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portunities tab can show only opportunities with expired close dates, so reps can quickly update the information. Or the tab can list only one-on-ones, where a rep can easily spot updates made in the past week. Salespeople can even create Kanban boards, if that’s the


way they like to work. Dragging and dropping items on these boards will instantly update the stages of the sales process, and reps can also dive deeper for more informa- tion on any opportunity. Operations managers can custom- ize their own views of the data to suit their preferences. Always, Scratchpad links with all Salesforce objects, with separate tabs for accounts, contacts, and quotes. The app also has special features (called “tiles”) that


represent different sales processes – for instance, MEDDIC or CoM. Reps just click on the tile for the process their com- pany uses, and they will be offered just the fields they need to update. Reps can easily customize tiles for the process used. Then it’s fast and easy to get to the right fields. “All reps work a little differently,” Salehi notes. “You have to build in flexibility.” In all cases, the real-time link between Scratchpad and Salesforce works both ways. If other members of the rev- enue team add or update an item, it will immediately show up in Scratchpad. Other common tools used by reps include Evernote, Apple Notes, and OneNote for taking notes. Scratchpad offers its own Note page designed just like these common apps – a freeform page for noting important information on an opportunity. Templates can be created, if desired – for example, for discovery calls or field plans. When the rep links the note to the relevant opportunity,


the note gives the rep instant access to that opportunity, so the rep can update any information immediately after a sales call when the information is fresh – not later, when it may be getting stale. And, again, all notes go immediately into Salesforce.


“Managers love to get information as fast and frequently as possible – ideally after every sales call,” Salehi observes. “Everything should go into the system of record.”


That ideal is rarely met in practice. “At best, they are


getting updates once a week,” the Scratchpad CEO estimates. “And that takes reps an extra two to four hours to do.” Pipeline data is thus losing fidelity every day, and managers must also waste their time nagging reps to update data. Worse than that, of course, is the situation that hap- pens if a rep leaves and must hand off an opportunity to another rep – or the company switches territories among reps. Then the new rep may have to start all over if critical data is missing or out of date on an important opportunity. So Scratchpad does more than just relieve harried reps. “If you’re an account executive who is constantly being nagged to update Salesforce, a manager who is doing the nagging, or an ops leader who is buried in validation rules and required fields to get your team to follow your sales process,” Salehi thinks you will love Scratchpad. Reaction from reps has been enthusiastic. Enterprise Account Executive Saura Johnston credits Scratchpad with “life-altering productivity” and estimates the tool saves her four to seven hours a week. Mitch Miller, an account exec with Talkdesk, says he is “blown away at how much time it is saving our team, with updating opportunities, next steps, notes, and so forth.” Sales managers are equally impressed. Mark Tapscott,


director of international sales for Wallbox, says Scratchpad “makes interacting with Salesforce and managing teams a more intuitive and faster experience than any version of Salesforce I’ve encountered.” Chief Revenue Officer Scott Kiever says his reps love it, and Scratchpad offers “a much more efficient way of putting updates in real time.” As Scratchpad grows, it will tend to support larger sales


forces at larger companies. Salehi thinks the benefits will be even larger. “Larger companies have more problems with Salesforce,” he argues. “A rep at a large company has to scroll through five or six pages just to find an op- portunity. Change management is harder; the onboarding process becomes harder. It’s a Frankenstein monster.” For more information, go to Scratchpad.com.


Selling Scratchpad to the Top


So far, Scratchpad has used a bottom-up approach to marketing – that is, pitched to the reps who must actually find an easier way to work with Salesforce, according to VP Marketing Nate Odell. “Now, we are getting into larg- er sales forces, and we are understanding the impact Scratchpad has on operations leaders, sales enablement, and sales leadership,” Odell notes. So Scratchpad is selling to the companies and managers who want their reps to be more productive and want their Salesforce data to be more accurate and up to date. Odell joined Scratchpad last October. The company had worked with a distributed workforce even before COVID. To date, Odell has not met his boss or co-workers physically. “It’s been a very interesting experience,” he says. But not an entirely new challenge. The marketing exec had already helped grow revenue for several Seattle B2B software startups, including Qumulo, eventually valued at $1.2 billion, and Chatitive, acquired by MailChimp.


24 | SEPTEMBER/OCTOBER 2021 SELLING POWER © 2021 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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