Salesforce, the global leader in CRM, recently announced a specialized solution for the manufacturing industry: Manufacturing Cloud. Manufacturers will now have the ability to streamline their entire business in one single platform.
Salesforce, the global leader in CRM, recently announced a specialized solution for the manufacturing industry: Manufacturing Cloud. Manufacturers will now have the ability to streamline their entire business in one single platform.
As a long-time manufacturing-focused partner, Corrao Group attended a Salesforce partner webinar: Manufacturing Cloud: Business / Go-to-Market on October 18th. We were blown away by the presentation and believe it will provide extreme value for our customers.
Manufacturers often have complex physical processes that are hard to modify quickly and efficiently to meet the customers changing demands. In order to know the customer’s feedback in real-time, your operation teams have to be aligned with Sales representatives to have one single source of truth. Manufacturing Cloud will, “Deliver a new level of business visibility and collaboration between the sales and operations organizations of a manufacturing company to give a more predictive and transparent business” (Salesforce).
New manufacturing specific tools and enhancements released by Salesforce includes:
Einstein Analytics for Manufacturing
Mulesoft Anypoint Platform
Connected Sales and Distributions
Intelligent Service and Field Service
Personalized B2B and B2C Marketing
Real-time Business Insights
Channel Partner Management
Corrao Group’s experience and discipline with manufacturing dates back to 1982 with our Managing Partner. Jack Corrao has developed numerous operational infrastructures to support hardware and software companies to deliver the best in breed solutions. Since 2008, Corrao Group has been helping manufacturers utilize Salesforce to create an automated closed-loop system for channel-centric manufacturing.
As Dreamforce 2019 approaches, Corrao Group is excited to learn even more about the capabilities of Salesforce’s Manufacturing Cloud. We will be in attendance to meet with our customers and prospects in regards to the new releases.
Did you know poor data costs businesses on average around $700 billion annually, equivalent to 30% of the company’s revenue (Salesforce)? Having a powerful CRM platform like Salesforce doesn’t automatically ensure business success. Keeping data inside Salesforce healthy takes a lot of time and effort for your employees. Clean and quality data ensures that all high-level data related to marketing campaigns, sales forecasts, project management, pipeline reports, and dashboards are accurate.
But what happens when the data in the system is unreliable?
What is Bad Data Quality?
Unhealthy data is information in the system that can disrupt a company’s business process through missing, inaccurate, or duplicate data. A recent Salesforce study found, “The average contact database is composed of 90% incomplete contacts, with 20% of records being useless due to several factors, 74% of the records needing updates, and more than 25% of those being unintentional duplicates.” In essence, poor data includes:
Missing Data: Empty fields that data is required to be in.
Example: Missing phone/email, title.
Inaccurate Data: Wrong information put in the fields.
Duplicate Data: Contacts, accounts, or leads that show up more than once.
Example: Two leads with the same number or email.
How Poor Data Effects You
According to RingLead, the 2nd largest issue among Salesforce customers is bad data. Companies start making poor business decisions because of inaccurate data producing misleading results. Here are just three ways that bad data can hurt a company:
Inaccurate Reports and Dashboards: Inaccurate data negatively impacts the sales or marketing teams to stay on top of qualified leads or opportunities. Employees could be wasting time on the wrong opportunities. False reports can lead to the company’s top decision-makers making choices based on inaccurate data.
Wasted Time and Money: Spending money on campaigns will be inefficient if the ROI reporting is incorrect. Bad data can report that your advertisement campaign only sourced $6k worth of deals when it could have actually been $80k. Not seeing that proper ROI could lead to missing out on the chance to rerun successful campaigns and efforts.
Decline in User Adoption: Users might use another system to keep track of their data if they have little to no confidence in the quality of data. Employees tracking data in another system is another example of time and money wasted on a powerful CRM system.
How to Improve Your Data Quality
According to Salesforce, “Because the quality of the data affects the entire organization, data quality metrics should be a company-wide responsibility.” Improving your data quality starts with training employees on the importance of data. The Corrao Group can help you standardize your Salesforce process and implement data requirements throughout your Salesforce sales process. Healthy data brings better results for the company in terms of customer experience, reports and dashboards, shorter sales cycles, and more. Your company can expect great results when employees start inserting data of high quality into your CRM system.
