Building a Successful CRM with Salesforce Consultants

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.

In the big picture, having a successful implementation with the help from a Salesforce consultant will set you up with a solid foundation and get the most from your investment. Here are a couple of the top reasons why you should hire one:

Time:

Learning and building the Salesforce platform will take time. This means you will be up against a steep learning curve, while trying to implement your business strategy. Not to mention, you have your normal tasks to take care of – so adding more responsibilities may cause your internal staff more stress and potentially be distracted as they try to self-implement the platform.

This can take your team days, weeks, or even months to get up to speed and have your implementation up and “running.” Whereas Salesforce consultants do this for living – day in and day out, they know what they are doing without any distractions and will be able to get you up and running in no time.

Assistance

Instead of troubleshooting for hours and maybe days to fix an issue, Salesforce consultants will be able to provide solutions right away and get your up to speed about your Salesforce platform. They are there to help you be aware of key metrics and notify you about any important updates about your system.

Having help from a Salesforce consultant will allow you to increase your user adoption because users will have a professional to turn to when needed. Your Salesforce will be built from your users’ preferences rather than the other way around.

Quality

Another lovely perk that you get from leveraging a Salesforce consultant — you get the best and current business practices. They will be able to steer you away from potential pitfalls and expensive mistakes that aren’t clear to first-time users during self-implementing.

Having a consultant will provide years of knowledge to ensure that your platform is optimized and performing to its full potential rather than spending even more money to fix potential bugs and issues as they come up.

ROI

At the end of the day, ROI is what matters most. Companies that choose to self implement often are focused on getting their Salesforce platform up and running. How hard can it be? Not only does this lead to potential issues but also leads companies to forget about the additional features Salesforce has that can bolster your system. They want to be able to use it as soon as they can rather than being focus on getting the most out of it in the long-run. Why pick one over the other — a Salesforce consultant will be able to do both of those things for you.

In addition, they will be able to measure your ongoing ROI to see how your growth is. They’re there to ensure you are getting the most out of your investment as well as what areas need help or need to expand.


If you had all the tools and guides to build a house for the first time, would you do it yourself or hire someone? If you do it yourself you’ll be paying in the long-term for minor fixes that a professional would have saw and fixed from the start.

The same ideology applies here, hire a Salesforce consultant to make sure you maximize your Salesforce investment.

What Salesforce Workflows Can Do for Your Business

After learning how you can boost your ROI 1000%, you can now see how powerful optimizing your CRM is and how important it can be for your business processes. Whether you are a new, existing, or a power Salesforce user, there are always ways to expand and optimize your current system in order to get the most out of it. With a lot of different moving components in your business process, it is challenging to monitor everyone’s progress. One of the ways to stay on track is through utilizing automated Salesforce workflows.

So what is workflow automation exactly? Workflow automation is a simple way to manage and drive your daily business processes through setting up automated actions and events without spending the extra dollars on additional systems or manpower. It provides you and your team the freedom and the time to be more efficient and not bogged down with day-to-day tasks. Many people get discouraged when talking about workflows, but don’t worry, workflows do not require any technical coding to be built. Before we talk about how workflows rules can be put in place to optimize your Salesforce, lets breakdown the 3 components:

Workflow rules are broken down into evaluation, criteria, and actions. Evaluation is how you determine if that record goes through the workflow. Criteria is where we match the records to predefined rules. Actions are what triggers the automation once the criteria is matched.

Here are some ways people utilize and create workflows for their day-to-day operations:

  • Alerts for Opportunities – Receive an email alert whenever an opportunity has been won or receive notification instantly of the reason why a deal was lost.
  • Send Tasks and Notifications – Using time dependent actions, you can trigger follow ups or reminders. This way you can ensure nothing gets lost, and keeps your team accountable.
  • Maintaining your Database – Standardize and streamline data inputs using field updates to maintain and validate data to ensure clean data. Having a clean database is required for effective reporting when viewing analytics.

Regardless of how long you have had the system, Salesforce workflows are just one of the many ways you can streamline your business processes utilizing preexisting Salesforce functionalities. By doing so, this allows you to save time but also helps you lay down the foundation for huge increases in Salesforce ROI.  

How to Drive Cash Flow thru Accounts Receivables

Does this sound familiar? Your company never seems to have enough cash on hand, but the problem may not be a lack of sales, it’s delayed collections. Did you know 39% of invoices are paid late in the United States and 6% of accounts receivables are paid in under 30 days (AnyTimeCollect). When accounts receivables sits in your customer’s’ bank accounts instead of yours, it negatively affects your finances in a few ways. The most obvious effect is a loss of revenue.

How you keep track of that is through Days Sales Outstanding (DSO). This measures the average age of accounts receivable — if your average is trending higher, then your business is more likely to struggle with cash flow. Knowing your DSO can also help determine whether or not to outsource collections or to simply improve your current processes and policies.

When overdue accounts go past 120 days, 26% of invoices 3 months old are uncollectable (SutherlandGlobal), and you will lose equally that amount on your pretax income. In addition to lost revenue, you might lose out on an opportunity to expand or otherwise enhance your business because you don’t have the cash flow to invest.

