation with pricing.
5
Negotiation — The prospect is considering the offer. May have objections or questions about pricing/terms.
6
Closed Won — The sale is complete. Payment processed. Product delivered.
7
Closed Lost — The opportunity did not convert. Log the reason — this data is gold for future improvement.
Non-Negotiable CRM Rules
Every call must be logged with detailed notes — no exceptions
Opportunities must be moved to the correct stage after every interaction
Tasks and follow-ups must be created in Salesforce, not tracked externally
No stale opportunities: if untouched for 14+ days, update or close
All customer information must be accurate and up to date
Never delete records — mark as closed lost with a reason instead
Use the notes field for context: what was discussed, objections, next steps