Corrao Group x RingLead Data Solution
RingLead is the #1 data quality platform for sales and marketing, and has a suite of products dedicated to removing and preventing duplicates, improving data quality, and performing system-wide data scans. Partnering with RingLead has given Corrao Group an easy to use platform to consistently improve lead quality by providing tools to help prospect new leads, standardize records, and clean unhealthy data. Corrao Group ensures your sales and marketing efforts are reaching the right people with accurate information.
Corrao Group Health Check
One of the ways Corrao Group can help your company improve bad data is through a Health Check. A Health Check is a reverse Salesforce system demo to ensure you’re getting the most out of your current investment. Health Checks help ensure your system is up to date on the latest Salesforce release and enable you to learn best practices from a certified Salesforce implementation expert. Corrao Group can help standardize your Salesforce process and implement data requirements throughout your Salesforce Sales process.
Please contact us to take your first step towards optimizing your data and maximizing your Salesforce investment!
A Customer Relationship Management (CRM) system is, “A technology for managing all of your company’s relationships and interactions with customers and potential customers with the goal to improve business relationships” (Salesforce Blog). A CRM not only helps the Sales team, but it also benefits more groups within your company such as marketing, development, and customer service teams. With everything stored in one place and updated in real-time, your company will run more accurately and efficiently. After eleven years of doing Salesforce Consulting, we wanted to list the top 10 reasons why your company will love a CRM system.
1. Customer Visualization
A CRM system keeps everything organized and updated. Whether you are looking for leads, contacts, marketing campaigns, or advanced analytics, a CRM system makes these features easily accessible. Being able to have all of your customer’s recently updated information in one place is essential when it comes to knowing your customers wants and needs. Keeping information accessible allows for a smooth transition after a sales deal from the sales team to the development team.
2. Opportunity Tracking
With opportunities in CRMs, you can track deal amounts or size, current stage, next stage, and more. Being able to track these key items allows teams to go into the opportunity to see where the deal is at and what are the next steps. Having this tracking in one system allows everyone in your company to be proactive. With a robust CRM like Salesforce, everything we send out has tracking so that we can check on the performance of our sales and marketing strategies.
3. Organization of Data
As mentioned above, one of the great features of a CRM system is that everything is in one place. This saying can get repetitive, but it is one of the best benefits because of how organized your system can be. Your company will not have to jump on different systems to use various features. CRM will provide your company with the tools to organize your leads, contacts, analytics, and more all in one place. An organized company generally results in more ROI.
4. Streamlining the Company
Necessary but tedious work is done within the system to help your company save time. A tedious task, such as finding out who’s the best resource to answer a case question, can be automated. Knowing which sales reps should own a new lead based off of criteria such as location can also be an example to save time. The bonus of some CRMs is that they have embedded AI such as Einstein Analytics with Salesforce. The importance of having a quality AI system is becoming a crucial aspect in recognizing those early signs of interaction with your company.
5. Automation Benefits
Having automation will save time for everyone in your company. A CRM such as Salesforce has automation that helps departments all across the company. An example of automation in Salesforce is workflows. Automating workflows help move deals down the pipeline, send important notifications, and automatically reach out to customers on behalf of sales reps. It is more than just workflows though, some other benefits of optimizing your automation processes include marketing, generating leads, aligning sales and marketing, and more.
6. Easy Customization
You can easily customize the data that you want to see so that you are getting the most accurate data. Developing dashboards that are fit to your exact need will help with recognition of your company’s objective. Customization does not stop at just data and dashboards. Being able to customize everything in your CRM to fit your specific business needs will help your companies effectiveness all around. The sales team can have a particular view of the system that shows objects they should interact with, while the marketing team can have a look specific to their needs.
7. Sales Forecasting
CRM systems provide real-time data and reports of your sales pipeline and KPIs. With this kind of information in your reports and dashboards, you can see immediately how your performance is doing. Having this real-time data in one place allows your sales representatives to make improvements to their sales strategy.
8. Additional Collaboration
There is improved communication between multiple teams with a CRM system. Every calendar update, email, and phone calls are stored in one location. Everyone in your company now has information regarding updates of your clients. With a CRM system like Salesforce, Chatter allows a social messaging board for all teams to communicate and collaborate on issues, deals, and more.
