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.

Improve CRM with Salesforce

Customer Relationship Management (CRM) is the practice, strategy and technology that companies use to manage and analyze customer interactions and data throughout the customer life-cycle. The goal of a successful CRM is to improve business relationships with customers, assist in customer retention and drive sales growth. CRM is not just a sales and marketing tool, but instead is one of the biggest ways to improve productivity – from HR to customer services.

Salesforce Implementation of CRM

Salesforce is the world’s #1 CRM app. The offer features such as Sales Cloud, SalesforceIQ, Service, Cloud, Marketing Cloud, Community Cloud, Wave Analytics and more that improve your daily tasks all the way down to your organization’s bottom line.

Average improvements among Salesforce customers reflect favorable returns: a 36 percent increase in sales productivity, a 25 percent increase in sales pipeline, a 26 percent increase in sales win rate, a 30 percent increase in revenue, and a 45 percent increase in forecast accuracy.

Many think that CRM is just a software, however it is much more than that. It is a comprehensive approach to a lasting relationship with your customers. The most important factor of successful customer relationship management practice is human connection. Once an organization has their “people,” it then creates their process and puts their technology in place. This technology continually evolves around the needs of the people and process.

Conrin Salesforce Implementation

At Conrin, we focus solely on implementing Salesforce for economic development organizations across the nation. We follow a strategic three step approach that allows us to perform one-user implementations to complex, state-wide projects. Our first step is process discovery, then system configuration completed by step three, where we finalize deliverables. Salesforce Implementation is different for each client, but this process is flexible for each client.

If your CRM software does not take a holistic approach, or your organization does not use one at all – contact us.

Ask Us Anything – Salesforce CRM Services

It is no secret that we love Salesforce. We love the benefits that it brings to our customers, the ease of use, the organization, and the list goes on. Salesforce is in the business of making others successful, and that is what we strive to see. However, sometimes Salesforce brings up questions.

That is why Conrin is here for you.

Salesforce is a vital tool in the marketing process; you can identify marketing opportunities, devise strategies, oversee implementation, evaluate results, and focus on what really matters – your customer. Do you feel as though you are missing out on growth opportunities in Salesforce?

There are times Salesforce will make an announcement, and you aren’t sure if that affects you or what it even means.

Perhaps you gave Field Trip a try and can’t figure it out, or feel like you aren’t seeing the benefits.

Maybe you decided to poke around AppExhange and came across an app that looks like it could be useful for your organization, but are not sure how to implement it or if it will really be useful for you.

Whatever your question at hand may be, we are here to assist you with the implementation of Salesforce, as well as making sure you are getting the most out of all the great features Salesforce has to offer.Salesforce CRM Services

Ask us your CRM Services Questions

We want your Salesforce experience to help your organization excel and achieve success efficiently. So we want to know, what can we help you with? Do you want to know about helpful apps in AppExchange? Or maybe you want to hear about a client’s story of what worked for them.

Let us know in the comments or let us know on Facebook or LinkedIn.

Learn more about how CRM services can benefit your economic development organization.