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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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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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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The ABCs of B2B Commerce

The ABCs of B2B Commerce

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.

Here’s How:

  • Flexible Online Marketplace: Whether you are managing one brand or multiple, B2B Commerce can be configured to provide a uniquely tailored shopping experience to your target audience for both mobile and desktop browsing.
  • Connected CRM Data: Since B2B Commerce is built on top of Salesforce, you can leverage your existing Salesforce data in conjunction with B2B Commerce data to make fully informed business decisions.
  • Self-Serve & Automated Ordering: Put the purchasing power back in your customer’s hands by providing a self-service checkout portal that frees up your reps to focus.
  • Ever Changing Always Evolving: Salesforce ensures that B2B Commerce is constantly innovating and evolving to meet common business challenges as they arise.

Highlights:

  • 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

Moving fast and reaching your goals in an ever-changing marketplace is easier with B2B Commerce. With B2B Commerce, your customers enjoy a seamless, relevant, and connected experience, while you enjoy a new sales channel powered by traditional Salesforce CRM data.

Ad Victoriam’s dedicated B2B Commerce team is ready to apply their knowledge and passion to help you migrate from a legacy eCommerce solution or start from scratch and build you your first B2B solution. Our team has the skills and expertise needed to get your branded storefront up and running quickly so all you have to do is concentrate on driving new revenue. So, let’s get started today! Fill out the brief form below, or click here, so we can talk about the benefits of a B2B Commerce solution for your business.

 

 

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

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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Salesforce Reports That Keep Your Remote Sales Team Productive

Salesforce Reports That Keep Your Sales Team Productive

As businesses grow, it is anticipated that the number of remote employees will continue to grow as well. So, whether your sales team has worked remotely before or not, it is still important to ensure they are being productive. Gone are the days of sitting in cubicles and being watched over after making call after call.

Keeping Your Remote Sales Team Productive is as Simple as 1, 2, 3.

1. Communicate Purpose

The most important thing to keep your sales team productive is to communicate the purpose. Ensuring your sales team understands what is important and why will help them prioritize the different tasks that they have to do.

2. Provide Incentives

Now that your team understands the why behind what to do, they need the motivation to be productive. The best way to do this is by incentivizing your sales team. Incentivizing your team pushes them to not only meet expectations but to exceed expectations. Once you have determined the incentive, now it is time to determine how to measure your teams’ productivity.

3. Showcase Performance – Actionable

The third step is the most important one. You must have a way to visualize how your sales team is doing. Creating reports and dashboards is critical to a productive sales team. This allows you to manage more efficiently because you will see a real-time snapshot of how the team, as a whole, is performing and how each individual rep is performing.

It is important that your sales team is able to see how they are tracking with their own performance. This helps them know how close they are to their goal, what accounts they need to reach out to, and how they can improve. Make sure that these reports and dashboards are easily accessible for your team.

Useful Salesforce® CRM Reports and Dashboards

1. Goal Tracking

Some of the most valuable metrics are how reps are tracking to date and what they were at for the prior year. Showing the Year to Date, Quarter to Date, and Month to Date for the current year and the prior year allows the reps to see how they are tracking. This also allows you to understand how the team as a whole is tracking.

Reporting for Goal Tracking
Creating reports for goal tracking is simple. The easiest thing to do is to create a standard Opportunities report. From here, you can use different groupings, filters, and calculations to get the numbers you are looking for. The best practice is to use multiple reports when creating your dashboard as no one single report will give you everything you are looking for. An example is creating a report for YTD, QTD, MTD, this allows you to show your sales team how they are doing on the year, quarter, and month. Showcasing that next to the previous year can help push your team to beat last year’s marks.

Sales Tracking Dashboard

 

2. Activity Tracking

After goal tracking, the next measure to focus on is Activity tracking. Activities are vital to a sales rep’s success. In theory, the more activities logged with a prospective client, the more likely they are to close the deal. It is important to be intentional with activity tracking by bucketing different account types and how many calls or meetings are logged in each type.

Reporting for Activity Tracking
You can utilize multiple standard Activities reports. If you are focusing on Activities for your Accounts, then utilize the Activities with Accounts report. From here, you can customize your report for what meets your business need. The best practice is to ensure you have proper groupings such as the activity owner, the task type, the account type, etc. This will help you keep track of how your sales team is performing when it comes to logging activities and also if they are hitting the industries they need to hit.

Activity Tracking Dashboard

 

3. Pipeline

An understanding of your pipeline and the health of it helps push your sales reps to close deals faster and also helps you manage a forecast of the expected deals to close. This drives insight into understanding how the business as a whole is doing and how the business is expected to do.

Reporting for Pipeline Tracking
Reporting for pipeline tracking is similar to goal tracking reporting. You will still use the Opportunities report type, however, your focus will be on the Opportunity stage instead of YTD, QTD, and MTD. Also, you are able to create a standard funnel to see what stage the bulk of your opportunities are in. And if you like, you also create a bucketed field to analyze what is in the pipe versus what is committed. In addition, you are able to see a trend of what is committed and in the pipe from quarter to quarter. This allows you to push your team to close the deals that are in the final stages as well as understand how much revenue will be generated in the coming quarters.

Pipeline Tracking Dashboard

 

Some Additional Reporting Tricks to Help You Manage

  • Using targets so the gauges change colors depending on how close your rep is to their target.
  • Subscribe to Dashboards and Reports to get consistent updates.
  • Download each component as a PDF to send or present.
  • Utilize “View Dashboard As” to give a specific view based on the dashboard viewer.
  • Generate more powerful analysis and visualizations in Einstein Analytics.
  • Get notified when certain numbers are hit through Einstein Analytics dashboards.

Want more ways to inspire your sales team and drive performance? Watch this webinar to learn more. 

Managing a Remote Sales Team with the Right Salesforce Reports Webinar Replay

 

At Ad Victoriam, our Salesforce consultants can help your business achieve its sales goals. Specifically, we’ll guide you through relationship management, sales structure, pipeline management, and predictive sales. We’ll also work with you to construct reports and dashboards that will help your team reach their goals, see what accounts they need to reach out to, and outline all of the where areas they can improve. And the best part? We can start helping you today, so fill out the quick form below, or click here.

 

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