9. Better Customer Service
CRM systems fix client issues rapidly and efficiently through easy communication. Reps being able to pull up the customer information in one system will give them a better understanding of the issue at hand. Having excellent customer service could be the critical difference between customers returning for more business or not. At Corrao Group, we use Cases in our Salesforce CRM to help resolve customer issues quickly and efficiently.
10. Increased Engagement
A CRM system provides a nurturing process for leads that allows your company to see the level of engagement they are having with your material. Due to improved opportunities for engagement, the retention rate is better with a CRM as well. Improved engagement means that customer relationships encourage referrals for the maintained success of your company.
Having an excellent CRM system is essential to you and your companies success. At Corrao Group, we have been doing Salesforce consulting for the past 11 years. We have completed over 2,050 Salesforce projects which equates to 78,500 implementation hours. We are true Salesforce power users, capable of helping you to maximize your Salesforce investment. If you would like to learn more about our Salesforce consulting, please visit our website.
In its most fundamental structure, marketing automation software is intended to take time away from the most tedious workplace tasks, freeing up bandwidth for more strategic initiatives. With a powerful marketing automation software like Pardot, you can automate sales, marketing, project management, accounts receivable, and more. In this blog, we’ll take a look at some of the benefits of optimizing your marketing automation processes, between generating leads, personalizing their journey, aligning sales and marketing, and more.
Lead generation is a crucial component in any marketing strategy. Artificial Intelligence is giving you the analytics in real-time to find what content leads are engaging with on your website. Being able to track clicks, downloads, and website activity gives you more insight to understand what the visitors are interested in. Tracking customer behavior helps your sales team identify the pain points and needs of your prospects. Giving your team a head-start, knowing these pain points accelerates the sales cycle. In a study done by Invesp, “80% of marketing automation users saw an increase in the number of leads, and 77% had an increase of conversion.” Having automated messaging, such as social media, emails, or lead magnets, will create more qualified leads for your company. Automating lead capture allows your marketing and sales team to further invest in strategy and business planning. Once the lead is engaging with your material, it’s time to start them on a customized journey.
Personalized Journey of the Customer
Let’s say you had an ad that someone clicked on and downloaded a lead magnet. The lead can now be put in a customized, automated drip campaign. Developing a library of diverse content to fit any and all of your prospects will serve as the foundation for your automation strategy. Your company saves time each time a prospect is automatically added to a drip campaign with content tailored to their area of interest. This personalized and relevant information to leads provides inherent value allowing you to stand out from the rest of the competitors. However, being able to track engagement with your content is a vital piece of the qualification process.
Accurate and Reliable Data – Reports and Dashboards
Choosing an appropriate marketing automation tool allows you to develop real-time reports in a matter of minutes. With big data you’ll be able to assess the effectiveness of past, present, or future campaigns. Your reports and dashboards, as with many tools at your disposal, will also come into play during the lead qualification process. Pardot’s automatic scoring system scores a prospect based on engagement with all of your marketing assets from email to landing pages to videos. Your sales and marketing teams will then have further insight on your prospect’s existing relationship with your organization paving way for better-informed decision-making in the nurturing process. However, your team may find that you have access to an overwhelming amount of data, and you’ll need a plan for identifying the most valuable among it all. At Corrao Group, we run reports every day to find the data we need to make improvements in our sales and marketing strategy.
Save Time and Resources
One of the most significant benefits of utilizing marketing automation is the increased bandwidth that comes with it. Imagine how much time you are spending on manually sending emails to leads or preparing posts on your social media accounts. Many different marketing automation tools allow you to have more time to spend on strategic planning to maximize return on investment. Free from the burden of many manual tasks, you’ll devote your resources to creating more engaging marketing content, working with your sales team, and building better relationships with customers. Improved relationships within your team and with your prospects is a win for all parties involved.
This explosion of AI technology over the past couple of years has allowed marketers to leave low-status, redundant tasks to AI while being able to focus on the more prominent creative marketing strategies with marketing automation. When leveraged for its full potential, automation software is not a tool just for sales and marketing. At Corrao Group, we created EZ-AR™, the first automated invoice generation and account receivable collection solution. What used to take hours upon hours of manual work, now gets done in minutes thanks to lessons learned in our experience with marketing automation.
