Salesforce Managed Services Advantages That Control Costs

Salesforce Managed Services Advantages That Control Costs

As reliance on in-house developers, consultants, and IT continues to grow every year, the means to support them must evolve as well. That’s why many large and small companies today are looking into a Managed Services Provider (MSP) plan so that their data and technology systems operate more effectively and control costs.

Unfortunately, as these systems grow and evolve, many businesses – especially small ones with limited funds – may not have the resources to effectively manage their ever-growing systems. And small teams can also quickly become overwhelmed with the amount of work necessary to keep everything up-to-date and running smoothly.

The business benefits of managed services, in combination with the money you can save, make it a smart solution for companies of any size. Let’s take a look at six of those business benefits.

Benefits of a Managed Services Provider

1. Predictable Cost Control

Can using a Managed Services Provider control your business’ costs? The answer is yes. It can also make your data and technology expenses more predictable. With an MSP, your costs can be neatly packaged into a set amount paid on an annual or monthly basis. An in-house data and technology team, on the other hand, comes with many more frequent and unexpected expenses that can quickly drain your budget.

2. Scalability

The price tag associated with maintaining an in-house data and technology team is a big one, and that’s why you often see teams that are understaffed, overworked and unable to get everything done due to a lack of time and resources. That doesn’t work on a daily basis, and it definitely doesn’t fly when your company is trying to expand.

Then there’s training to consider. Even one additional employee for your data and technology department costs thousands of dollars, and there is never a guarantee that they’ll even stay with the company. An MSP absorbs the cost of training, and you’ll never have to worry about your team experts jumping ship.

MSPs also help your business stay flexible when it comes to resources and can accommodate swift changes an in-house team might not be able to respond to efficiently.

3. Proven Experts

Hiring a data and technology team can be time-consuming, and you can’t know for sure how good they are until they’re faced with a serious issue. Some may pass the test with flying colors. Others may not be able to resolve the problem in a timely manner or at all, costing your company money you can’t afford to waste.

Even when your data and technology team is competent and comfortable with your systems, you may find they are not well-equipped to operate or maintain new equipment and systems as you add them. Even the most well-trained employees don’t have the knowledge and experience of an MSP’s large team.

In addition, an MSP can provide specialized services to fill in any gaps in your team’s expertise. It doesn’t make sense to have an employee learn a whole new skill set for a one-time project. An MSP gives you access to a team of experts with precise skills you wouldn’t normally have access to otherwise.

4. Narrowed Business Focus

What are the advantages of managed services for your data and technology team?

An MSP frees up your team for pursuits that are more crucial to your business. If your internal team is swamped with helping users fix basic issues or dealing with systems malfunctions, they don’t have the time or focus to work on projects that push your business forward. Managed Services can help by redesigning workflows and automating certain tasks. This takes the pressure of daily processes off of your team so they can focus on innovation.

And don’t forget that an MSP can also provide your team recommendations based on their experience with other businesses and the solutions they have designed.

5. Data Compliance

Your company’s data is subject to a myriad of regulations designed to keep information secure. Chances are your team has the laborious task of sifting through the hundreds of current standards and regulations figuring which ones apply to your company. They also have to ensure every one of those applicable rules is followed to the letter, all while performing their day-to-day tasks.

A managed services provider handles the complexities of compliance and auditing, so you don’t have to worry about violating data security regulations. They can also run reports and conduct audits that prove your organization is meeting all requirements. This can save your in-house team thousands of hours in the long run.

6. Reliable Relationships

The ongoing relationship with an MSP has several benefits. A managed services team can act as a partner for your in-house team and act as a bridge between you and technology vendors. They can also serve as a single point of contact for your business and become familiar with your company over time.

A trustworthy MSP should be a valuable partner in helping your business grow, not just a service you call when something breaks. They should also have a vested interest in keeping your systems healthy and delivering insights you can use to help your bottom line.

What to Look for in an Managed Services Provider

Now that you know some of the major benefits of working with an MSP, here are a few things you’ll want to make sure you address before choosing your managed services partner. Do they:

  • Offer a flexible service model
  • Have a hefty team of consultants available
  • Offer advanced services
  • Support multiple time zones
  • Have a solid backup and disaster recovery strategy
  • Have a reliable, single point of contact dedicated to your business
  • Work with you to address compliance issues

If your MSP is able to meet all of these qualifications, you can rest assured that your systems will be in good hands.

Remember, the MSP you choose should have the expertise, support, and solutions to help your business continue to thrive. So, if you’re in need of a cost-controlled flexible, yet a full-service solution to fit your exact needs in the short- or long-term, talk to Ad Victoriam’s Thrive Managed Services team today.

