Where’s my Account-Based Marketing ROI?

87% of B2B marketers agree that Account-Based Marketing (ABM) delivers a higher ROI than other marketing activities (ITSMA). If you’ve never executed ABM, your patience is usually tested when starting out. We’re used to semi-quick, yet small results with traditional marketing methods. A generic email blast goes out to a purchased list, and form submissions flood in. Boom, leads. Your Sales teams then engage with these leads and become upset to learn they’re not qualified. You realize that while you have hundreds of new leads, they’re not the right leads for your business. ABM saves your company time and allows Sales to focus on extremely qualified leads. In fact, Sales will only focus on leads that are your ideal customer, based on research of your existing customers. The result? Higher ROI, customers for life, and established personal connections.

Account-Based Marketing Tactics: Identifying Target Accounts

The first step in ABM is for “Smarketing”, Sales and Marketing, to come together and choose the target accounts you will go after. If you’re just starting out, we recommend selecting a few accounts, show the ROI, and expand from there. A three-tiered approach is recommended so Smarketing knows how much time to devote to an account. Tier ones are your highest valued accounts that meet your Ideal Client Profile (ICP). An ICP is a representation of your best-fit clients based on data and research.  These should receive most of Smarketing’s attention, meeting face to face and establishing the greatest connection. Tier twos meeting most of your ICP, but aren’t as valuable as tier ones. Tier threes are your general leads that come in through lead magnets and your website. Adopting an ABM strategy doesn’t mean giving up on traditional marketing entirely, as that strategy will populate your tier threes. Tier threes can also move up the ranks too and become a tier one if they meet the ICP.

Where’s my Account-Based Marketing ROI?

ABM is a strategy, not a piece of technology. The ABM funnel is different than the traditional marketing funnel. ABM is a long-term, but worthwhile, investment. Now that we have those out of the way, it’s time to talk about when you can expect your ROI. In traditional marketing, a website visitor downloads a form, turning them into a lead. Marketing “qualifies” the lead, passes them to Sales and then Sales passes them back because they’re not ready to buy. This goes on for a few weeks. A month later, the lead shows they’re ready to buy and Sales closes the $1,000 deal.

In ABM, Smarketing meets frequently to select valuable accounts with a great change of closing. They pinpoint the decision makers, then send them hyper-personalized content on how their tool/service will benefit them in their specific role. They send emails, white papers, physical mail, host webinars, meet face-to-face until a deal is signed for $450k. This can go on for as quick as one month, to upwards of half of a year and beyond. 91% of marketers that use ABM have indicated a larger deal size than traditional marketing.

The hyper-personalized content is one reason why the ABM journey is lengthy. It takes time for Smarketing to conduct research, build the content and strategy, and make necessary adjustments along the way. The results are worthwhile, as almost everyone with an ABM strategy say the ROI outperforms other marketing efforts.

How ABM Exceeds Traditional Marketing

Traditional marketing contains the age-old spray and pray email blast of generic content. It’s a one-size-fits-all approach in a world of personalization. Times are changing and this generic approach isn’t causing leads to pick up the phone anymore. ITSMA found that 75% of executives will read marketing materials that contain ideas relevant to their business.

There are three factors that make content relevant enough for engagement:

  1. Knowledge and understanding of the recipient’s industry
  2. Understanding of their unique business issues
  3. New ideas to advance their business.

Have you ever sent custom golf balls to a stalled lead? If one of the decision makers at a tier one account is an avid golfer but they’ve gone cold, send them golf balls with a brochure on how your offering will help them in their role at the company. You’ll know they’re a golfer because you really get to know the people at these accounts. Keyword, “people”, not “lead.” This goes far above and beyond a generic email and proves you really want their business.

Customers For Life

ABM tends to have longer sales cycles but the deals are larger, the ROI is well worth the investment, and you end up with a customer for life. ABM doesn’t only bring in large deals but it also establishes personal connections with clients. It involves spending time to build a relationship with your clients rather than signing a contract and rarely speaking again. This helps recurring business, especially in B2B because of the strong relationship. It even leads to new golf or hiking partners!

If you’d like to learn more Account-Based Marketing tactics, or get started, fill out our form below. Corrao Group also has a dedicated Digital Marketing Agency, including an ABM agency, to run ABM for your company.

Building your Salesforce Analytics Foundation

New users can be so overwhelmed with Salesforce Einstein Analytic’s features that it could take up to one year to use the application. Unfortunately, a year is too long to see an ROI for on such a tool. The solutions to this are Templates, out of the box sets of dashboards and reports for new users. Templates provide an expedited start to users starting out with Analytics. Up and running within twenty minutes, they contain best practice KPI’s and are available to customize.

Templates give users the power to package and distribute their apps to others in your company, partners, and even customers. Apps give you ready-made dashboards automatically populated with Salesforce data to show KPIs. If you’d like to show Marketing’s influence on the Sales pipeline, “there’s an app for that.” Templates will allow you to package multiple apps and share them with the team and others to view real-time information from your system.