Sales and Marketing Aligned
Disconnected sales and marketing teams plague organizations across industries, but marketing automation can bring the two teams together. Marketing automation provides help to the sales team by improving lead generation, lead scoring, and automated lead follow up for sales. The streamlined qualification and hand-off capabilities of a marketing automation tool connect the sales cycle from start to finish. Collaboration between both teams is vital to have, and the relationship of these teams should only grow closer as they work to maximize ROI at your company. Marketing automation delivers higher quality leads with more context based on the pain points and interests of each of these prospects, and all this before an initial phone call. It’s incredible what your company can do when you have both the marketing and sales team aligned, and working as one.
There are many more ways that marketing automation can efficiently and effectively improve your company’s time and revenue stream. Being able to have a powerful tool that can run different parts of your company with AI technology is becoming the norm. More and more companies are moving towards utilizing marketing automation; roughly 51% of companies are already marketing automation users with 58% of B2B companies planning on continuing to use the software or make the switch. Understandably, it can be a lot to handle, and if you would like to learn more, please feel free to contact us. Our marketing innovation combines technology and creativity in a unique experience that attracts, converts, closes, and delights.
Wouldn’t it be nice if all the employees at your company were Salesforce power users? Imagine the ROI your business would receive. None of this is possible without some kind of training. It’s a fundamental key to every business’s success. Yes, training means spending more time and resources; however, it’s required because Salesforce is a platform that is very complex and powerful. As a Salesforce Consultant, we view training as a big part of our success. It’s paramount that every single one of our employees are power users. The first question that might pop up in your mind is: How do I become a power user, or where do I even start with training?
Salesforce Training Basics
Because of how vast and intimidating Salesforce can be, it’s best to start with basics definitions in the system. Learning the basics of what accounts, contacts, or leads are can increase your team’s knowledge of the system right away. Give a value proposition of why it’s important to Salesforce, so the employees know the significance of each term. During these training sessions, it’s a good idea to physically walk-through what each definition is and to show them where they are in the system. You have to remember that every employee responds differently to training. Some might like visual presentations, while others may want more hands-on training. Find the right balance so that every employee has their best chance to learn. Our suggestion would be hands-on training because they can learn the basic key terms while physically engaging with the system.
After basic definitions are taken care of, give examples of how to navigate through apps and tabs in Salesforce, or show them how to make a new opportunity. Salesforce Training is something that will take time for employees to learn, but over time, these training sessions will become quite helpful for your company overall. If you don’t have the time or resources to do the training on your own, you should look into a reliable Salesforce consultant who is a power user.
Becoming Salesforce Power Users
Becoming a Salesforce power user is not something that will happen overnight. It takes years of training and implementing Salesforce systems to find what works and what doesn’t. We’ve worked with over 1000 customers, implementing, optimizing, and customizing their Salesforce system to fit their needs or goals. That’s why training is a fundamental key to our company. With over 2,050 successfully completed projects and 78,500 implementation hours, our development team can maximize your Salesforce investment to see higher ROI.
However, it’s not just our development team that makes a difference here at Corrao Group; it’s everyone in our company. It starts with our leadership. When the executives show interest in Salesforce training, everyone else at the company will as well. It is the follow-the-leader type of philosophy. Salesforce was purchased for a reason, so it should be imperative to the executives/leaders to maximize the investment they put in. The only way that happens is to learn and use Salesforce every day like power users.
Salesforce Training with Corrao Group
If your company wants to maximize the ROI on their Salesforce investment, we recommend hiring a Salesforce consultant. These experts become a part of your company by learning your current business processes and then create a personalized Salesforce strategy tailored toward your goals. At Corrao Group, we specialize in custom integrations that are based upon your unique needs and business requirements. We scope, deploy, and train to enhance your system. Secondly, we have 6 or 12-month agreements (Salesforce Sales Cloud, Service Cloud, Marketing Cloud) that provide guidance and support after projects are completed. We work with you and your team to ensure your system users adopt the system so your organization generates results.
