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Sales Edge
What is Sales Edge?
What is Sales Edge?

Eliminate the cold start problem with warm ecosystem-led sales to win more deals & shorten sales cycles, all from the comfort of Crossbeam.

Lauren Rosenfeld avatar
Written by Lauren Rosenfeld
Updated over a week ago

Purpose-built for Sales Reps, Sales Edge allows you and your sales team to operationalize all your account mapping data. Sales Edge gives reps workflows and tools for co-selling to help close deals faster with your existing partnership ecosystem.

In this article:


Sales Edge Overview

Who is Sales Edge for?

Your sales team does not need to use another tool; they can set Sales Edge and forget it. Sales Edge can just live in the background pushing relevant opportunities for your salespeople straight to them. Sales Edge can be used by:

  • Account Owners (AOs)

  • Sales Development Reps (SDRs)

  • Customer Success Managers (CSMs)

  • Sales Directors (CROs / VPs)

  • Partner Account Managers (PAMs)

Is Sales Edge a Crossbeam Product?

Yes, Sales Edge is a Crossbeam Product. If Crossbeam is LinkedIn, then Sales Edge is LinkedIn Sales Navigator.

How much does Sales Edge cost?

The Explorer Plan is limited to three free seats in Crossbeam Core. For Connector Plan and for Supernode Plan, the amount of seats varies and can only be purchased by the Crossbeam account Admin.

To add more User seats in Crossbeam Core and Sales Edge, visit the Plan & Billing page.


Understanding Crossbeam Core and Sales Edge

  • Crossbeam Core is purpose-built for your partnerships team. It includes the functionality you know and love, including The Crossbeam Network, Automating Account Mapping, & more.

  • Crossbeam Sales Edge is purpose-built for your sales team. It includes functionality that allows your sales team (AEs, SDRs, CSMs) to maximize co-selling — including Actionable Insights, Co-Selling Workflows, & more.


Setting Up Sales Edge

To set up Sales Edge, login to Sales Edge using your Crossbeam Core credentials. Setup and configuration takes anywhere from 5 - 15 minutes.

How do I manage access to Sales Edge, what are the roles?

Access to Sales Edge is managed in the place as all other Team Member management.

Explore User Roles and Permissions in Sales Edge on the My Team workspace in Crossbeam. In addition, read this detailed article on Roles and Permissions.


How Sales Edge Works

By logging into your Crossbeam account, Sales Edge will automatically sift through all your overlaps and let your reps know where to focus with your partners. Reps can then take action and get connected with your partners straight from Sales Edge. Partnerships Managers get full control over who can message which partners & full visibility of each interaction to avoid conflicts.

How do I start a Message in Sales Edge?

To start a Message in Sales Edge, you must have an existing Sales Edge seat.

Sales Edge Chrome Extension:

Capture passive overlaps from partners across the web including Hubspot, LinkedIn, Salesforce and more.


Sales Edge Emails:


Sales Edge Deal Navigator:


Sales Edge Lists:


Crossbeam Salesforce Widget:

Every User has an assigned role, which defines the level of access in Crossbeam Core and Sales Edge. You will select a Crossbeam Core Role when defining a User's role during the invite process.


Automated Attribution from Sales Edge to Salesforce

What It Is

When you complete a request in Sales Edge, you will be prompted to allow Sales Edge to track the attribution of the partner on your request to the associated opportunity in Salesforce. This helps you and your RevOps team to automatically fill in attribution data for your sales reporting. No more manual entry of attribution if you’re using Sales Edge to track your partner’s activity in your opportunities.

How to Set It Up

⏭️ Grab your Salesforce Admin, and ensure the following steps are complete to access the full feature:

  1. Crossbeam is connected to your Salesforce data source.

  2. Go to your integrations page in Crossbeam, and select “Salesforce Attribution Push.” From there, you’ll be prompted through:

    • Pop-up window for connecting your Salesforce. This will prompt you to download and install the Crossbeam Attribution package to your Salesforce instance.

      • Follow this link to install the Attribution Object to your Salesforce Organization.

      • You’ll see a banner saying that this managed package is not part of Salesforce’s AppExchange partner program.

      • You and your Salesforce admin should review the packages contents: it contains only a small custom object.

      • You will likely want to install the package for admins only. This option allows for controlling access and permissions after the package has been installed.

      • 📝 Note: You may need give your users access to the custom object.

    • Connect your Partner’s Account IDs from Salesforce (this makes linking easy!)

    • When you’ve added all of the IDs you want, click the Save Changes button.

    • Edit or remove any Partner IDs at any time within your Crossbeam account Settings.

  3. When completing a conversation in Sales Edge, select the drop-down field next to Attribution in the Basic Info section. When you save this, Crossbeam will automatically populate the attribution data in your Salesforce.