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AdVic Earns Salesforce Sales Cloud Masters

AdVic Earns Salesforce Sales Cloud Masters

Commitment to our customers’ success and satisfaction is the cornerstone to Ad Victoriam earning the Sales Cloud Master designation – and, it just happens to be at the core of everything we do.

These days, everyone and everything is becoming smarter and more connected than ever before. To that end, Ad Victoriam’s (AdVic) commitment to our customers has been rewarded once again, this time with a coveted Salesforce® Master designation for Sales Cloud™.

The rigorous review process for this new Master designation for Sales Cloud required AdVic to demonstrate deep practice expertise with Salesforce solutions, including a detailed history of proven Sales Cloud customer success stories. This proven proficiency empowers the AdVic team to connect our customers with their consumers in entirely new ways.

What Our Customers Say

A recent Sales Cloud customer success testimonial offers insight into how the AdVic team achieved our latest Master designation: “We had little CRM experience before working with Ad Victoriam,” said Brian Williams, YANMAR America. “They had manufacturing experience so we knew they would understand our high-level needs and business model. After they performed their thorough fit/gap exercise, we moved forward with Salesforce as our solution. Their communication and project scheduling were prompt and flexible. It was a great experience.”

Salesforce Sales Cloud Master

Salesforce Sales Cloud™ is a customer relationship management (CRM) platform. It’s designed to support sales, marketing, and customer support in both business-to-business (B2B) and business-to-customer (B2C) contexts. It includes Leads, Accounts, Contacts, Contracts, Opportunities, Products, Price-books, Quotes, and Campaigns, and is designed to be an end-to-end solution for the entire sales process.

“I am proud of the AdVic team, who dedicated themselves – through hard work – to meeting the comprehensive Sales Cloud Master requirements,” remarked Jeff Jones, President, Ad Victoriam Solutions. “We pride ourselves on providing products and services that are based on the latest technological advances to drive customer success. Salesforce Sales Cloud is such a product, as it allows our customers to sell smarter and grow their revenue.”

If your business is considering a Salesforce solution, why not find out first-hand why the Ad Victoriam Team was awarded a Master designation in Sales Cloud. We’re ready to start helping your business sell smarter and grow your revenue starting today! Fill out the quick form below, or click here!

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Get Your First B2B Online Order Within Weeks

Get Your First B2B Online Order Within Weeks

Let’s get right to it. We’re all working hard to generate revenue this year so we can achieve top-line growth. With more people social distancing, shopping online has become even more attractive. Time for all businesses to launch (or enhance) an online store filled with products they already offer. Many believe that it is a long-haul to get an online store from concept to income-generating, but it’s not…

The Highlights of B2B Commerce

  • Gain a new revenue stream
  • Eliminate manual pricing calculations
  • Increase the velocity of order fulfillment
  • Automated approval processes
  • Integration with ERP, UPS/FedEx, tax calculators, and more
  • Eliminate manual pricing calculations

If you’ve ever wondered what a Salesforce® B2B Commerce solution actually does for your business, it’s this:

B2B Commerce displays your product catalog in a branded eCommerce storefront and allows your customer base to place an order independently. Complex pricing models can be configured to match your current business rules and enable contractual agreement tracking for product entitlements and price points. In addition, you can capitalize on B2B Commerce’s target marketing functionality that provides customers with a tailored, engaging shopping experience. And best of all, B2B Commerce is a flexible solution that scales as your business grows.

Get an eCommerce Jump-Start with B2B Commerce Accelerator

As outlined above, B2B Commerce displays your product catalog in a branded storefront, allowing your customer base to place an order independently, and that gives your sales teams more time to focus on…wait for it… SELLING!

And with AdVictoriam’s B2B Commerce Accelerator, an out-of-the-box package, you’ll get your business online selling your products or services within two to four weeks, rather than months.

The Accelerator package includes a branded storefront, product listings, pricing, cart for processing returns, email templates, reporting, and more.

B2B Commerce Accelerator Benefits

  • New sales channel that drives new revenue with little maintenance and manual intervention.
  • Replaces the need for sales teams to take orders from existing customers.
  • Built on a CRM system, it integrates all data points, including pricing, for a 360-degree view.
  • Offers a flexible pricing model based on group and customer type business rules.
  • Data reporting to drive business, sales, and service-related decisions.
  • Quick implementation and modifications of storefront without IT assistance.