How Using Automation Affects Your Cash Flow

Taking in the loss of revenue, operational costs, administrative costs, and all that time you spend running around, you can understand how unpaid accounts receivables can start eating away at your company’s cash flow. With EZ-AR™, you can see how you can start cutting out those unnecessary costs of chasing down payments.This Accounts Receivable Solution accelerates the process of collecting your money and frees up time in your accounting department. It cuts DSO from 30-35 days to 15 days. Using EZ-AR™, it is designed to use automation to allow you to become more efficient and scalable as a business in all aspects because less time is being spent on A/R and more time on the business activities that help with company growth.

EZ-AR Video

Whether they’re being genuinely late with a payment or purposely stalling, it amounts to cash that is not in your bank account. As you notice through the power of automation, you can see how seamless EZ-AR™ allows you to chase down those payments in an effortless manner. We at the Corrao Group like to call it “Hands-Free AR” because, at the click of a button, a whole process of collecting money is in place with little to no manual interaction.

Now that you understand how shortening your DSO can add to the financial health of your business, it’s time to put a plan in action!

Boost ROI by 1,281% with a Business Process-Driven CRM

Yes, that number is actually 1,281%, and what’s even more shocking might be how this leading B2B telemarketing agency accomplished this ROI boost in just three months¹.

Studies predict that 70% of successful digital business models will be structured on unstable processes that should be shifting with the needs of their customers². The goal is to be in the 30% of businesses that are predicted to have stable processes and in order to do that, we must adapt to our customers’ needs.

CRM software can help fill in any holes within a business process, upgrade existing ones, and open doors to superior processes. Manual business processes can lead to abandoned process steps, which can ultimately lead to lost deals and a decrease in prospect and customer loyalty. Process analysis and unprecedented ideas are suppressed due to the lack of tools within a manual process. Enter CRM software, which includes business process management as a key attribute.

Why should you make the change and utilize a business process-driven CRM? They can be expensive, you need an expert to successfully implement, etc. and, again, yes, they can be expensive, but take the average ROI growth of 53% with Salesforce CRM, and in two years the system pays for itself. Yes, you should leverage an expert CRM implementer as they open up new doors and processes for you. You wouldn’t buy a gym membership and decline training sessions, would you? If so, a few months later you might be saying to yourself, “Wow, I really wish I knew of this sooner.”

The bottom line is, as businesses, we can’t stop growing. New goals, technology, and adjustments in our business environment force us to adapt in order to be successful. As the digital world is shifting from manual processes to automated ones, using a business process-driven CRM is the first step.

If you would like to learn more about choosing the right CRM, or anything Salesforce related, please fill out the form below.

Sources:

¹Finding Lost Sales Revenue: It’s all about the process

²Gartner: Rethinking how to respond to change

Migration Guide: Making the Transition from HubSpot to Pardot

Marketing Automation Software has seen explosive growth in the past few years; showing a 451% increase in qualified leads, 14.5% increase in Sales productivity, and a 12.2% decrease in Marketing overhead (MarketingProfs). For Salesforce users, the best Marketing Automation Software is Pardot. Investing time and money in solutions that do not allow for seamless integration, smooth usability, and more holistic reporting of a customer’s experience will hinder your ability to outperform your competition, and for many, that means transitioning from Hubspot to Pardot.  Pardot has the premier integration with Salesforce, the CRM leader (G2 Crowd), which allows for optimal performance, scalability, and reporting.

Pardot’s focus on essential Marketing features allows Salesforce to focus on what it does best, without overlapping features which would make the user pay more for two systems that carry out similar functionality. The best Marketing Automation Softwares should focus on what it does best, automating customized engagement with prospects and customers while providing detailed reports rich with data to optimize your Marketing efforts. They integrate with the best of breed software (CRMs, blog sites, web conferencing, etc.) to avoid competing with these premier services by providing a watered down version of them.

Making the migration from HubSpot to Pardot can be complicated, or it can be extremely simple. We’ve created a guide to help you define what’s involved in the migration process, includes tips and tricks along the way. Please fill out the form to request your migration guide today!

Boost Prospect Engagement with Salesforce Engage

If you have Batman (Pardot) you’re going to need Robin (Salesforce Engage). You won’t be fighting any crime here, although you will empower your sales reps to connect with their customers more effectively. Salesforce Engage provides your sales reps with real-time, mobile, and SFDC marketing tools that place marketing content and insights in their hands. 

Engage Campaigns

This features allows your sales reps to send the right message at the right time. Provide your sales reps with a library of email templates and nurturing campaigns approved by marketing that they can send from Salesforce, Salesforce1, or Gmail.

Engage Alerts

Record every customer interaction to help your sales rep sell smarter. Let Engage Alerts inform you of when is the right time to reach out to the customer.

Engage Reports

Engage will visually reveal trends that close deals the fastest. The reports will show sales reps the success of their own campaigns in addition to performance levels of templated and non-templated emails.

Engage for Salesforce1

Sales reps aren’t always at their desks but that shouldn’t stop them from selling on the go. With Engage for Salesforce1, your reps have the ability to respond instantly when their customer engages with a piece of their content. Add customers or leads to nurturing campaigns on the go and view what their prospects are actively doing from their phone.

Engage for Gmail

Bringing Pardot tracking capabilities to Gmail. Give your sales reps the power to track their emails from Gmail with one click of a button. Send marketing approved content from your chosen email interface. After sending emails through this application, Pardot and SFDC will track email opens and link clicks to view later. Did we mention that you can view prospects’ information, such as activities, leads, grades and more, right from your Gmail?

If you would like to learn more about Salesforce Engage or the Pardot product in general, View a Demo or contact The Corrao Group