The CRM Revolution: Sales Automation and How Your Business Benefits

Human beings constantly straddle their technological peak. Where we were once impressed by sliced bread, these days we barely even bat an eyelid when NASA lands something on Mars. For me it doesn’t matter what we invent, human’s impulse for discovery and development is astounding.

Technology has seeped into every aspect of our lives and taken it over. We turn the kettle on through our phones and ask Siri to close the blinds when it’s bedtime. We speak to each other through screens. We work less because computers do it for us, helping us get more done.

Look at my industry. Customer Relationship Management (CRM) is the fastest growing software market; worth $80 billion by 2025. This forces me and my competitors to constantly innovate. Where our product used to be about storing and maintaining customer data, now it is so much more.

There’s a CRM revolution taking place. As a result CRM has become such a broad term, increasingly having new features and bits tagged onto it. The industry has taken a huge step into AI and automation, making everybody’s lives easier from developers and marketers, to customers.

Sales automation is the streamlining of tedious, time-consuming tasks in a company’s sales process. These days you can automate your whole sales process, and I’m going to show you how.

Why would you want to automate your sales process?

Let’s start somewhere in the middle, where CRM already does all those basic CRM-y things for your business. You’ve got all your data there; your client profiles, deal breakdowns, a nice-looking pipeline, and of course the communication aggregation that forms the basis of every CRM platform.

CRM sales automation takes that data and uses it for you. It takes care of all the processes you would normally complete in another tab, fiddling about copy and pasting data between the two. CRM has evolved to maintain the whole customer journey out of one simple dashboard.

This ultimate alignment between processes offers beautiful business insights…

  • Customer behaviour trends and similarities at different pipeline stages.
  • Which content and sales enablements are most effective.
  • Lead generation avenues that are most beneficial.
  • Any customer objections and subsequent bottlenecks throughout the sales cycle.
  • The average amount each stage of the sales cycle takes.
  • Simple aggregation of key metrics, often at the click of a button.

With these insights, we gain a more complete view of business than ever before. We can tweak and optimise our sales outreach until it’s… well, perfect. On top of that, using a single tool ensures we have clean data as we do not need to aggregate and match various datasets. It also affords us the opportunity to align our sales and marketing teams, bringing customer engagement to new levels.

Let’s take a walk along our sales journey, and learn how to automate our sales process.

Lead Generation

There can be no sales process without the leads that undergo it. Lead generation, as I’m sure you know by now, is the process of finding people to buy your product or service. I’m sure you’re also aware that there are two main categories of lead generation: inbound and outbound.

Both methods of lead generation can be automated without any negative repercussions for a business.

Inbound lead generation automation

For me, web forms are best for quality inbound lead cultivation. They’re an area of your website where a lead comes and gives you their data in agreement that you can contact them further along the line. There are loads of different things you can sway for web form data: newsletter subscriptions, event invitations, freemium content, and even user feedback. – Read more

#CRM #SalesAutomation

5 Reasons Why You Should Choose a Cloud CRM for Your Business

If your business or org is considering customer relationship management, here are a few key cloud CRM benefits that might help cement your decision.

Customer relationship management is one of the most important aspects of a business. That’s precisely why enterprises invest a lot of money in selecting the right CRM tool.

In the last few years, cloud technology has revolutionized the way organizations have adopted CRM. According to an IBM report, in 2008, only 13% of organizations used a cloud-based CRM, but the share increased to 87% by 2017.

In addition to being agile, a cloud-based CRM also enables organizations to access data from anywhere from any device, which in turn helps a geo-distributed team accelerate the decision-making process.

According to a Grand View Research report, the global CRM market is estimated to grow up to USD 114.4 billion by 2027.

Owing to the enterprise digitalization and remote workforce requirements, a great deal of this growth will comprise implementation of cloud-based CRM tools.

Here are a few key cloud CRM benefits for businesses

1. Cost Efficient

Moving to a cloud-based CRM is a financially sound decision. It saves a huge, upfront investment on the infrastructure and allows the organization to outsource the maintenance work to a consultant at a fixed cost.

Unlike the traditional, on-premises model, organizations can operate on a pay-as-you-go subscription model.

2. Anywhere, Anytime Access

With organizations now spread across geographies, anytime-anywhere access is a primary requirement for efficient collaboration and faster decision-making.

