Innovative Technology that Drives Manufacturing Sales

Innovation for Manufacturing Blog-min

Innovative Solutions for Manufacturing

Technology now exists so companies no longer have to be held back by the old ways of doing things. Manufacturers can replace legacy tools and siloed spreadsheets so sales teams can better serve customer needs and compete in the current landscape. An independent survey by Confirmit found organizations that adopted a CRM solution saw a 39% improvement in forecast accuracy, a 32% boost in sales productivity, and an overall 23% increase in sales. 

Cloud CRM

A cloud customer relationship management (CRM) solution allows sales reps to create deeper, more meaningful relationships with each and every customer. Real-time information and interactions can be carefully tracked, so quick decisions can be made and reps are better equipped to close deals.

Integration with ERP

An Enterprise Resource Planning (ERP) locked in a legacy back office system does little good when it comes to driving efficiency. The right integration tool unlocks and connects back office ERP to front office systems, so manufacturers can better manage distribution and supply chains and meet product demand. This access is also key to building a rich customer profile.

Data & Analytics

In manufacturing, sales teams not only need customer data to be accurate, but they also need to be able to successfully interpret it so they can make better decisions. Adopting an analytics tool can help reps uncover new opportunities and better sell to customers.

Related: Watch the on-demand webinar for manufacturers: Harnessing Data & Automation to Drive Sales Performance. 

Sales Benefits for Manufacturers

Once the old, outdated process and systems are out and the new ones are in place, manufacturers can expect numerous benefits. In fact, companies that adopt cloud technology to coordinate and collaborate with their sales teams, and across their organizations, enjoy a big advantage as a result.

Improved Relationships

Salespeople have better relationships with customers due to a 360-degree view of their history and needs, leading to more opportunities. Salespeople have access to clean data and are able to ensure supply is in place to meet demand for additional orders. It’s also a great way to stay ahead of customer expectations.

Better Efficiency

Reps waste less time on non-productive, manual tasks, are more efficient, and can spend more of their efforts improving the bottom line. Employee frustration from working in complex systems is minimized. This helps manufacturers retain staff longer, with less turnover, particularly key during this time when talent is especially needed.

Increased Sales

When it comes to Salesforce CRM specifically, a 2014 independent third-party survey by Confirmit found organizations that adopted the solution saw a 39 percent improvement in forecast accuracy, a 32 percent boost in sales productivity, and an overall 23 percent increase in sales.

Related: Watch a complimentary on-demand manufacturing focused webinar today. 

 

SalesforceDataManufacturingWebinar_Image_Feb19

Salesforce Increases Productivity by 20%

Salesforce Implementation Increases Productivity

One way to make travel wishes a reality is through the purchasing of timeshares, which allow people to own a share of a unit within a vacation resort. A leading travel company in the timeshare space, has delivered memorable experiences for more than 30 years. They have a strong platform for resort network growth and product flexibility for vacation owners. Behind the scenes, though, the company was struggling with backroom efficiencies and they reached out to Ad Victoriam Solutions (AVS) to right their ship.

The Business Challenge

The Client relies heavily on their representatives effectively working inbound and outbound calls to create opportunities, schedule tours/reservations, and manage their timeshare owner needs at their four call centers. After a thorough analysis of their needs, AVS concluded that the functionality offered in Salesforce.com and Salesforce Lightning would effectively support the Clients’ more than 1,200 users.

The Salesforce Solution

AVS migrated the Clients’ org from their legacy platform to Salesforce Sales and Service Cloud in Lightning, and then integrated it with their three CTI (Computer Telephony Integration) solutions. This solution had a profound impact. It reduced their service workforce by 20 percent, reassigned two data specialist positions, and decreased opportunity and customer attrition.

Customer Service Salesforce

How we Did It

The AVS team reduced the Client’s three-step service process to a one-step solution by migrating their custom objects to their new org. This, along with the Lightning enabled Kanban views and in-line editing significantly improved ease of use and productivity.

There’s more. The integration of the Client’s CTI solutions enabled automated retrieval of callers’ records when the phone rings, during outbound click-to-dial, and it ensured do-not-call list compliance. AVS also replicated of one CTI solutions’ functionality in another helping the Client avoid an excess of $100,000 in new licensing fees.

