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.

The Benefits of Lead Nurturing

Why Should I Nurture My Leads?

Lead nurturing requires thoughtful communications, not the copying and pasting of generic sales emails in attempt to receive a reply back. When a lead nurturing program is functional, your prospects are receiving targeted content based upon their actual activities and interests, which ultimately provides them with what they want to see. If a prospect has visited a specific product page of yours for about 5-10 minutes, why shouldn’t an email automatically be sent to that prospect with further information and a notification go out to a sales rep? 

The statistics

26% of today’s marketers receive a 10% – 20% greater response from their lead nurturing campaigns than those who use standardized email campaigns. On top of that, more than a quarter of marketers receive a 20% – 30% greater increase in responses using automatic lead nurturing campaigns in comparison to marketers who do not use a nurturing campaign. (Demand Gen Report, 2015)

Save your sales team some time

As marketers we’re all too familiar with the unqualified lead scenario and the not so happy sales rep that comes back to us. The best lead for a sales rep is one that is educated on your organization and the product(s) they are interested in. If the sales rep has to spend a good amount of time explaining what your product is, that lead should not have been qualified in the first place. So how do we make sure a lead is qualified? Nurture! Nurturing provides you the ability to dramatically speed up your organization’s sales cycle by providing the lead with information they want to see before they come in contact with your sales team. Start with a high-level overview of your company and its products and then funnel your way down to which specific product the lead is interested in.

Revive inactive leads

Never give up on leads that your sales team couldn’t get ahold of, they just might not be ready for your product at this moment. 2 months later, they could be ready for your product! Although don’t expect them to dig through their email to find your contact information, you are going to have to put these leads on a nurture campaign. Your campaigns will provide you with the information that tells you when the lead is qualified again based upon activity with your emails, webpages, and other content. Present this recent activity information to your sales rep to show them that the lead is qualified again and for them to reach out to the prospect. 

Personalized emails

Lead nurturing is an extraordinary feature, but it shouldn’t be used to automatically send out those generic emails your team was sending out manually. You should personalize your content and lead nurturing provides you with that ability with variable tags and dynamic content. Organizations who personalize their content receive a 19% increase in qualified leads and sales. Including a personalized sales rep signature, using variable tags to input correct information, and sending content centered around the prospect’s interests and actions are a few ways to increase lead nurturing campaign effectiveness. 

Don’t stop…nurturing! (Please read in Journey’s voice)

A great deal of organizations think that lead nurturing stops when a lead has closed a sale with your organization, but that is just the beginning. Your current customer database is also considered a lead, because there is always an opportunity to sell additional products to them! Having done business with you before, they are more likely to engage with your content. Update them about your organization’s milestones, new product information, or even new services your company provides. Think internally too! Use nurture campaigns to train your new employees on software that your organization uses. 

What’s next?

Be on the lookout for our next blog post which contains a number of nurturing campaigns with proven success.