Analytics Apps

Key Elements of Templates:

– Quick Start: A configurable wizard helps you adjust analytical assets in your system.
– Intelligent KPIs: Templates will adjust and recommend best practice KPIs based on your company type.
– Advanced Data: Have data spread across the entire system? Templates automatically combine data from Opportunities, Accounts, Products and more in one view.

Salesforce Analytics Templates to Watch For in Spring ’19:

– Lead trending
– Financial service cloud products
– Trailhead and learning map

Take Salesforce Analytics Further:

Templates are a great way to start out simple and quick, but you’ll soon need more as your business grows. Professional help is always recommended. Experts who have completed hundreds of Salesforce analytics implementations can take your experience to the next level. Corrao Group has been implementing Salesforce since 2008, completing over 2,000 implementations. Check out our Salesforce implementation services here to see how we can help your company with Einstein Analytics.

How to Build a Structured Content Calendar

Is your content creation team struggling with staying on top of marketing content? If so, you need a comprehensive digital content calendar. Every company, from start-ups to Fortune 500s, can benefit from the structure of a content calendar, so if you’re not using one, you can start to fall behind. Making sure you have planned content posts in advance is one of the best ways to make sure you are providing the consumer with current and relevant information.

Here are our top 5 tips for creating your digital marketing content calendar!

digital marketing assistance

1. Decide what you want to post

When your content creation team begins to build the calendar, they need to decide what kind of content your company would like to post. If you want to post pictures, social media sites such as Instagram, Facebook, and Twitter would be your best options. If you would like to share information about your company’s services, blogs and emails may be best. Do your research on the times that are best to post for each outlet, as you don’t want your posts to get lost in the abyss of social algorithms.

Another question you need to think about is who your ideal audience is going to be. Your content creation team will want to target the content to your audience, so you need to make sure it’s relevant and interesting to get them coming back for more.

Read More

Salesforce Optimization Checklist

If your company has already set up Salesforce or plans to, we’ve put together a checklist to get the most out of your CRM. With Salesforce being the robust platform that it is, it’s crucial to have a strong foundation to help with the return on investment. We’ll take a look at a few of the requirements here, with the opportunity to view the rest by downloading our guide.

Executives showing salesforce implementation support

Executive Level Support

Employees follow the business processes taught to them by executives when first coming onboard with a new company. When companies adopt new technology, the executives are the ones leading the way in adoption and there’s a reason for this. Executives are leaders and anyone with hopes to become one must learn from them. So when these executives show interest in new technology, it proves to the company that this tech is here to stay. After all, they purchased it for a reason. It’s very important that your executives show the daily use of Salesforce to ensure their teams do so as well.

A Phased Implementation

A common mistake that companies make when implementing Salesforce is trying to do it all at once. Trying to onboard all business processes at once spreads your company’s resources thin, and we’ve seen this lead to the abandonment of implementation due to it taking a long time. Instead, start onboarding one department onto Salesforce, get them trained, and start with the next department. When the second department starts their onboarding, the first department should already show signs of ROI, making for a promising company-wide implementation.

Hire A Salesforce Partner

Not sure which department to start implementing first to show quick success? No one company is identical to another, so it takes years of implementation experience to speak with a company and find out the best implementation route. If your company wants the greatest ROI on their Salesforce investment, we recommend hiring an implementation expert. These experts become a part of your company by learning how it operates and then transfers these processes onto the Salesforce platform, helping each department along the way. Corrao Group not only offers these services, but we’ve been implementing Salesforce for over 10 years with over 850 customers currently. Visit our Salesforce offerings page to learn more.

Download The Full Checklist

Don’t miss out on the other steps in our Salesforce Optimization Checklist. Fill out our form below to ensure the best implementation for your company and to maximize your Salesforce investment. If you’d like to speak with Corrao Group to start your implementation process, fill out our contact us form.

Social Media trends for 2019 that can improve your business

2019 has arrived, and with a new year comes new trends. Social media has been on the rise as one of the main ways people spend their free time with, so it’s important to stay on top of current trends that can set your business up for success. Social media marketing is crucial for businesses in today’s society, and it’s not hard to figure out why.

Here are the top 4 social media trends you should be thinking about this year, with tips on how to implement each!

Video Content

video content social media

Video content has been a major part of social media these last few years, and 2019 will be no different. With Youtube and IGTV on the rise, it’s important to hop on the bandwagon to make sure you are creating content that people want to engage with. Short videos about your company’s products or services are a great way to tell prospects what you can offer them without taking up too much of their time. (Bonus: if you make a fun and compelling video, they will most likely share it with all of their friends).

Vertical videos are huge on social media platforms like Instagram and Facebook, and if you want to target to those consumers, you’ve got to change the way you present your content. Creating vertical videos is actually a lot easier too, as you can just start creating videos on your smartphone!

