Project Goals

• Streamline opportunity management
• Increase visibility into lead & customer data
• Improve efficiency across teams
• Reduce manual processes
• Improve data accuracy
• Improve forecasting accuracy

Sales Process Foundations

• Clearly defined funnel stages
• Automated stage progression
• Configured Force Management to establish MEDDIC in SFDC
• Established standardized handoff process

To enable the work needed to help Superhuman continue to evolve and scale, they needed a strong operational foundation. We identified tech and process gaps that were hurting efficiency and productivity, and built a strategic roadmap to address them.

We focused on the work that would have the biggest impact for the team, including reducing manual processes through automation and establishing processes to improve collaboration across teams.

Outcomes

• Fewer manual processes, allowing sales teams to focus on selling activities
• Consistently updated data with reduced risk of discrepancies
• More effective collaboration across teams for improved customer experience

Sales intelligence with Gong

• Integrated Gong with SFDC
• Defined data syncing rules
• Automated record creation & enrichment

The Superhuman team was already using Gong for call recording, but weren’t exporting any activities or call data to Salesforce, which meant the go-to-market teams were missing out on those insights.

With Gong properly integrated, teams had much more visibility into what customers were saying, helping them understand what needed to be built and what was preventing them from closing larger deals.

Outcomes

• Effective two-way data sync between Gong & SFDC
• GTM team access to customer interactions & insights
• Foundational infrastructure to track rep performance

Integrated Forecasting

• Implemented Gong Forecast
• Overhauled Opportunity record types
• Reporting & Dashboards

The existing process for managing new business opportunities was not applicable to other sales paths, which meant the team was unable to effectively track renewals or expansions.

To address this, we audited their existing Opportunity flows and created Opportunity Record Types for new business, renewals, and expansions, as well as subtypes for trial users.

Outcomes

• Segmentation of funnel stages by deal likelihood
• Real-time updates of lead volume by source / pipeline coverage
• Strategic account tracking and territory mapping
• OKR & goal tracking
• Improved targeting of ideal B2B opportunities
• Business modeling based on more accurate, consistent forecasting
• Single “Source of Truth” for Forecasting and pipeline management