Training with Corrao group is the first step towards maximizing your Salesforce investment. As Salesforce Consultants, we have vast experience in implementing and optimizing customers systems. When we complete a project, we offer Salesforce training that can benefit your company. These training sessions can take up to 8 hours as we physically walk you through everything we did to your system. These sessions allow time for you to ask us questions so that you can learn and transfer the information to your employees. If you would like to have your entire team on the call, that is fine with us as well. If you would like to learn more about our implementations and training, please visit our website.
“97% of practice leaders, marketers, and executives said that ABM provided a higher ROI than other methods, with just under 40% saying it’s ‘much higher’” (Alterra Group). Account-based marketing is a strategy that can provide significant benefits to retain and expand existing client relationships. There are four main ABM tactics to utilize when implementing this process in your workplace: 1) Identify Target Accounts, 2) Target Decision Makers, 3) Engage with Personalized Content, and 4) Close Accounts, Report on Metrics and Expand Accounts.
1. Identify Target Accounts
Identifying target accounts is the first critical step in the ABM process as sales and marketing come together to highlight the accounts that are the best representations of their ideal client. There are four different ways to select your target accounts. This can either be done manually, through CRM reporting, Advanced Technology, or AI-Powered Insights. Recently, we talked about how Artificial Intelligence is transforming the ABM process, and with a product like Einstein Analytics, it becomes easier to collect and analyze current data while identifying additional, similar accounts. When determining the number of your accounts, there is no magic number as every company’s pipeline is different. However, we do suggest that you break them down into three different tiers:
Tier A: Highest value with the highest potential of closing; Hyper-personalized. Ex: 1-50 Accounts
Tier B: High value with great closing potential; very personalized. Ex: 51-200 Accounts
Tier C: Low value; not their ideal client profile, somewhat personalized. Ex: 201+ Accounts
In terms of the number of accounts you should have in your tiers, it depends on what your Average Sales Price (ASP) is. Therefore, if your ASP is low, you most likely will not have a good number of tier A accounts, and if it is high, you won’t have as many tier A accounts. Furthermore, the last step of this process involves defining what your Ideal Customer Profile is (ICP). ICP’s play an essential role in ABM because it is necessary to have an idea of what you want from a potential customer or sale.
2. Target Decision Makers
Once the list of your target accounts is made and separated by tiers, it is time to target who makes the decisions for the company. This becomes a powerful ABM tactic because by targeting the decision maker of the company, it helps speed up the sales cycle and help shape your content. Building out personas at this stage can be the difference that separates you from your competitors. While your competitors send out generic emails, you will be sending highly personalized content that will win over and resonate with your customers.
Some information you should look at to build personas are:
Role – What are their top priorities? Who do they interact with daily? Do they make the decisions?
Challenges – Find out their top problems so that you can offer the solution to those challenges.
Personal & Preferences – Find out top information about them such as their education, employment history, or what city they currently live in. It never hurts to help build report with whom you are doing business with.
It is essential to take the time in this step to build relationships with your clients. Not only will you have a higher chance of expanding their account, but you might have found a customer for life.
3. Engage with Personalized Content
To engage with contacts, you need to have relevant content using the information you gathered in the last step. Those tier A and B accounts will appreciate you taking the time to create a highly customized email just for their account and personas. It is essential to understand that not all content has to be personalized for each account as it would be too time-consuming for the company. However, for those tier A and B accounts, engaging with highly personalized content is a perfect ABM tactic that can show you did your research. Tier A accounts should receive content specifically made for them, while tier B accounts can receive content that is custom to their industry.
The next step is taking the inbound marketing roots and applying them to content you’ve created for the decision makers. Your timing of the content does not change; however, the delivery channel does. It’s important to understand that there are other ways of delivering highly personalized content than just emails. Some of these ways include executive events, direct mail, phone calls, or face-to-face meetings. Consequently, implementing these ABM tactics can help your company stand out from the rest of your competitors because these attention-grabbers and little details will not go unnoticed.
4. Close Accounts, Report on Metrics, Expand Accounts
Your team has identified your target accounts, built up personas and personalized content for each contact, and engaged them on respective channels. Now it’s time to close! The closing of the deal is only the start of your relationship. If you offer a service, your service team will now take over and keep the client happy. Once that is over, it is time to set them up on an automatic nurture email campaign that continuously checks in with the client. Having a nurturing campaign allows you to stay engaged with the client, and when they need more work done in the future, they will know who to trust with their work.
