A New England software company contacted the Ad Victoriam consulting team to help them with a Salesforce® Sales Cloud™ implementation, a major data migration project, and the reconfiguration and alignment of several AppExchange packages.
AdVic Loves a Challenge
AdVic originally engaged because this high tech company’s original Sales Cloud implementation completed by their internal IT team resulted in a large amount of technical debt and limited use of valuable features. The company needed to clean their technical debt, migrate their data into Salesforce, enhance its usability, and increase productivity while positioning it, and their company for growth – all by their very tight two-month deadline.
The AdVic Sales Cloud Remedy
Refactored and modernized complex web of payment practices to expedite payment dispensing.
Connected and restructured previously disjointed Opportunity methodology in combination with – Events Objects Activity features in Salesforce enabled sales to utilize and leverage the Opportunity Pipeline for fostering deals to close faster and more efficiently.
Streamlining activity utilization enriched Opportunities, improve user adoption, and increase productivity.
Reconfigured and aligned their AppExchange packages, including ZoomInfo, LinkedIn Sales Navigator, Yoxel, Outreach, Marketo, Vizable, and Valence, with Sales Cloud.
The AdVic Data Migration Remedy
Migrated about 2.5 million records and data points including Opportunities, Accounts, Leads, Campaign Members, and Leads into the sandbox and then into production, followed by post-testing to ensure data integrity.
Integrated the data warehouse with Salesforce to provide a single source for truth. This ensured that new Custom Reports and Dashboards exposed all data needed for managing the team and company with precision.
Embarking on a Salesforce data migration process can be daunting, we understand. Ad Victoriam Solutions is ready to listen to your concerns and make recommendations for how to best approach your challenges. We have decades of experience with many migration tools and understand the complexities of migrations. We’re here to help you get the solution you need to succeed. Let’s talk about your data migration project starting today!
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™ 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!
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!
Roam needed to improve control and management over multi-location meeting room bookings and reporting for their sales operations. Their current management software, Gather, and CRM, InfusionSoft, no longer offered enough flexibility or scalability. Roam needed to transform those legacy systems into a higher level of data visibility to keep pace with their growth.
Atlanta-based Roam, which offers work and meeting solutions in environments designed to facilitate productivity and inspiration, turned to Ad Victoriam Solutions’ certified Salesforce® consultants to do a deep dive and devise a custom solution to drastically improve their key operating procedures.
Ad Vic’s Sales Cloud Solution
Totally on-board with AdVic’s recommendation to implement a Salesforce Sales Cloud solution, integrating their legacy management software and CRM, Roam’s solution included numerous custom upgrades that now allowed them to:
Tailor Opportunities enabling team members to evaluate utilization and capacity.
Utilize Opportunity and Opportunity Item Levels to calculate charges and to trigger invoicing.
Program Utilization Tracker to monitor bookings and to avoid double bookings.
Collect contact data allowing for targeted marketing campaigns based on user preferences.
Execute marketing campaigns for tracking outreach effectiveness.
Create reports and dashboards to highlight bookings, revenue per room, utilization, and more.
Enable Chatter to help increase effective and efficient internal communications.
What It All Means
With Roam’s solution set, giving them the greater flexibility and scalability they desired, how, exactly, will they be working more efficiently?
They now have an extensive reporting structure providing visibility into booking details, including the number of hours each room is booked, popular days, the percentage rate of bookings per room, and overall room utilization.
The sales process is now automated decreasing manual intervention and increasing productivity.
Company-wide scheduling access drives booking speed, and customer satisfaction.
Enhanced contact data points allow for target marketing, impacting sales.
Now with 360-degree reports and dashboard positions, Roam is set for future growth.
If you would like to learn how AdVic has helped other companies with custom Salesforce solutions click here.
Ad Victoriam Solutions is a Salesforce partner, not just another vendor. We learn your business inside-out to provide a successful, long-term solution. Can we design your Salesforce solution? Just complete the form below to find out more, or click here. We’ll get right back to you!