Not quite don’t yet, the AVS team exported, updated and migrated more than 2,000 reports into the client’s new Lightning interface creating unified dashboards. This migration empowers management with visible depictions of company insights, leaving AVS with, yet, another customer now working more efficiently and concentrating on their bottom line.

Want to learn how Salesforce can help your organization work more efficiently? Contact us to explore your options, get in touch today or email CustomerService@AdVictoriamSolutions.com.

 

Related Information: 

Why Companies are Switching to Salesforce Lightning (Video)

Salesforce Lightning: Top Productivity Features (Blog Article)

 

 

Salesforce Lightning: Top Productivity Features

Salesforce Lightning Productivity Enhancers-min

Productivity is important to all businesses, especially those with limited human and financial resources. Here are a ton of Salesforce Lightning features that propel productivity. Let’s get right to it!

Make Your Homepage More Actionable

  1. Rich text areas provide a place for admins to quickly and easily share information with their end users.
  2. Approval items keeps its functionality from classic, but gives it a facelift.
  3. Embed the dashboards and charts from Lightning and Einstein Analytics right on the home page! Bring the whole dashboard or a specific report charts so you’re only showing critical data.
  4. A new Lightning feature, Key Deals, serves up a sales person’s most important opportunities so your busy sales people can quickly get to what they care about.
  5. Chatter still has its own tab in Lightning, but it can now be embedded on the homepage for quick access.
  6. Most productive feature, is the new Assistant homepage component which searches through Salesforce to find overdue or ignored activities and opportunities so your sales person never loses track of a deal again.

Check out a visual representation of the features listed above in this homepage:

Salesforce Lightning Home page

There are so many fun things to do with your homepage! Components are available on the AppExchange, can be custom built, and more become available with every release. That said, try not to cram too much on the page, make sure you have the most important items that help guide your users to what they need to get done.

Streamline Your Salesforce Lightning Records

  • Choose any pick list on any object to easily show users where they are along a process by using Path functionality.
  • Finding duplicates has never been easier. Potential duplicates show up on records so the data problems can be fixed on the spot by the users.
  • The out of the box News feature lets your reps keep up to date on the latest activities for their accounts, leads, and contacts.
  • Tabs allow you to prioritize the content on the screen and logically organize your data.
  • Related lists are now more robust, including viewing a single related list in a section or using an accordion style display to save real estate on the page.
  • Related Records makes an admins life easier. Instead of replicating data from a parent record through formulas, they can use a quick action to easily show key information.
  • Best of all, the page layout can change based on a profile, record type, or even data points. Lightning allows page variations so you can see exactly what you need, when you need it.

Related Lists

Salesforce Lightning Related Lists

Custom Opportunity Page Layout

Salesforce Lightning Opportunity Page Variation_Report Chart

And, there’s more! Similar to home pages, you can embed report charts, list views, flows, components / visualforce into your record page. This automation enhancement makes users able to complete their job in once place.

View More with the New Robust Task Tab

Cool new Task Tab removes viewing restrictions for tasks. You’re no longer limited to using a record, report, or the classic homepage component. The Task Tab also allows you to build custom views.

Salesforce Lightning Tasks Tab

Too many Lightning productivity boosting features and functions to mention here. Want to know more about how your company can benefit from Lightning? Watch a 20-minute recorded webinar where we demonstrate productivity examples that are convincing people to switch. 

Salesforce Lighting Webinar_

 

 

Related Articles on Salesforce Lightning: 

Why Business Leaders are Switching to Lightning

Salesforce Lightning: What to Do Before you Switch

 

Salesforce Lightning: What to do Before You Switch

On Button Salesforce Lightning

Our three-part Lightning Experience series continues with things to consider before you push the switch button. In part-one, we shared four reasons why switching makes sense for growing businesses. Now that you are thinking about switching, there are things you need to consider before your push that button.

Find Out if You're Ready for Salesforce Lightning

Best way to find out if your organization is ready, is to take the Lightning Experience Readiness Assessment. You’ll receive a personalized report that details what needs to be done to prepare for the change. It may indicate that your Salesforce platform is ready for the Lightning Experience or that there is work to be done prior to launching Lightning for your users. We can review your report with you to help guide you on next steps.