  • 82% of consumers have been encouraged to take action after watching a business marketing video.
  • 90% of consumers watch videos on their mobile.
  • 74% of consumers said that they have been convinced to buy a product or service after watching a brand’s video. 

(Wyzowl)

E-commerce

e commerce social media

A lot of brands are now looking to social media to sell their products. With sites like Instagram that allow brands to tag their items right on the post, the buying process has become a lot easier and more straight-forward for the consumer.

Buyers are always on their phones, so it makes sense to market to them there. Creating video content and visual ads through your social media can kickstart your e-commerce business.

  • Mobile e-commerce sales were projected to make up 63.5% of total e-commerce sales of 2018.
  • Product videos can increase conversion rates by as much as 144%.

(Social Media Today)

CRM Utilization

social media

CRM software can improve your sales through tools such as templates, campaign management, and marketing automation.

One way you can utilize a CRM, such as Salesforce, is through social media marketing automation. This tool is great for customer service because it can provide consistency for your posts and responses can be quicker. Consistent content is crucial for keeping customers engaged, so utilizing AI and automated messaging is a great way to stay connected even when you’re sleeping. You can also add personalization through these automated messages, which help your customers feel valued.

  • 74% of businesses using a CRM have acknowledged that they have improved customer relations.
  • CRM software can improve sales by as much as 29%

(Hosting Facts)

User-Generated Content

user generated content social media

Sharing content created by your social media followers is not only a great way to stay engaged, but it’s also an avenue that helps your company stay relevant without having to take the time to research and create content on their own.

Not only will you save time and money, but you will also foster brand loyalty. Sharing user content is also a great way to seem genuine in your marketing approach as you connect with your audience and acknowledge their content. Social channels and blogs are a great place to share user content, and the more you share, the more likely your customers will share!

  • 68% of millennials are receptive to information shared through social media
  • 86% say that user-generated content is representative of brand quality.

(TINT)

social media trends

Social media is always changing, but acknowledging these trends will help your business have a successful year. Videos are a great way to have interesting and digestible content and allow creative freedom. With videos and user-generated content, you will be able to keep customers engaged and willing to purchase your product. A lot of companies don’t have the time to leverage digital marketing experts, such as us at Corrao Group, but we have a full-service digital agency to get you started.

Utilizing a CRM can make this all easier through automation and organization of customer data, and with 10+ years of experience in this realm, we can help!

Get the most out of Salesforce Workflows

Salesforce workflows

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.

Business Processes

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.

Read More

EZ-AR™ – Solving the Outstanding Invoices of Today

accounts receivable

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 accounts receivable is supposed function in today’s cloud-based environment.

Introducing EZ-AR™; the first automated invoice generation and collections accounts receivable solution built on the Salesforce Force.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).

Read More

15 of the Best Email Subject Lines Waiting to be Opened

email marketing

When it comes to email marketing, one of the hardest parts is actually getting prospects to open your email. Even if you have the most valuable, revolutionary information in that email, no one will see it if they don’t open it.

We have curated a list of the 15 best email subject lines just waiting to be opened!

1. The Intriguer

Look what you did…. – Hustle

This type of email subject peaks the curiosity of the reader because they want to remember exactly what they did. The way Hustle used this email subject was to get the reader to open an email from the new list they subscribed to, so it’s fresh in their mind, and they obviously want to hear from their company!

2. The Urgent Statement

$10 OFF—Last Day! – Groupon

Having a sense of urgency, such as “last day!” in this email, always entices a reader to open. If they are a fan of the product or service already and have subscribed to receive alerts, chances are they have been waiting for this email. Also, instead of a percentage off, there’s a straight forward dollar amount, which would get any shopper excited because they won’t have to calculate anything to figure out how much they would be saving!

Read More

Preparing for Salesforce Success in 2019

At Corrao Group, we are part of the Salesforce ecosystem and work with our customers to tackle some of their most pressing needs to maximize their Salesforce investment. At Dreamforce, some of the hottest topics included analytics advances, data quality, Lightning migration, and 360 degree customer views. We hosted a webinar featuring our technology partners Skuid and RingLead to shed some light on these topics. Whether you are preparing for 2019 or later, the content on this webinar is applicable to you as long as you are trying to make the most out of your Salesforce investment. After viewing the webinar, you are eligible for a Salesforce Health Check offered by Corrao Group with support from our technology partners Skuid and RingLead.

Read More

Field Service Lightning Explained

Part of Salesforce Service Cloud, Field Service Lightning (FSL) is designed to improve the first-visit resolution and onsite job management using a mobile solution with access to job schedules, van inventory, and more – with or without the internet. Additional features of FSL include the ability to quickly create work orders from any case, intelligently assign and manage jobs, increase first-time fix rate and stop problems before they happen.

Read More