After interviewing, researching and “scoring” a number of implementation firms, DataScan selected Ad Victoriam Solutions to assist in a series of projects, starting with a clean-up and upgrade to Salesforce® Lightning on their Sales Cloud. These upgrades were necessitated as a result of DataScan operating in disparate systems and dealing with multiple sources of truth. They wanted a single platform within which they could manage and grow sales, service, and community.
Over the last three decades, DataScan has established itself as the industry leader in the wholesale asset finance technologies and risk management space. They provide technology and insights that help their customers to efficiently account for, protect and grow their business and manage their risk. A foundation of knowledge sharing, responsiveness, and commitment to growth underpins DataScan’s relationship with its customers and feeds a collective passion for future-focused, proactive problem-solving.
Following a thorough examination of DataScan’s issues, AdVic’s consultants recommended a solution that included implementing and integrating Salesforce Service and Community Clouds in Lightning.
Prior to its new platform implementation, DataScan was utilizing Zendesk.
Steps to a Successful Platform Implementation
The carefully-crafted steps involved in DataScan’s implementation were highlighted by these six:
– Customized the claim process to route tickets into a queue so agents could “claim” the ticket triggering a transfer of the ticket to the agent. This allowed agents to service tickets faster.
– Integrated products with case objects enabling DataScan to access needed data to support each of their customers’ sandbox (software). This enabled visibility into their customers’ sandboxes, allowing DataScan to provide higher quality, more personalized support, increasing customer satisfaction.
– Integrated data from DataScan’s org into their account object so the service team can provide support based on DataScan’s org. This step enhanced DataScan management’s ability to make data-based decisions when needed.
– Routed all communications through the Community portal to allow for case comments and conditional highlighting indicating message origin. This implementation increased readability and sped-up communication digestibility.
– Designed a managed team process and workflows whereby each customer could self-assign licenses based on role and add permissions to profiles/hierarchy. Their customers also now have the ability to add new contacts, view those contacts and manage their own communication preferences. Providing this self-serve system for customers frees employees from these tasks to focus on other company initiatives.
– Built custom Communication objects, permissions, and document cloning triggers to enhance document management functionality from an “all or nothing” function enabling the ability to easily upload and download documents.
The skilled Ad Victoriam team of Sales Cloud developers and consultants are experienced in cloud computing, CRM and Salesforce solutions, delivering proven results to small and large businesses in any industry. We offer consultation, implementation, integration, and customization all of the Salesforce clouds to help grow your business. To get started today, click here, or fill out the brief form below.
Klaussner, one of the nation’s largest makers of home furniture, then turned to Ad Victoriam Solutions. Our proven industry knowledge and project experience provided them with a long-term scalable solution for their specific business needs.
Klaussner’s Business Challenge
Since Klaussner has nationally-based representatives, their processes were disjointed and difficult for them to manage. Their representatives were tracking their opportunity pipeline using an Excel spreadsheet fed into their IBM AS/400 legacy system.
The solution Klaussner desired was one central system to manage their teams with consistency in reporting to gain insight into sales performance.
Building a lead conversion process verifying all leads, approving the lead to be a customer, then creating an associated opportunity.
Custom-building an opportunity pipeline to measure what business they can expect from each opportunity. Analysis of which opportunities are likely to progress and which are less likely to result in revenue was included.
Enabling Salesforce Mobile for reps to utilize remotely to capture data, and connected the data with a custom object. Data captured now details particular office visit aspects to analyze which aspects are valuable and impacting sales.
Integrating Klaussner’s legacy IBM AS400 system with Salesforce Sales Cloud. That allowed for connecting back-end office data with leads, opportunities, and sales data.
Designing a systematic roll-out process for the reps for each individual part of the system. This included hands-on scenario-based training, combined with homework assignments.
