Marketing automation sets up the salesperson. It assumes something that traditional sales does not: buyers prefer self-service until they are ready to buy. If you court your buyer too early, you can violate trust. It is intrusive and unsynced with how they would prefer to move through the process of buying. At some point, aContinue reading “Why Marketing Automation Makes Selling Easier”
Tag Archives: process
Salesforce Mass Email Strategies
Salesforce.com at its basic level is a one-to-one customer focused system. You can manage individual relationships and have direct context, history and action steps for future steps. The tactical and personal handling of Leads, Contacts and Opportunities allow for specific handling of your sales or service process. On a mass scale, marketing may have otherContinue reading “Salesforce Mass Email Strategies”
Salesforce Case Strategies
The Salesforce.com Case records allow you to manage support issues effectively or other processes involving a change of status or resolution of an issue. The inherent function of Cases lends itself to the common support ticket. Your customers can either generate their tickets or your support team can internally create Case records after retrieving informationContinue reading “Salesforce Case Strategies”
Smart Salesforce.com Lead Assignment
Inbound Salesforce.com leads are the lifeblood of your sales process. How prospects get assigned in Salesforce.com depends on a few factors such as: Your sales team roles. Is your team divided by industry, geography or another factor altogether? Volume of inbound leads. Dealing with large numbers is different than small numbers. If your lead generationContinue reading “Smart Salesforce.com Lead Assignment”
Salesforce.com Change Management
Salesforce.com is a disruptive technology. It is more than a functional tool that a single user relies on to get things out like an Excel spreadsheet or a Word document. It is a business system which touches people and process. Those two elements create great opportunity if you can align your team. It is alsoContinue reading “Salesforce.com Change Management”
Converting Inbound Leads
The inbound marketing process has failure points. If your business is set up where marketing generates leads and your sales team aggressively calls, then trust can be compromised with otherwise potential sales opportunities. Inbound marketing has the following conversion points: Visitors: These are a high quantity of people that find you from search or marketingContinue reading “Converting Inbound Leads”
Measuring Interest And Intent
When people find you, they have some kind of interest and intent. They found you because: They were searching for something They saw an interesting link via social media from a friend or contact They were referred by a message You were selling brilliantly Really, when someone finds you, they are looking for something. YouContinue reading “Measuring Interest And Intent”
Three Business Considerations For Salesforce.com
Salesforce.com is one of many customer relationship management (CRM) systems on the market today. A simple Google search will reveal the choices which abound. It can be confusing as you are considering the technology to run your business processes. In our Salesforce consulting work, many of our customers are seeking advice on whether to chooseContinue reading “Three Business Considerations For Salesforce.com”
Customization vs. Custom Software
If you are building a business today, you need systems to be able to deliver your value proposition. You also need systems for selling, marketing, operating and servicing your customers. Enabling this in the past was heavily manual and process oriented. As coding became more available, we built custom software for our organizations. Custom softwareContinue reading “Customization vs. Custom Software”
Salesforce Lead Management Best Practices
Salesforce.com Lead records are generally anyone and everyone that has some contact or interest with your organization. The rules for how to manage a Lead record through the sales or service process differ based on your company’s workflow and buyer experience. However, in general, Leads are those people who are not in an active salesContinue reading “Salesforce Lead Management Best Practices”