Ad Victoriam’s dedicated B2B Commerce team will apply their knowledge and passion to your challenges. Whether you are migrating from a legacy eCommerce solution or just starting to dip your toe into the eCommerce world, our team has the skills and expertise needed to get your top-notch branded storefront up and running quickly with our B2B Commerce Accelerator so you can drive new revenue. Let’s talk!

Watch AdVic’s “B2B Commerce: The Online Sales Advantage” Webinar

B2B Commerce: The Online Sales Advantage - Watch Our Webinar

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Listen to Ad Victoriam’s “Salesforce Simplified” Podcast: Introduction to Salesforce’s B2B Commerce.”

 

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8 Ways to Increase Revenue When Sales Are Slow

8 Ways to Increase Revenue When Sales Are Slow

What are the signs and symptoms that contribute to those periods when sales are slow?

The first thing to do is analyze what’s happening. Here’s where to start:

  • Reduced Revenue: Compare your revenue numbers year over year and then quarter over quarter. Include an analysis of product groups or service types to see where you’re losing revenue. 
  • Reduced Profitability: No revenue drop? Look at your profitability to confirm whether it has decreased. If so, pull reports to look at expenses. 
  • Dry Pipeline: Evaluate your sales team’s closing ratio versus last year, last quarter, and last month, which can be easily done in your CRM. Is there a percentage increase or decrease in closed won deals? If there’s a decrease, drill down into the numbers to see which reps are underperforming, variances in new lead types, marketing campaign ROI, and more. 
  • Reduced Exposure: Check both web traffic via Google Analytics and physical on-site foot traffic. See a decline? Maybe it’s a marketing issue?
  • Negative Overall Business Trends: Under normal conditions, a downturn in business could be due to seasonal conditions that are affecting demand for your product or service or new competitors in the marketplace. Today, it might be the temporary downward global economic period or the current COVID-19 pandemic – affecting purchasing habits.

Every business experiences slow periods. Maybe you know when your slow periods will come. Maybe your business has started slowing unexpectedly. Either way, you are better off treating this lull as an opportunity.

With a little creative thinking and planning ahead, you might be able to generate the revenue you need during those slow periods. And, who knows, maybe in the process you’ll find a new revenue generator or two that will help your business during its busiest times, too.

Whether you have a large or small business, here are eight ways to try to keep the cash flowing when sales slow down.

1. Develop a Loyalty Program

Loyalty programs are far from a brand new idea, but they continue to exist because they tend to work. You just need to make sure you’re putting the proper time and investment into it so yours can stand out from the pack. A loyalty program can be as simple as a punch card or a more complex point system. Whatever format you use, the strategy is similar: You track customers’ purchases and reward them with a discount or freebie. This helps keep customers coming back in order to earn the reward. If possible, also build a rewards-for-referrals element into your loyalty program to incentivize customers to recommend your business to friends. 

2. Offer a Freemium

Freemium is when you offer a free (limited) version of your product so potential customers get a “taste” of your product so they start to rely on your product. Once they are hooked, the goal is to convert them into paying customers when they want or need the more premium level features of your product or services. A great example of this is Calendy, a free scheduling software. You can create one event type for free, but need to upgrade (pay) for additional meetings along with other features including group events, customizable email notifications, SMS notifications, and more. 

3. Consider a Complementary Service or Product

What related services or products would your customers appreciate? Perhaps you own a gourmet food store and you decide to stock it with specialized kitchen equipment or add an online ordering and delivery service. Maybe you own a landscaping company. Consider adding snow removal during winter. Or maybe you’re a summer camp owner. Consider using the winter months to rent out your facilities for conferences, weddings, and more. 

No matter what, don’t just think of your primary product or service as the only asset your business has, because often your location or expertise can also generate revenue ideas. Think out-of-the-box. Even if this goes off of your original business model a bit, the fact that your business will continue to generate revenue is what matters.

4. Create Strategic Partnerships

Strategic partnerships impact revenue. Creating beneficial alliances can help you reach new markets to grow your customer base, offer new services, and improve customer experiences. It is well known that partnerships impact growth, in fact, 30 percent of IBM’s $86 billion in annual revenue is generated through alliances. Think of companies that offer a complimentary service or product to yours – one that reaches your target market – with whom you can create an alliance with. Contact them to see if they are interested in exploring ways you could work together – leveraging both your networks – to generate new customers for you both. 

5. Promote Surprise Pop-Up Sales 

Planned and promoted, or announced by surprise, pop-up sales have become all the rage these days, mostly driven by social media posts. The spontaneity of these sales may help keep customers coming back to your business or serving the dual role of keeping your customers regularly visiting your social media channels to find out when you’ll be having another sale—or even better if you’re having one right now.