After a few months of utilizing ABM tactics, it is time to prove to your executives that ABM is here to stay. If they need more convincing about ABM, use statistics from target accounts to show engagement growth and confirm that your hyper-personalized content is resonating with the contact. If you would like to learn more about ABM tactics, please fill out the form below to grow your marketing or visit our website.
Pardot or “to sell,” in Latvian, is, appropriately, the name of a marketing platform that ultimately serves to lead you closer to the sale. However, nurturing your prospects from initial touch to that sale is a delicate and often lengthy process. Pardot provides a number of tools that allow you to automate the marketing process from start to finish, but the open-ended nature of the platform can also lead to the confusion surrounding best practices. Below, we’ve put together a basic structure for you to follow while automating your processes in Pardot.
Before your prospects are prospects, they could just be visitors on your website. A variety of tools in Pardot support you to track visitor activity on your website and begin associating data with these future prospects right from the start. You’ll then be able to view all of their Pardot tracked activities once they convert from visitors to prospects.
Forms on your web pages and landing pages act as the primary instrument for conversion from visitor to prospect status. Using Pardot forms or form handlers allows you to automatically update prospect records for use in sorting and customization as you start to develop your marketing campaigns.
The prospect grading process should really begin before you dive into the many features of Pardot. Automating a grading process for your prospects allows your team to capture information surrounding the suitability of each of the prospects in your system. You can significantly improve your conversion rates by marketing to prospects who will see the relevance of your products and services. The platform provides you with a default grading model that may serve as the foundation for your prospect grading strategy, but it also presents the opportunity to customize grading profiles for an approach that will more directly apply to your unique offerings.
Every company has those tedious tasks that slow down their employees’ day. These tasks include high-priority case notification, updating shipment statuses if they’re delayed, and notifying an account owner of updates made by others. These are just some of the thousands of tedious processes that can be streamlined through Salesforce Process Builder. Ultimately, Salesforce workflows automate your business processes continuously in the background so your employees can work on other projects. We’re going to highlight some of the most widely-used processes below.
1. High-Priority Case Notification – Let’s use the example of your urgency scale ranging from 1 -3 with 1 being extremely urgent. Currently, a level 1 case is submitted and it takes hours, maybe even a day, for your team to reach out because they were sifting through level 2 and 3 cases. Set up these workflows to improve your customer service and receive instant notifications when urgent cases are submitted.
2. Delayed Shipment Status Update – In today’s world, people are tracking their packages from when they order it to when it’s delivery. Stay a step ahead with excellent communication to let the recipient know of a delay. No one enjoys their package being delayed, especially if they don’t receive a notification about it. Help alleviate this delayed shipment by being as proactive as possible.
The invoicing process of today is heavily based around manual work that requires chasing down payments. This problem has been set as the standard rather than the exception. A lot of companies are living in this vicious cycle; having to follow-up and intervene with the majority of their outstanding invoices.There are multiple solutions to remove the majority of these manual tasks. We’re going to dive into how an accounts receivable software is supposed function in today’s cloud-based environment.
Introducing EZ-AR™; the first automated invoice generation and accounts receivable collection software built on the Salesforce.com platform.
This software solution utilizes automated-tracked email templates within custom-flexible journeys that react to the recipient’s behavior. In doing so, it significantly improves cash in-flow and reduces average Days Sales Outstanding (DSO).
Imagine self-implementing a system as vast as Salesforce to find out 6-8 months later that you cannot prove its ROI. Meanwhile, you’ve already spent quite the investment already so that your budget is locked up for the rest of the year. For the past 10 years we’ve seen this all the time, and it is all caused by self-implementation.
Whether you have decided to pick Salesforce as your customer success platform or are strongly considering to do so, what usually follows is, “Can I self-implement? Why do I need to hire a consultant?” Yes, you can do implement Salesforce yourself, but it’s not recommended unless you have a Salesforce admin with over five years of hands-on experience. Although, we highly suggest against self-implementations as it usually does not lead to the proper transfer of business processes onto the platform. This comes from the Salesforce client not having the knowledge of what Salesforce can do as a platform when implemented company-wide.