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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.