6. Ramp Up Your Low-Budget Marketing

Are you in your slow season? That’s the perfect time to ramp up your low-budget marketing. Create and promote discounts to your mailing list and social media audience. You may want to initiate a regular newsletter or give a make-over to your current one. 

Additionally, invite your customers to provide testimonials that you can highlight on your website, on your social media channels, on your review site profiles, and in-store. And, don’t forget to reward them for doing so. Also, consider coming up with a clever way to engage customers and incorporate their own content (such as selfies at your business) into your marketing.

7. Open an Online Store

If you’re not already selling online, now could be the perfect time to set up an online store – where your customers can purchase your products 24/7, without any adding a lot of overhead. Not only is it a good project for off-peak seasons, but it can also be a way to help increase sales during those times. Look into an affordable, easy-to-use e-commerce solution and get started within weeks. If your business is service-based, you could offer virtual consultations on Zoom and, as we previously mentioned, use Calendly for scheduling.

8. Find a Niche Market Offering 

When it comes to ideas for increasing business during a slow period, it may be a matter of finding and serving a niche population of customers. Again, think out-of-the-box! Maybe you own an ice cream or candy shop that typically does the bulk of its business during the summer months when the kids are out of school. When business slows down, maybe you could focus on capturing the hearts of dog owners and work on developing a line of sweet treats for pups. Those new pet lover customers could then, in turn, help keep your business revenue trending up throughout the whole year. 

Bonus Tip:

Running your own business? It sure can be lonely, can’t it? It’s crucial that you find a network of people like you to share ideas and strategies with (are you in a group on LinkedIn that is similar to your business’ industry?). And who knows what new potential revenue sources could come from those interactions, right?

As crazy as it sounds, remember this: A slow period for your business can actually be a good thing for your sales team. You can use this time to grow better and strategize ways to increase your revenue in the future by creating a sales plan, supported by technology, which the Ad Victoriam team can help you with. Time is money, so, don’t wait! Let’s connect today! Fill out the quick form below or click here!

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Benefits of the New CMS Patient Health Data Regulation

Benefits of the New CMS Patient Health Data Regulation

The Interoperability and Patient Access final rule (CMS-9115-F) requires healthcare providers and insurers to unlock patient health data from their various systems to drive interoperability and allow for the unimpeded data exchange across the entire healthcare ecosystem.

The overall benefits of a future state in which all patient health data is liberated will have an extraordinary impact on all healthcare practitioners and recipients. How will the new Patient Health Interoperability & Access regulation positively affect the healthcare delivery relationship? Here are a few benefits.

How Providers Will Benefit

  • It will give physicians, nurses, and all healthcare providers greater access to a much larger universe of information to improve acute treatment and long-term wellness programs.
  • The ability to integrate Electronic Health Records (EHR) with all patient touch points will provide a greater visualization of overall health and create greater patient engagement and satisfaction.
  • The diagnostic capability will be improved by the ability to query knowledge from greater datasets and allow for other advances like the application of AI technologies more effectively.
  • The cumulative effect will be more time to focus on patient care.

How Payers Will Benefit

  • Enabling the interoperability of patient data will lead to more efficient reimbursement processes under more uniform data sharing architecture.
  • It will improve member/payer engagement as members take more control of their healthcare requirements and payers can respond to those changes more efficiently.
  • The development of self-service web portals will be more patient-specific by understanding and taking into account patient history. Medical Passports can be enabled without compromising HIPAA privacy restrictions.
  • It will allow Payers a greater role in a member’s complete healthcare lifecycle process.

How Patients Will Benefit

  • It will put each individual in better charge of their Healthcare Lifecycle.
  • Enable coordination of personal health programs for both acute and long-term well-being.
  • Accelerate telemedicine to a more effective platform.
  • Create a better peace of mind for our own health destiny. After all, we are all patients!

Now let’s be clear, an undertaking such as this one (driving interoperability and allowing for the unimpeded data exchange across the entire healthcare ecosystem), with all its great potential waiting at the end of the process – as we outlined above – invariably presents a list of challenges. However, there is help.

Ad Victoriam’s Health Data Program offers a prescription for success. It provides a project framework with an organizational structure to align objectives, stimulate innovation, and to ensure the proper execution of a program strategy to realize the incredible opportunity that is presented. And as with every journey, it all begins with a first step. We encourage you to watch AdVic’s CMS Patient Health Data Regulation webinar series to get an overview of the new federal regulation, plus a deep dive into technology solutions for complying with the regulation.

CMS Patient Health Data Interoperability Webinar Series

Then, talk to our dedicated team to discuss the possibilities.

