Welcome to SALESFORCE Online Training
Salesforce has emerged as one of the most widely recognized and talked about customer relationship management (CRM) cloud software systems. For those of you still stuck using spreadsheets and other ad hoc systems tomanage sales, however, the idea of a cloud CRM like Salesforce may be a new concept.
Using Salesforce toManage Sales
1. Conduct Marketing
The first step in the sales process is gathering leads. A surefire way todo this is through both old-school outbound and innovative inbound marketing strategies. Inbound marketing, which involves blogging, social media, website and search engine optimization, and email marketing, is quickly replacing traditional outbound marketing strategies like cold calling, online advertising, and direct mail. In essence, inbound strategies should not be overlooked.
Once leads start filling in from your marketing efforts, they can be recorded in Salesforce. Data quality is very important at this point - make sure you define what fields are required and what information you need about each lead specific toyour business.
2. Organize and Work Leads
Educate yourself about the lead and start reaching out tothose wh
have expressed interest in what you have tooffer. Here is a basic sample process you may follow towork leads:
- Personalize mass email
- Call (Leave a voicemail)
- Personalize another mass email
3. Manage Opportunities
Once you qualify a lead, they become an opportunity - in essence, a "hot" lead that shows promise in becoming a customer. The criteria for moving a lead toan opportunity may differ for each business, but generally, a lead becomes an opportunity when a proposal and pricing information is exchanged and you have an estimated deal value. An opportunity remains just that until the deal is either won or lost. In the case of the latter, the failed opportunity is redefined as either a lead or contact. Keep in mind that it is important tostore "dead" leads so they can be contacted again when the time is right. There is nothing wrong with re-marketing!
4. Account Management
Last but not least, it's time tomanage your accounts. Make sure you are providing sufficient customer support. New opportunities with existing accounts need tobe constantly monitored and updated so everyone is on the same page. When an opportunity is won or lost, update its status in Salesforce. You can also use Salesforce Service Cloud toprovide customer support. Furthermore, you can now evaluate recurring issues customers are experiencing with your services, thus allowing you torevise and fine-tune what's not working.
5. Logging and Analyzing Data
Use data logged in Salesforce toyour advantage. One of the key benefits of Salesforce is access toshared data that you can use tomake better sales and business decisions. You can gain insights on won or lost opportunities toimprove sales; visualize your sales pipeline; prioritize leads and opportunities; understand revenue projections; and track customer cases for quick resolution.
It's important for all sales reps in your organization touse Salesforce as the "system of truth." That means all data should be stored in Salesforce and users can trust that data as the most accurate. This helps with user adoption, which is a big buzzword with Salesforce because it can often signal how well your organization is doing with their return on investment. When people fail totransition from their old CRM method toSalesforce, user adoption and ROI is low. When user adoption is high, you will see the results Salesforce promised you.
So there you have it - a quick introduction toSalesforce and using Salesforce tomanage sales at a basic level. Remember, Salesforce is a tool that enables your team towork smarter and engage the right prospects the right way. When customers know you understand and can solve their problems, they are delighted and will show loyalty. That is success with Salesforce.