Blog

Contents

• 00:00 Introduction
• 00:15 How should I configure additional fees for consulting services?
• 04:25 How to think about consulting services and additional fees
• 13:35 What is the minimum you can do and build to achieve the desired outcome?
• 16:13 When in doubt . . .
• 18:47 How to productize your consulting services
• 23:22 How to start thinking in terms of price and value
• 26:00 There is no right answer, but there are wrong answers
• 26:55 Learn to operate in the world of ambiguity

Contents

• 00:00 Introduction
• 01:55 Deep Dive: Products, Price Books & Price Book Entries
• 03:55 Why do companies start using products, price books, and price book entries?
• 04:50 How do products, price books, and price book entries relate to one another?
• 08:50 Do I need to use products, price books, and price book entries to use Salesforce CPQ?
• 10:10 How do opportunity products fit into the data model?
• 12:22 What are price books?
• 13:30 A simple example using products, price books, and price book entries
• 20:25 Now, with two currencies
• 22:10 Now, with two price books
• 25:28 An extreme example from an enterprise manufacturing client
• 27:15 What is the difference between a price book and a price book entry?
• 28:00 What are common mistakes with products, price books, and price book entries?
• 30:00 What is an opportunity product?
• 31:00 How many price books should I create?
• 32:25 What about customer-specific price books for special customers?
• 35:52 What other scenarios potentially require multiple price books?
• 36:40 How many price books can I use on an opportunity and quote?
• 39:10 Should I consolidate products, price books, and price book entries?

Contents: Part 1

• 00:00 Introduction
• 06:10 Why is applying for jobs so painful these days?
• 09:45 What are the limits of Salesforce Revenue Cloud regarding revenue recognition?
• 13:58 How should I think about quoting, invoicing, and generating and recognizing revenue?
• 19:25 How would I invoice Taco Bell (in advance) and Ruth’s Chris (in arrears)?
• 21:04 How does consumption work with revenue?
• 21:52 Where do people go wrong in Salesforce Revenue Cloud implementations or any implementation?
• 28:04 How do I get the right people in the right room to have the right conversation at the right time?
• 33:07 What are the limits of the solution engineers who give Salesforce Revenue Cloud and other Salesforce demonstrations?
• 36:05 What do I do when business executives want it all immediately yesterday?
• 36:31 Why do you hate hearing, “Well, I saw it in the demo!”?

Contents: Part 2

• 00:00 Introduction
• 04:20 Do you think AI will have an impact on career opportunities for people who are just exiting college and going into the workforce?
• 08:20 How can I protect my career against the increasing use of AI?
• 14:30 Should I use AI to write my resume?

Contents

• 00:00 Introduction
• 00:05 What was it like presenting at Dreamforce 2023?
• 07:00 Should I use AI to help with my job search?
• 10:08 How much time do recruiters and hiring managers give cover letters and resumes?
• 13:46 When should I write my resume, and how do I know it works?
• 19:11 What is the “Move of the 2020s” in corporate America?
• 21:36 Why do job requisitions list Marketing Cloud and Revenue Cloud?
• 27:20 What is the “anti-startup”? What is the point of a startup in Silicon Valley?
• 35:26 Why do people post socially-unaware, cringe-worthy shit on LinkedIn?
• 38:48 Why did you create Salesforce Revenue Cloud Office Hours?
• 43:25 Which Salesforce certifications should I get to work in Salesforce Revenue Cloud?
• 47:30 How do I use my professional network to get a job in the Salesforce ecosystem?
• 48:52 Should I hire a resume writer to help me with my Salesforce resume?
• 50:38 What do you look like without a beard?

Contents

• 00:00 Introduction
• 01:30 Do you need Salesforce Sales Cloud to use Salesforce CPQ?
• 07:40 Does Microsoft have a quoting tool at all?
• 13:10 Has anyone seen or used any Quote-to-Cash programs besides Salesforce Revenue Cloud?
• 21:01 Will the new Salesforce Revenue Cloud achieve product parity by 2025?
• 22:40 What will happen to Salesforce Revenue Cloud careers?
• 28:01 Can you explain Multi-Dimensional Quoting like I’m five?
• 31:14 What are some alternative solutions to Multi-Dimensional Quoting?
• 37:30 Why do you think Slack is overrated?
• 43:00 How can I get a Salesforce sandbox to prepare for Salesforce certifications?
• 49:13 Which Salesforce certifications should I get for Salesforce Revenue Cloud?
• 51:55 How do you think about Salesforce certifications?

Resources

Free Salesforce Developer Edition Org

Create A Salesforce Playground

Create A Salesforce CPQ Playground