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Get the Most Out of Journey Builder with Marketing Cloud Connect

Get the Most Out of Journey Builder with Marketing Cloud Connect

Marketing Cloud is a very powerful Marketing Automation platform. Alone, it can do great things, but when you use Marketing Cloud Connect with Salesforce Sales Cloud or Service Cloud, you have just opened up a new range of automation options.

Marketing Cloud Connect gives marketers the ability to utilize the Standard and Custom Objects for Salesforce right within Marketing Cloud. Some of the top Use Cases for utilizing your Salesforce Data within Marketing Cloud are via the use of Journey Builder. Journey Builder within Marketing Cloud allows for amazing customization and automation of guided messaging and updates for the benefit of your target audiences.

Journey Builder Example Use Cases

Once you have connected your Marketing Cloud instance with Salesforce utilizing the Salesforce best practices seen here, you are set to fully utilize the Salesforce Journey specific activities and entry sources.

Pro Tip: If after you successfully set up the Connector to Salesforce within Marketing Cloud, and you do not see the Salesforce activities in the Journey Builder Canvas, submit a support ticket with Marketing Cloud support and they will enable it.

Salesforce Data for Journey Builder Entry Source
One of the biggest Use Cases for using Salesforce Data as a Journey starting entry source is for a Welcome Journey. Since Salesforce Data Entry looks for any new records created and or updated from Salesforce, it is a perfect trigger point to send newly created Leads down a series of welcome emails to introduce them to your story.

Salesforce Campaign Entry Source

Does your company use Salesforce Campaigns to drive marketing goals? The Salesforce Campaign Entry source for Journey builder will allow you to send newly created Campaign Members down a journey when they are created/or added to a specific Salesforce Campaign.

Define Entry Source

 

Decision Splits

Within Marketing Cloud Journey Canvas there are some very powerful flow controls and one that really helps tailor your journey to target specific leads or contacts is the Decision Split. When Marketing Cloud is connected to Salesforce, the Decision Splits have all new power to look at the related Objects based on your Journey Entry Source.

If you are sending new Leads created in Salesforce down a Welcome Journey, and you want to split the Leads into paths based on the live Lead Status in Salesforce, you can do so with the Contact Data > Salesforce Data.

Decision Splits

On the Decision Split, select the Contact Data Attribute and drill into the Salesforce Object you are looking to reference. Once on the Object, such as Lead, select the field to make decisions from. The Lead Status is a great field to send different emails based on their status in the sales path. Using Decision Splits to effectively route your subscribers down targeted paths is a great way to personalize their communication journey.

Decision Split

Sales and Service Cloud Journey Activities

Once Salesforce is connected to Marketing Cloud within the Journey Builder Canvas, you should see nine Sales and Service Cloud Activities. These Activities directly update or create records in Salesforce. These Activities are an extension of the workflow automation found within Salesforce and they leverage similar wizards to set up powerful automation options.

Sales and Service Cloud Journey Cloud Activities

Additionally, some of the Top Sales and Service Cloud Activities are the Task, Object Activity, and Campaign Member.

Task Activity
A top Use Case for the Task Activity is to use it to notify a Sales rep or Salesforce user to take action based on interaction within a Journey. For example, you can send a subscriber an email using the email send option in Journey Builder, then set up an Engagement Split to monitor if the subscriber opened or clicked on a certain call to action in the email. If the subscribers did click or open the email, you can place a Task Activity to create a Task in Salesforce on the Salesforce Record to have a sales rep give the contact a call to follow up on the sale.

Task Activity

Object Activity
The Salesforce Object Activity Journey Builder Activity allows marketers to create new Salesforce Objects right from a Journey Path. These Objects include Standard and Custom Objects. An example of how this could be impactful is that you could create a scoring system based on if a subscriber opens an email. Create a Custom Object to track points and create a point record on the Contact or Lead and use Salesforce to summarize these related records. There are many other Use Cases to create Salesforce Objects from marketing, and the possibilities are endless or maybe just limited to the Salesforce Objects you have.

Campaign Member Activity
Marketing Cloud does not have a native way to link Journeys together. However, insert Salesforce Connector and you instantly have the ability to add the Salesforce Activity: Campaign Member. When you add this Activity to a Journey Path, it allows you to create a Campaign Member and assign that subscriber to a Salesforce Campaign. You can then use the Salesforce Campaign Entry Source to send that newly created member down a new Journey, thus connecting Journeys for even more automation potential.