Creating reports and dashboards to provide management with insights into system adoption, customer data, pipeline management, and store visits.
Above all, you want your Salesforce implementation to be done right the first time. Ad Victoriam’s nimble team of more than 70 certified professionals across the country can accelerate your business. We’ll do that by simplifying your complex problems through cloud, integration, and data expertise. In addition, we pride ourselves on forming deep relationships with clients that go beyond the initial project.
If you would like us to design a strategic technical roadmap to streamline your operations, accelerate your sales, and provide your business with a long-term scalable solution tailored to your specific business needs, contact us here, or fill out the quick form below. We can’t wait to talk to you!
A Salesforce user since 2010, The Interfaith Hospitality Network of Athens, Inc. (IHNA), an affiliate of Family Promise, is a non-profit organization with 1,000 volunteers. Their sole purpose is to provide immediate shelter and guidance to homeless families with children, due to misfortunes in their lives.
The problem IHNA was having was that they were not using Salesforce to its full potential. Their staff and volunteers just don’t have a deep understanding and practical usage of the software. They needed help to work smarter to devote more time to better serve their ever-growing community initiatives.
And while a group of UGA students was helping IHNA with occasional Salesforce tweaks, they, too, realized they needed help. It was then that the UGA team reached out to Ad Victoriam Solutions (AdVic). As a proud member of the B Corp Community, AdVic jumped into action to offer pro bono assistance.
Specifically, IHNA needed help implementing various Salesforce Sales Cloud enhancements they were not using. Enhancements needed to include the use of dashboards showing how they were trending with their volunteer and donor initiatives. Being a non-profit with limited resources, they were looking for a solution to get away from hand-written thank you notes to donors. For one recent 300-person fund-raising event, volunteers spent 10 hours a week for two weeks crafting hand-written notes.
The AdVic Non-Profit Resolution
Here’s how AdVic put in place an optimization strategy to solve IHNA’s current and future issues:
Improvements to fields/objects to help normalize/standardize data.
Thank You Letters
Used S-doc from App Exchange to automate the creation of two types of Thank You letters to donors.
Trained IHNA staff/volunteers on how to modify templates. Now they can modify and keep using the two free Salesforce templates and never have to pay for the app.
Each thank you letter now takes seconds versus the manual letter creation process of the past. And, volunteers with this task have the bandwidth to take on new volunteer tasks.
Designed custom dashboards to highlight volunteer leaderboards focused on congregations and households.
Created custom donation reports/dashboards to support mailings. Now all relevant data can be exported and sent to a printer for mailings.
Created leaderboards for congregations, households, and Board Member donations history.
Financial Reports/Board Reports
Created a system for generating quarterly financial reports for Board meetings.
Moved IHNA out of age-old spreadsheet usage and into Salesforce report.
Normalized reporting, historical and current, so IHNA would never have to manually create those reports again resulting in more time saved.
Researched and provided instruction and guidance on installing Salesforce for Cazoomi. Now Constant Contact data to flows into Salesforce.
No more manual synching of contact data.
Salesforce Implementation Postscript
Davin Welter, IHNA Executive Director, called out AdVic consultants for their work on this project. “We are very grateful to our project team, which held weekly meetings with us. They were organized, tracked the project with us the whole way, and were very responsive to us. If we had a question at a morning meeting, they would get back to us with the solution that afternoon.”
The AdVic project team was specifically chosen because of their non-profit background. From the onset, they understood IHNA’s challenges and the stressors of being a small organization with limited Salesforce knowledge. Welter added, “They communicated in a way we could understand and appreciate.”
In addition to doing good for the world, Ad Victoriam Solutions Salesforce Consultants are a team of dedicated, innovative technology problem solvers. We are Salesforce cloud and data implementation consultants. We customize our approach to suit your processes for increased efficiency, accelerated productivity, and scalability. Contact us to learn how we can help your business flourish.