Interview with Larry Hill and the Express Console

Evolution of sales over the past 40 years plus Salesforce as it was meant to be.

April 03, 2025

About

In the latest episode of Coffee Dreamin, I spoke with Larry Hill, the founder of Leaping Fox and the creator of the Salesforce AppExchange product, the Express Console. Larry has been a sales leader for 40+ years and is now helping sales people drive success in their CRM by creating a tool that makes the CRM experience easy to use for the sales team!

Insights from 40 years of Sales

  • We still need digital transformation! Even in the year 2025 there are COBOL programmers out there making $200k+ to maintain databases. I see 4k+ job openings. The takeaway is that we move slow in updating our processes and there are plenty of businesses that still need to move their sales process to the cloud.

  • Keeping track of sales obligations requires a system. Fountain pen enthusiast I am, pen and paper doesn’t scale, and neither does your Excel spreadsheet. You need a system that is easy to use and will help you keep track of your obligations, and make it easy to execute your work like phone calls and emails. Plus, a good system gives coworkers the insights they need too (ever reached out to a prospect another salesperson just connected with?)

  • Systems are often excruciating to use. This is a main reason why adoption rates are low for many Salesforce instances - you have to make a lot of clicks, scroll far down the page, and dig around through tabs to find what you are looking for. If you are trying to drive adoption, you have it make it easy for your users to actually live in the new system you are putting them in.

The Express Console

Enter the Express Console! Larry has create the Express Console as a Salesforce App that will make your Salesforce instance much easier (and more enjoyable) for your sales people. The Express Console uses Lightning Web Components (LWCs) to make fast-performing user experiences combined with features like hovering over fields for additional details and to edit. This functionality isn’t available in stock Salesforce, but is the sort of easy-to-use experience modern sales people and web users expect.

Express Console Test Drive

If you are interested in more information on the Express Console, see Larry’s demo, 7 Things You’ve Never Seen Before in Salesforce. You can also try the Express Console for free through the Salesforce AppExchange. With the install you can have 2 free users (highly recommend having at least one user being part of the sales team using Salesforce as they are the daily beneficiaries of this tool).