Campaign Member Activity

Looking to gain a competitive advantage over the competition through automation? Salesforce’s Marketing Cloud™ can benefit businesses of all shapes and sizes if correctly implemented into your organization, and Ad Victoriam’s certified consultants will skillfully guide your business through the entire implementation process. Let’s get to work today!

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Tips for a Successful Salesforce Implementation

Tips for a Successful Salesforce Implementation

No two Salesforce implementation projects are the same. All are unique in their own way and to your business. Factors, such as business requirements, team composition, your expectation, methodology, and timeline, influence the project.

Fortunately, all Salesforce projects do share the same challenges, with no bias to project size or type. Because of this, it’s important to adhere to very strict internal project management and communication practices, ensuring you never lose sight of the primary project objective – implement a Salesforce Cloud or improve the current platform so it helps clients reach their business goals.

At Ad Victoriam Solutions (AdVic), we manage Salesforce® projects of all shapes and sizes – projects including complex integrations, use of third-party applications, technical or process refactoring, Salesforce implementations, and much more.

Based on our experience, here are just a few tips and tricks – suggested directly by AdVic consultants – that will help you maximize the success of your Salesforce project.

Define Your Salesforce Project Expectations

You would be surprised at how frequently we encounter projects that require further clarification surrounding client expectations. Every project, large or small, should have a few focused bullet-points aimed to define project success. This proves to be useful in an early conversation, helping all parties apply a laser focus to the project’s scope.

Document Your Current Business Processes

Arguably the most important phase of a project’s life cycle is the Discovery Phase. It’s a crucial time for your consulting partner to ask questions, learn about your business, and build a solution to eliminate your current pain-points – all within budget and scope. We find it very valuable when clients have their processes documented and pre-defined, as it reduces the time spent on Discovery and results in faster solutioning.

Download AdVic’s Free “Justifying the Need for a CRM” Worksheet

 

How to Convince Your Stakeholders It's Time to Get a CRM

Assign a Dedicated Point-of-Contact

On occasion, project challenges introduce themselves due to delays in client communication, our inability to gather requirements from subject matter experts, and less-than-expected stakeholder involvement. Introducing a dedicated client-side liaison is essential to eliminating these challenges, as well as playing an important part in confirming the project team’s technical solutions against business expectations.

Provide Samples Reports

Often an under-utilized resource, providing samples of business-critical reports helps a Technical Team validate the proposed solution’s design against your expected output. Be sure to take advantage of this by offering your Technical Team current-state reports or mocking up future-state sample reports so you get the reports you need.

Whether it’s a Salesforce implementation, enhancement, or integration project you are mulling over, let AdVic do the heavy lifting by addressing your complex challenges through our cloud, integration, and data expertise, leaving you to what you do best – servicing your customers. Let’s talk about your Salesforce project today!

 

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Your Future Revenue: 6 Tips for Sales Pipeline Management

Your Future Revenue: 6 Tips for Sales Pipeline Management

There’s a lot that goes into sales pipeline management. After all, it’s your future revenue, so it pays to keep a careful watch over it. By regularly monitoring your pipeline, you ensure that it’s always stocked with fresh opportunities. When you take the time to identify and target your ideal customer, you’re practically guaranteed to get higher quality leads. And by finding new and different ways to enrich your lead records with trusted data to get key insights, you are gaining the opportunity to personalize the buying experience for customers with relevant messaging. As such, it’s important to remember to develop a plan for nurturing lower-scoring leads and developing a strategy for taking immediate action for high-scoring leads.

So, how can you keep your pipeline running smoothly to maintain a repeatable cycle of success? Here are six tips that will help you accomplish that goal.

1. Score the Right Leads

Want to accelerate your sales pipeline? Then evaluate your leads as soon as they come in. If a lead has a serious interest, an immediate need for your product or service, and that lead has the authorization to make decisions and allocate their company’s budget, that is, without question, a well-qualified, high-scoring lead and should be inputted into your pipeline immediately.

However, spending time on just any leads will not accelerate your sales pipeline. You need to be spending your time flushing out the right leads. When you do, you avoid clogging your pipeline with deals that simply are not ready for primetime. So, if you want to increase your forecasting accuracy, your goal should be to add qualified leads into your pipeline that are actually expected to move through the process.

2. Nurture Those ‘Not Ready’ Leads

Remember that all leads are not ready to buy, so you don’t clog up your pipeline. Make it a priority to create a separate list of casual browsers and those who you know don’t expect to make a purchase in the foreseeable future. Those are the clients that should be classified as leads to be nurtured. In the end, this will speed up your pipeline sales efforts as it allows your team to focus on the well-qualified leads.

