Show Your Economic Development Value for EDOs

Salesforce.com helps EDOs show Economic Development Value

Every Economic Development Organization wants to be able to show what they are doing to help provide value on every project they are working on. One of the keys to showing that is having a CRM that can track such data. With Salesforce.com, it can be configured in such a manner that will allow you to track site visits per project, which helps you justify your work to your constituents. Salesforce will provide metrics that will also allow you to show all your activity for each property and what kind of activity you have been doing so you can avoid those “What have you done for me lately” possibilities that sometimes come up just due to lack of data.

You will be able to show your value and worth to your community by showing different stakeholders that you are working to help them because of the data that you can provide.  This helps alleviate some politics that sometime accompany what you do.  There is also transparency where you can also show stakeholders what potential buyers are saying about their properties which allows them to (stakeholders) to make improvements to better market their property. These features allow EDOs to provide feedback to property owners on how they might make changes to their property to make it more attractive to buyers/leasers which aids in making your pitches more efficient.

If you are considering other CRM systems like ExecutivePulse or Synchonist – they do not have the reporting capabilities to be able to show this like Salesforce.com does.  At Conrin, we regularly “upgrade” our EDO clients from both of these other platforms because of ways we can improve your ability to show value and return-on-investment (ROI).

Find out more about how we can help by contacting Todd at 616-897-4325 or use our form.

Improve ROI on your Salesforce.com Investment

Improve ROI on your Salesforce.com Investment for EDOs

You have made the investment in Salesforce.com for your organization. We take the time to point out some key benefits and how to improve ROI on your Salesforce.com investment.

If there is one thing our 13 years of experience implementing Salesforce.com for Econonic Development Improve ROI on your Salesforce.com InvestmentOrganizations it is how to maximize user adoption and your return-on-investment (ROI).There are several benefits for the client or potential client.

There are generally two main means that help drive usage. First is to establish “the carrot” and second is to put things in place to help make salesforce.com a necessary tool.

Establish “the carrot” –  Include stakeholders with input for your organization into the Salesforce.com configuration. Input has a tendency to transfer “ownership” of it to the person.  Make sure everyone is aware of the benefits to the end user such as:

  • Having mobile access to all data
  • The ability to manage all critical information in one place
  • The ability to forecast and
  • A way to organize their to do lists and ensure that Salesforce.com is useful to them
  • Provides reporting at the press of a button
  • Always show where they stand versus the goals and objectives

Some will feel like it is just “Big Brother” watching them but all the ways to help them should outweigh that when positioned properly and you show them all the benefits and time savings they can get.

Make it a necessary tool – You can make it stick based on how you use it. For Instance, start to make all of your weekly/monthly strategy meetings go all paperless. You view them on the screen, in salesforce.com.  If the information is not there, they will not be included. Team members will HAVE to have their data entered. If they don’t then they do not get to discuss a project or issue or anything else that should be in Salesforce.com and they will “look bad” to their colleagues. Another way to ensure usage is include it in their job descriptions and/or compensation somehow.  “If you aren’t doing x, y and z, then you are not fulfilling your job function” and/or “if you keep your information accurate x% of the time,  it raises your job evaluation.”

We help our clients navigate these waters all of the time to get the most out of their investment into Salesforce.com. If you want to find out more about maximizing your investment or you need some support based on your current situation, please do not hesitate to contact us or call Todd at 616-897-4325.

Lead Management

Lead Management with Salesforce.com

Lead management and helpful dashboards from Salesforce.com

Proper lead management (also known as your suspects and prospects) is critical to the ability to attract and also manage your potential projects. The more effective lead follow-up you do can give your organization a significant competitive advantage against your competition.  Utilizing a CRM, such as Salesforce.com, provides you the ability to quickly manage and follow up with your leads.

How you set up your organization is very important to how much success you can have with a Salesforce.com solution.  With the proper configuration based on how your organization works, your team will be able to receive the following benefits:Lead Management Salesforce.com

  1. Easily integrate your website with Salesforce.com so your contact forms will feed into your Saleforce.com account, so you don’t have to re-enter the information
  2. You can receive immediate notification via email whenever a new lead is captured from your website. This lead can be routed to the proper person as well.  With the Salesforce1 extension, you can even receive notification via your smart phone or tablet, allowing for almost real-time follow up.
  3. Once you come back from trade missions or if you buy a list, you can mass import these leads via an easy to use import wizard and assign these new leads to the specific individuals that will handle it based on lead criteria you have set.
  4. You can track leads by source so you can easily calculate your return-on-investment (ROI) of your lead generating activities based on projects you land.  This will help you make more profitable decisions on where to spend your marketing and sales efforts.
  5. You can create easy to read dashboards that provide critical information at a glance and customize reports based on the data you want to measure against.

Leads are difficult enough to generate as it is. Be sure to leverage Salesforce.com Lead Management’s lead management capabilities to generate, manage, and convert leads into announced projects.

If you want to know more about how you can best integrate Saleforce.com for your organization, you can start the conversation with us today!

The #1 Way to Measure ROI on Salesforce: Campaigns

Salesforce has an often overlooked feature, Campaigns, that you might not be currently utilizing.  It comes standard with most Salesforce.com Editions and is a powerful tool that will allow you to measure ROI on various marketing activities including trade missions, email campaigns, and seminars.

Salesforce.com describes a Campaign as “an outbound marketing project that you want to plan, manage, and track within Salesforce. It can be a direct mail program, seminar, print advertisement, email, or other type of marketing initiative. You can organize campaigns into hierarchies for easy analysis of related marketing tactics.”Measure ROI on Salesforce with Campaigns

Campaigns allows you visualize your marketing efforts and their ROI on Salesforce. You can create valuable reports that track and measure your campaigns, and their success or failures. Campaigns allows you to define a “success” that you establish at the beginning of the campaign will gauge the level of success for the audience targeted, responses, and impact on Projects as well as jobs created, projects closed, and overall response rate.

Once a campaign has started, you then track responses, through lists loads, web-to-lead forms, or syncing it with a marketing automation tool. This will allow you to report on the Campaign success and impact to opportunities.

Campaigns in Salesforce allows you to select specific groups that you want to contact based on certain criteria. Your Campaign history then shows up in the Contact and Lead record, giving you a quick idea of what people are responding to. The best part of Campaigns? It tells you the ROI on trade missions and all campaigns, as it is related to Projects.

If you are a Conrin client, you most likely already have Campaigns. It is included with the Enterprise Edition and Professional edition of Salesforce. Our goal is to have you use Salesforce to the best of its ability, so why not take full advantage of something you are already investing in?

Contact us for a free demo! It’s simple enough to set up yourself, but we are always here to help.