To run the report: <Set Up>, click in the <Lightning Experience Migration Assistant>, click <Check Readiness> tab, click <Check Readiness> and follow the prompts. Your report will be sent to your inbox within a few minutes.

Salesforce Lightning Readiness

Make a Salesforce Lightning Migration Plan 

The results of your Lightning Readiness Plan provides you (and/or your Salesforce partner) with baseline information to develop a strategic Salesforce Lightning migration plan. Your partner then conducts an in-depth discovery of your system and business objectives. As a result, they develop a detailed technical roadmap enabling them to deliver the solution your business needs to reach its goals.

Create a User Adoption Strategy

Switching to the Lightning Experience is a great way to increase and refresh Salesforce engagement. Treat your switch to Lightning as a “new” launch of your Salesforce platform. Here are 6 unique cool ideas for generating excitement. After reviewing, create your new adoption roll out plan and then work your plan. Be sure to make adjustments based on how well users are adopting Salesforce Lightning.

Want to Know More?

Want to know more about how your company can benefit from Lightning? Watch a 20-minute recorded webinar where we demonstrate productivity examples that will help you decide if switching is right for your business. 

Salesforce Lighting Webinar_

 

Related Salesforce Lightning Articles:

Why Business Leaders are Switching to Lightning

Salesforce Lightning: Top Productivity Features

 

Why Business Leaders are Switching to Lightning

Salesforce Lightning over skyscraper (1)

There’s a lot of excitement (and questions) around switching to Salesforce Lightning from Classic. Is switching to Lightning worth your time and resources? This is the first of three articles we’ve written as part of our Lightning Experience series to help you decide and prepare. Let’s get started with four reasons why switching to the Lightning Experience may be right for your business.

Reason 1
New Salesforce Functionalities are Primarily in Lightning

Salesforce releases new features and functions three times per year. While Salesforce does continue to provide updates to its Classic version, each release is chock full of exciting new functionality options for the Lightning Experience, many of which are not available in Classic. Two productivity features examples that are only available in Lightning:

  • Start your day with an intelligent home page. The new fully customizable “Assistant” functionality provides a quick, but in-depth, view of what’s trending in your business. The Assistant provides the metrics that are important to you so you can stay focused and quickly move your business forward.
  • If your team struggles with process consistency, the new “Path” feature will be a winner for you. It enables Salesforce to guide your team through a particular business process, from lead entry to a sale – or any process that is important to your business.

Reason 2
Content, Webinars & Trailheads will focus on Lightning

The greatest Salesforce attribute is that it continually evolves to deliver more features and more functions so businesses reach their goals. With their future focus on supporting the evolution of the Lightning Experience for customers, those who don’t switch will surely miss out on the potential Salesforce affords.

Salesforce Lightning Mobile

Reason Three
The ​Lightning Experience in Salesforce Mobile

Not much to say about this reason, except for… new easy user interface for your team = awesome!

Reason Four
Flexible Lightning Interface Improves User Adoption

  • Add Rich Text to Lightning Pages to provide and highlight helpful information and training tips to your end users.
  • Leverage the Tab and Accordion components to present the most relevant information to your users, while hiding the ‘noise’ they don’t always need to see.
  • Incorporated Quick Actions and Flows into Lightning pages gives users quick access to automation features.

 

Salesforce Lighting Webinar_

Want to know more? Watch a 20-minute recorded webinar where we will demonstrate what to do before you switch. And, if you are interested, it would be our pleasure to help you determine if the Lightning Experience is right of for your business. Simply complete the form below for a Free Discovery Call - no sales pitch, we promise!

 

 

Related Salesforce Lightning Articles:

Salesforce Lightning: What to Do Before you Switch

Salesforce Lightning: Top Productivity Features

 

Pardot Email Marketing: Keep More Subscribers

Email Marketing

Acquiring and keeping email subscribers is a top email marketing goal. It’s a good thing that Pardot can help! Leverage Pardot’s Email Preference Center so you can keep more subscribers. Read how!

Ways Pardot’s Helps You Keep more Email Subscribers

Keep Your Email Subscribers. The Email Preference Center allows your email subscribers to manage their email subscription. Without a good Email Preference Center your subscribers only have two options: receive all of your emails or unsubscribe entirely. In the personalization age, giving prospects control over what content they receive helps you keep them happy, and subscribed!