3. Execute a Well-Defined Sales Process

Your business should identify potential pain points, obstacles that may prevent sales early in the sales process. Sales Managers need to commit the time and resources to discuss the pipeline with their teams in an effort to define a good sales process and gain incremental commitments.

4. Manage the Pipeline with CRM

Along with having a well-defined sales process, Sales Managers also need to carefully manage the pipeline, an activity which is more than simply looking at daily or weekly reports. The best Sales Managers are always asking themselves – and their teams, “What can I/we do differently today to win more deals?” For starters, they need to understand that sales pipeline management is much more than simply tracking numbers. Yes, sales pipeline tracking produces reports, but good sales pipeline management also allows sales departments to drill down into the numbers to see where their actions can accelerate the sales cycle. Customized CRM software, such as Salesforce’s Sales Cloud, is what is going to give Sales Managers easy access to that data, which in turn will allow them the necessary time to coach their teams and manage their company’s pipeline.

5. Coach Your Sales Team

Speaking of coaching the sales team, the best Sales Managers use CRM reports to understand and analyze data that gives them the information needed to coach. Remember, good sales coaching isn’t just a daily “rah, rah” speech. Good coaching is drilling down into your company’s CRM pipeline reports with your team and planning specific steps for each and every deal in your pipeline.

6. Where Possible, Automate

Once up and running with a CRM, take the time to look at the various stages of your pipeline and decide which tasks can and should be automated. Automating sales activities helps in both lead scoring and in improving the sales process, ensuring that leads are not ignored or forgotten.

Remember, accelerating the sales pipeline process is about knowing which leads to enter in the pipeline and which leads to nurture. Accelerating the sales process also means defining your company’s sales process, coaching your team, and managing your pipeline.

And last, but certainly not least, the other key to achieving the sales cycle speed you’re after is in finding time-saving ways – like implementing a custom CRM – to help your team have more face time with their customers.

At Ad Victoriam, our skilled team of Sales Cloud developers and consultants are experienced in cloud computing, CRM, and Salesforce solutions, delivering proven results to small and large sales teams in any industry. We are fully prepared to help you grow your business starting today. Let’s talk!

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Ensuring a Smooth Data Migration

Ensuring a Smooth Data Migration

Data migration can be a stressful and challenging process. The more complex your system is, and the longer you have been collecting data, the harder it can be to accurately understand, process, and transfer all of your essential business data. So, to ensure a smooth migration of your precious data to Salesforce®, you will want to make sure that you give your business a truly fresh start, and that means giving your data a deep cleaning.

Maybe you know your Contact List could use some cleaning up, or you need to remove companies that you are no longer associated with? You might also need to add new Leads to your existing data?

These can be some of the most frustrating and tedious steps on your way to CRM bliss. But they don’t have to be! Here are common issues AdVic encounters – and we fix – before starting any Salesforce migration project.

Emails

Salesforce is a great way to communicate with your contacts but to do so you need to have a way to reach them. Salesforce requires email addresses to be correctly formatted. If the email address is not in a recognized format, the whole record gets rejected. You could spend hours going through hundreds of thousands of records correcting email addresses. SQL data functions should be used to check for many data variations, like email addresses ending in periods, missing the “@” symbol, and excluding email addresses like no@email.com.

Phone Numbers

While Salesforce makes sure that email addresses are correctly formatted, you do not see as many issues with phone numbers. That’s mainly because there are so many ways to format a phone number, anything from (123)-456-7890 to 000-000-0000, with or without extensions, so Salesforce doesn’t typically reject a phone number. But there are ways to clean up fields and check for phone numbers you can’t reach, like ones with less than 10 digits, being all one number, and sequential phone numbers, like the example listed above.

Addresses

If you are like most companies, addresses are not one size fits all. From abbreviated states to full state names, a full address in one field, multiple fields for streets, and international addresses. We know this can be very challenging, but SQL functions can help with all of these issues. Using SQL, addresses can be standardized so they all are formatted the same. If you have states that are a mix of a full Georgia, GA, Alabama, and TN, they can be converted to be either full state names or the abbreviated name. When you have some addresses that are all capitalized and some that are not, those can be set to the address fields to the proper case or all capitalized letters for consistency. If you need to parse out your address to fit into Salesforce address fields, that can also be done. For example, if your address is 6525 Shiloh Rd., Suite D-300, Alpharetta, GA, 30005, then we would parse this into a street, suite, city, state, and zip code for an easy transition into Salesforce. Anything to make sure your contacts have reachable addresses.