Unlike on-premises CRM, the cloud-based CRM allows access to data from anywhere round-the-clock. This feature enables global teams to have less dependency on each other for data sharing and reporting and helps them save a lot of time that would have otherwise been wasted on coordination.

3. Always Up-to-date

Automatic updates in the cloud ensure that the CRM is always up-to-date with the latest features, including the latest security patches. In a traditional, on-premises CRM, updates must be proactively planned and executed.

Due to intensive planning involved in updating an on-premises CRM, major enhancement updates keep getting delayed.

4. Flexible

Very few on-premises CRM tools are flexible and channel-agnostic, whereas a cloud CRM offers a lot of flexibility. With cloud-based CRM tools, organizations can buy tailor-made solutions specific to their needs.

Related: The Market for Global SaaS Customer Relationship Management (CRM) is Growing

For example, small and medium enterprises can get started with the minimal features that can help them with their current work and expand their capacity eventually as needs grow.

With a Cloud CRM, if required, organizations even have the flexibility to downsize. – Read more

8 Ways To Speed up Digital Transformation

The pandemic has forced you to meet your customers’ expectations. To do so, you need to find a way to get what looks like a long and complicated digital transformation done now.

David Schmaier is the CEO of Salesforce Industries and is responsible for Salesforce’s Industry Cloud software and business strategies for all industries.

The benefits of digitalization have been an ever-present conversation around most industries for years. But for many businesses, that seemed to be a long way off. The pandemic changed that forever. Digital transformation is no longer a future initiative – it has become today’s necessity that separates market leaders from those who are falling behind, and changes the way organizations connect with their customers.  

In this new environment, businesses have been thrust into a world in which the way of doing business is different. It’s all virtual and digital. Patients need remote doctor appointments. Consumers are shopping online and picking up their order curbside or having it shipped to their homes. Industrial machinery quotes and orders need to happen via digital channels. Many workers now rely on wifi to work from home. In-person interactions are few and far between. This isn’t just an adjustment. It’s the new normal — faster, easier, highly automated, and more cost-effective. 

The companies that thrive will be those that can transform faster. Many are scrambling to find fast, effective digital solutions. Digital projects are no longer measured in years but instead in months. The opportunity is there for all companies to unlock the digital door their customers are banging on. Imagine being one of the first to welcome them all in, especially at a time when every customer and sale counts more than ever. 

Today’s digital landscape, while an incredible opportunity, may look a bit daunting. But businesses don’t have to go it alone. The right strategic technology can help make sense of customers’ needs and elevate the ability to serve them. With capabilities to pull information from existing systems, companies don’t have to start from scratch. With cloud native solutions, businesses can go digital faster. Best of all, the right partner has real-world experience with the specific industry and challenges businesses face.

Salesforce Industries combines the capabilities of the world’s # 1 CRM and Vlocity and Salesforce’s suite of industry-specific cloud products to help organizations go digital fast. With 12 industry cloud apps and more than 700 industry-specific processes, businesses can transform faster than ever before with software tailored to the best practices of their industry, giving them unlimited scalability and flexibility to achieve the new digital normal. Best of all, we back up our world-class industry cloud software with industry experts, dedicated service and support teams by industry, dedicated engineering teams, and one of the world’s most powerful ecosystems of leading systems integrators and independent software (ISV) partners to help businesses of all sizes realize value from their digital transformation. 

Make the Digital Transformation 

There is no one right way for companies to make the transformation, as the answers and best practices differ by industry. Here are eight examples of companies that did it well with the help of Salesforce Industrie

1. Communications

Telecom Argentina’s digital transformation simplified the customer experience for 19 million customers while also changing its internal culture. Now the company is Argentina’s top provider of mobile, TV, internet, and phone services.

2. Public Sector and Government

 The State of Rhode Island moved its COVID-19 testing and contact tracing system to the cloud. This gives the Rhode Island Board of Health a comprehensive record of each COVID-19 case in the state. The initial version went live in just a month, with some key features available in only a week.

3. Healthcare and Life Sciences

Humana used an agile mindset to digitally transform its business in six months. In addition, it’s using the Salesforce Health Cloud to help power its new Enterprise Clinical Operating Model. This care management system will integrate care coordination among members, care teams, and provider communities.

4. Media

Ticketmaster sells nearly 500 million tickets globally every year. Using Salesforce allows the company to connect its customer data across the organization to enable a smarter, faster, more personalized, and fan-centric experience its customers expect at scale – Read More

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