Protect Against Unintentional Unsubscribes. Email marketing specialists have seen a rise in the number of spam filters that “click” all of the links in an email to check to see if they are valid links. If your email contains a one-click unsubscribe link, your prospects could be unintentionally unsubscribed. With an Email Preference Center, prospects can still unsubscribe from your emails, but it will confirm their choice which prevents spam filters from unsubscribing on their behalf.

Email Preference Center How To’s

Setting Up the Email Preference Center. Pardot makes it easy to create and manage multiple Email Preference Centers. Out of the box, this is your Pardot preference Center:

Pardot Email Marketing

This default option doesn’t provide subscription list options for your prospects to choose from. With only the opt-out option, you are likely to lose the subscriber all together. Not something any email marketer wants!

Enhance Your Email Preference Center. To add subscription options to your Email Preference Center within Pardot, navigate to Marketing > Segmentation > Lists. Then, create a new list. Select the Public List check checkbox to display this list in the Email Preference Center, enter the subscription name in the Label field, and write a brief explanation of what subscribers can expect to receive when subscribed to this list in the Description field.

Pardot Email Marketing

You can add as many options to your preference center as you need (see the “after” example below), you can even create custom preference centers for different users (a great solution if you have emails just for internal users or partners). Be sure you aren’t creating list options that don’t have any emails to go with it. You don’t want people signing up to receive a monthly newsletter if you’re not sending one out!

Pardot Email Marketing

 

Email Marketing Inspiration & IdeasPardot Tips Button

 

 

Contact Ad Victoriam Solutions

Data Mining to Predict Marketing Success

Sales Data to Cloud Post

You are a lot of different things. You may be a college graduate. You may be a parent. You may be single or married. You may own a home or rent an apartment.

There are countless pieces of information that make up YOU—the list is long. And, in the data world, those descriptors are points on a graph or information in a spreadsheet.

As a marketer or other business professional, you count on data— insights into personalities—to predict marketing success and help your business grow. Your job is to pull useful data and make predictions about what you should be doing with your products, services, marketing and more. What does that effort look like? This graphic explains it.

Here’s What You Need to Know about Data Mining and Predictive Analytics

When data mining and predictive analytics are done well, your company can understand the past, properly gauge what’s happening now, and successfully predict how consumers will respond to marketing and sales efforts in the future. Don't wait to get your data working for you, speak to a marketing data expert today. 

Customer Loyalty Increases Revenue: Tools for Success

Customer Loyalty Salesforce Service Cloud

The clothing I purchased online was beautiful. Unfortunately, I ordered the wrong size. I wanted to return the shirts, but there was no return label inside the package. (Hmmm?) Strike one. I waited on customer service hold for about 8 minutes and was told they could only mail me a return label. (What?) Strike two. Waited two weeks, no label. After two more calls, I received it. (Ugh) Strike three. Simply including a return label in the package would have greatly improved my customer service experience. Will I be one of their loyal customers? Nope.

What is the difference between keeping your customers loyal and them flocking to your competition? Many studies conclude that it’s good customer service.

Customer Service that Increases Customer Loyalty

Good customer service is defined by the customer. It is not based on what we believe is good customer service, but instead based on what they perceive is good service. The good news, Salesforce Service Cloud can help improve your customer’s experiences based on actual consumer perceptions.

4 Common Customer Service ComplaintsSalesforce Service Cloud Tools
82% say that getting their issue resolved quickly is the number one factor to a great customer experience.  LivePerson

 

Case Escalation Rules. Today, we all want answers now, no one likes to wait. Case Escalation Rules ensure cases are addressed in a set time period and can even be based on the level of urgency. Rules can also be enabled to alert management of unresolved cases.
26% of consumers have experienced being transferred from agent to agent without any resolution of their problem.  2012 Global Customer Service Barometer

 

Case Queues. Segmentation of customers by issue, priority, and type is easy with case queues. Segmentation funnels each case to the customer service representative with the skill set to address the customers’ specific issue. This means, your customers won’t be frustrated by explaining their issue to multiple reps.
Consumers prefer assistance over the following channels: Phone (61%), email (60%), Live Chat (57%). eConsultancy