Duplicate Contacts

Many of AdVic’s clients have sales representatives who maintain their own client contact information. When migrating those contacts into Salesforce, you could be dealing with multiple sales representatives with the same contact information and that’s a huge headache. De-duplication and merging functions can solve these issues. The best place to start is by determining what, based on your data points, identifies a record as a duplicate. Generally, this may be a combination of Name, Email, Phone Number, and/or Address. With deduplication, duplicates are identified and one record is kept. When merging, all duplicated records are combined into a single record, again based on the identification of what data is accurate.

So, remember, nearly every enterprise goes through a hectic data migration process at some point in its development. Just be sure to take the time to address the issues outlined above before you start. If you don’t, you are risking problems that can lead to slow user adoption at best, and major customer relationship issues at worst.

Ad Victoriam Solutions maximizes the top best data migration tools to facilitate a smooth and seamless data transfer to Salesforce. Since our consultants have decades of experience with many migration tools, they understand the complexities of migrations and are able to deliver the right solution for each business. Contact an AdVic Data Migration Specialist today!

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7 Top Salesforce Summer ‘20 Release Highlights

7 Salesforce Summer '20 Release Highlights

To help get you ready for the Summer ‘20 Release, Ad Victoriam’s team of certified consultants have once again poured through the latest Salesforce innovations across mobile, industry solutions, content management, AI, and more to highlight seven of the standout new features.

1. Trigger a Flow That Performs Actions After a Record Is Saved

AdVic Note: This allows Admins to bypass the need for a Process Builder that is only being utilized for triggering a Flow. This should help simplify some automation, by allowing more use cases of people migrating away from Workflow Rules.

Salesforce Overview: Creating or updating a record can now trigger a flow that performs actions such as sending an email after the changes are saved to the database. Use record-changed flows to perform after-save actions and make before-save updates. You can replace most of your workflows and record-change processes that you created in Process Builder.

2. Run Flows That Bypass User Permissions

AdVic Note: This allows Admins to control what is done in a Flow, without necessarily giving the User more permission outside of the context of the Flow. This should help with making Flows easier to deploy and less impactful to sharing/security rules in the system.

Salesforce Overview: Allow guest users to create or edit records they don’t have direct access to by setting your flow to run in the system context without sharing. Flows running with this setting ignore object-level security, field-level security, org-wide default settings, role hierarchies, sharing rules, manual sharing, teams, and territories.

Save the Flow - Salesforce 2020 Summer Release

3. Better Manage Your Community Pages

AdVic Note: This will allow Admins to have a better experience when managing a Community. It will be easier to see the different pages being utilized and how they can customize them.

Salesforce Overview: The improved Community Pages Menu makes it easier to navigate to and edit your pages. Search for a page to see the folder where a page lives and select and edit the page directly from the search results.

4. Determine Agent Capacity Based on Work Item Status

AdVic Note: Admins can now set up assignments to be more dynamic and take into account status-based capacity for omnichannel. This will allow for a better implementation of Omnichannel.

Salesforce Overview: Measure agent capacity more accurately. Omni-Channel can now determine agent capacity based on the status of accepted work rather than the previous method of open tabs. If agents are unavailable, their work remains assigned, and reflected in their capacity, until the work is completed or reassigned.

Omni-Channel Setting - Salesforce 2020 Summer Release

5. Show Extended Record and Polymorphic Relationships with the Related Record Component

AdVic Note: This is a great way to bring in more information to a page, and it now allows us to go another level deeper on the lookup relationship making it even more powerful!

Salesforce Overview: Now your agents can look up more information with fewer clicks. Agents can use the updated Related Record component to look up two levels of record relationships to get more context for their customers.

6. Debug More Flows Faster

AdVic Note: Improves the debugging ability of Flow by allowing you to select a record and for you to rollback changes to the database so that you can continue to test with that same record.

Salesforce Overview: When you debug an auto-launched flow that saves changes to the database such as create records; you don’t have to revert those changes manually anymore. In Flow Builder, use rollback mode and let it save you the hassle. You can now use the debug option in Flow Builder for schedule-triggered flows. And the debug option includes the Lookup screen component so that you can set record variables more easily.

Debug the Flow - Salesforce 2020 Summer Release

7. Break Up Your Record Details with Dynamic Forms

AdVic Note: This feature will give admins greater flexibility when customizing record pages allowing for an improved user interface experience.

Salesforce Overview: Dynamic Forms is the next step in the evolution of Lightning record pages. It adds the ability to configure record detail fields and sections inside the Lightning App Builder.

If you need help implementing any of the Summer ’20 Releases, you need a partner with extensive knowledge, depth of experience, and proven customer success. The Ad Victoriam team is ready to help you figure out your needs now! Just click here.

 

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