10 Reasons Why Your Company Will Love CRM

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; it can help your entire company. 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.

pardot tracking

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.

CRM organization of Data

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.

Salesforce Markeing Automation benefits

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.

Office team collaboration

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. Through all of our experience, we have become Salesforce consulting professionals. 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.

Salesforce consulting CRM infographic

The Benefits of Marketing Automation

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

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.

Marketing Automation insight

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.

Marketing Automation sales and marketing become a team

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.

The Importance of Salesforce Training

Salesforce Training Clipboard 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 is 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 to 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.

Salesforce training session

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 San Diego

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.

3 Must-Haves Before Implementing Pardot

pardot implementation

Are you struggling with your Pardot implementation? I’ve completed hundreds of Pardot projects and I can say the biggest concern customers shared was preparation.

Here are the three things you actually need to be concerned with when it comes to your pardot implementation. 90% of the time, these are all you need to begin using the platform successfully:

  • Document Top Current Clients – Identify the criteria that your top clients meet to easily reveal future prospects with matching criteria, using Pardot’s Grading feature. Criteria can be Title, # of Employees, Annual Revenue, and more.
  • Organize Your Assets – Pardot’s Folders allows you to score prospects based upon a product, department, or even something else. This gives users insight into what content their prospects are interacting with.
  • Prepare Your Content – Why buy a Ferrari if you’re not going to fuel it with the best gas? Getting your content ready to bring into Pardot also allows you to review it and make any necessary updates.

With these three must-haves prepared and ready, you will be off to a strong start with your Ferrari,  Pardot system. Successful Pardot implementation is a lot easier than it looks. If you would like to learn more about Pardot, please visit our Salesforce Marketing Cloud page.