 

Live Chat. Live Chat facilitates speedy responses improving your customers experiences. And, it can provide information that speeds purchasing decisions. Best of all, Live Chat content syncs right into Service Cloud so agents don’t have to manually enter the data.
67% of users prefer self-service support, with 91% saying they would use a knowledge base. Zendesk

 

Knowledge Hub. Servicing customers where they want service is important. For those who prefer to research their own answers, a perfect self-serve option is Knowledge Hub. It is a library of articles and FAQ’s that provide best practice information along with ways to resolve common issues. It is an efficient self-serve option.

Fast, effective customer service, when and where your customers want it, improves customer service in the eyes of your customers. Consider what "good service" means to your customers. Then, develop a customer loyalty strategy that will keep your customers happy longer. For many industries, a long-term customer is worth 10 times their initial order. Reach out to a Certified Salesforce Service Cloud consultant to see if Service Cloud can help your business grow.

Ad Victoriam Earns New Specializations for Excellence with Salesforce™

Within Salesforce, the Masters Initiative is used to distinguish various Salesforce joint businesses in their achievements with Salesforce products, knowledge and customer success stories. We are pleased to announce that Ad Victoriam Solutions has recently received two new specializations within this Masters Initiative program:

  • Opportunity/Pipeline Management
  • Workflow and Approval Process

What These Salesforce Specializations Mean

As part of the Salesforce Masters Initiative, consulting partners are awarded Specializations as “building blocks” toward a Master’s recognition. Ad Victoriam’s new specializations mean that we are well on our way to becoming a Salesforce Master Partner!

These Specializations show others that Ad Victoriam Solutions has achieved notable status in the “Opportunity/Pipeline Management” and “Workflow and Approval Process” areas. This notable status is gained by submitting relevant projects in each area, customer references over the past 18 months, and an extensive knowledge of Salesforce products.

Specializations earned are valid until the end of the program year. Then, they are re-evaluated based on performance from the previous 18 months.

How Salesforce Masters Specializations Distinguish

Earning these specializations has more incentive than simple bragging rights. These Specializations are a way for Salesforce’s partnering businesses to differentiate themselves prominently in search results. Partnering businesses with Specializations or a Master’s status will feature more prominently when searched by product and industry.

If your business is interested in implementing Salesforce solutions or learning more about the world of cloud computing, Ad Victoriam Solutions offers the consulting, integration and implementation you need to get started and thrive with Salesforce products.

To find out more about how Ad Victoriam Solutions can help, contact us today.

Salesforce Einstein: Marketing Cloud and Artificial Intelligence (AI)

Internet technologies, especially concerning cloud marketing, change on a daily basis. Artificial intelligence (AI) applications are currently at the forefront of development.

In 2016, Salesforce announced its latest artificial intelligence initiative, Einstein, at the Dreamforce conference. Einstein was certainly the main attraction, and it symbolized Salesforce’s drive toward growing its cloud technology.

What is Einstein AI?

At its core, Einstein is a group of technological products designed to improve Marketing Cloud strategies and ideas by imitating the human brain’s own capabilities.

According to Eliot Harper, a Salesforce Marketing Cloud consultant, Einstein “works out of the box and surfaces analytical information to the user by assessing data, and identifying signals and insights that a sales or marketing person may not otherwise pick up on.”

In other words, AI systems like Einstein can be used as a fresh set of eyes for marketing professionals. Patterns in sales, potential audiences and the likelihood of engagement can go unnoticed, especially after a long examination of statistics and data.

Artificial intelligence platforms are designed to mimic human brain activity while relying on the consistency of algorithms and large amounts of data.

What’s next for the Marketing Cloud?

YouTube and Amazon use similar AI engines to offer suggested products or videos based on your tastes and previous activity on the site. Salesforce is now unlocking access to such information for marketing professionals so that they can provide the most optimal experience possible for their target user audiences.

Salesforce is currently working on the ambitious task of integrating Einstein into all aspects of its platform.

To learn more about Salesforce solutions and how you can make the latest marketing cloud technologies work for your business, contact the certified Marketing Cloud consultants at Ad Victoriam Solutions today.