    • Sales Edge Attribution Selector

    • Data appears in Salesforce

FAQs

Q. Is it possible to pull in the attribution type (i.e. influenced, sourced, etc.) into the report?

A. Yes. We send the attribution type, sourced or influenced, along with each opportunity.

Q. Does this new attribution object get installed with the existing manage package? Or is this a second manage package I’ll have to install?

A. It is a second manage package, so you can install it via the Integration Marketplace or from the tile in Crossbeam Core.

Q. Does this feature come with pre-built reports? Or do I have to create a custom report?

A. This attribution feature comes with four standard report types:

  1. Crossbeam Attributions

  2. Crossbeam Attributions with Account

  3. Crossbeam Attributions with Opportunity

  4. Crossbeam Attributions with Partner

Q. Similarly to opportunities that get pushed into Salesforce today, does each attribution record connect to an account and an opportunity?

A. Yes. Each attribution is related to the account (i.e. the account you closed) and the partner account (if you include it during the setup of the integration). Sales Edge can pull in the opportunities from your CRM. When looking at your Request, a search field allows you to update which opportunity is associated with that Sales Edge Request, and this is pushed through to Salesforce.

Q. When configuring the Attribution Push in Crossbeam Core Settings, what does “Add a Partner ID from Salesforce” do?

A. If you input your Partner Account IDs here, your attributions will be linkable to the Partner in your Salesforce instead of by their text name only.

Q. How often does my Attribution data get synced to my Salesforce?
A. 30 minutes after the initial setup and every 12 hours after that.

What if my Partner is not on Sales Edge?

Not a problem! Sales Edge allows you to message with any Crossbeam customer.

If your partner is not on Sales Edge, you can still message the Partner Manager at the partner. The Partner Manager will be alerted that they have a Sales Edge message.

The Partner Manager at the partner can then loop in any sales team members from their side to a “Sales Edge Reply Only” experience. The partner not using Sales Edge can only reply to messages and will not get any additional functionality of Sales Edge, including being unable to start conversations; they can only reply.

If your partner is on Sales Edge, then salespeople and Partner Managers can reply to and start messages with partners (based on the control settings set forth by the partnership team).

Can a Partner Manager control sharing settings?

Yes, they have full control & visibility over each of their partner relationships. Partner Managers can easily:

  • View every partner interaction happening for their partners in one quick glance.

  • Control which partners can be contacted directly and which partners must get approved before the partner sees the messages.

How do I create a List in Sales Edge?

Lists are a collaborative way to interact with account mapping data. You can quickly create custom lists of account/overlaps and share with teammates.

  • Partner Manager → Salesperson: Partner Managers can create focus lists for salespeople.

  • Salesperson → Partner Manager: Salespeople can create lists for Partner Managers to help them on.

  • Salesperson → SDR: Salespeople can create lists for Sales Development Representatives (SDRs) to help them on.

Sales Edge makes it easy to take account mapping data and collaborate with colleagues.

What is Deal Navigator in Sales Edge?

The Deal Navigator is the best single view of your sales pipeline, designed so you can move each deal forward. This is the default page in-app for all Salespeople.

Certain filters are applied by default, and the resulting deals are sorted based on open deal status and the size of the deal.

Overview

Deals are listed in a sorted order on the right side of the navigator [1]. Your filter controls are on the left [2]. You can search in real-time using any custom string at the top [3].

Default Filters

By default, Deal Navigator only shows the most promising deals which deserve attention. This means the deals in the default view include your prospect accounts that both:

  1. Have a status of "Cold' or "Has Opportunity" and

  2. Are your partners' customers

It may feel a bit like magic, but the way we order deals in the Navigator is straightforward: We show you active deals first, sorted by the value size.

Deal Details

Each deal card in the Navigator shows you important account details, including the Account Name [1], your deal status [2], and your deal size [3]. Clicking on the Account Name will take you to that Account's details page.

You can also see all the signals [4] that apply to each account, and each partner that has account overlap [5].

Partner Deal Signals

Partner Deal Signals help you cut through the noise and gain important timing insights. Use them to determine which partners can be most helpful today and understand where your prospects are in deal cycles.

With the exception of the Recently Won signal (any deal that was won within the last 90 days), all of the signals are self-explanatory, and within the last 30 days:

  • Deal Movement

  • New Deals

  • Recent Activity

  • New Contacts

My Accounts

My Accounts gives you control over filtering based on your account status:

  • Customer

  • Has Opportunity

  • Cold

You'll also see a link that takes you over to Configure Target Accounts.

Show Accounts For has three selections:

  • My Partners (Default for Partner Managers)

  • My Accounts (Default for Sales Users)

  • All Accounts

Owner

The Owner field takes an account owner name, and will only show deals that are owned by that individual.

Partners

The Partners filter lets you control the deals shown based on partner account status. Often, you'll be interested in accounts that are already Customers of your partners for the best connections.


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