None of the product can find their own customers until and unless it has been promoted well . With technology becoming more and more smarter and customers are becoming sophisticated , business should also take technological advantage of the recent innovations .This article is all about how a CRM implementation in the organisation can organise the sales process in organised manner using Salesforce Sales Cloud drawing salesforce consulting experience .
Lead Qualification And Assessment
When it comes to lead qualification , it plays an important part in lead conversion process . Gathering customer data and taking regular follows ups play a important role in lead conversation . In this regard the importance of CRM tool is very hard to overestimate .
- Salesforce sales cloud helps creating customer data , tracking of important customer together with regular follow ups . Their artificial intelligence report will help you better understand which customer conversion rate is higher and you can start dealing with more effectiveness . As the same time , it saves the sales reps time as all data is present in centralised database and saves time which may gets consumed in copying and pasting from different documents or searching for different data which are stored in silos .
- Data gathering and analysing from social media aids sales reps to focus on the most important leads rather than wasting time on the leads which will never gets converted as per their social records . As the same time sales reps will get to know the prospectus and desired expectation of the leads thus helping them to understand their customer in more effective way .
- Einstein lead scoring is a tool for prioritising leads on the basis of sales readiness . This is calculated on the basis of the interest a lead shown in your business . It uses the tool of machine learning and data science to discover lead conversion pattern and priories the leads to be focused on first .
Also Read : SalesForce Einstein Api Tutorial
Proposal
Making a proposal for your customer without having a Depp knowledge of their requirement is like running in a dark . It is the most common mistake that any business does is absence of customer data , customer might be in need os some other product , and business give other things as not required by customer leading to failure .
- SalesForce Sales Cloud functionality has an inbuilt functionality for creation of proposal as well . A sales reps can make customise quotation as salesforce keeps the data right from beginning and will help you determine which product suits best for that particular lead , thus contributing to positive customer experience .
- Salesforce allows quotes from opportunity and its product and then each opportunity can have end number of quotes in relation to synced with opportunity . In SalesForce , your sales reps can create different quotes offering different combination of products , quantities and discounts on the basis of which customer can take effective decision .
- Creating opportunity team in Salesforce Sales Cloud will help the marketing department to tailored the needs of complex proposal making by consulting with the engineering department , thus making the complex proposal easier to make .
- Cross questioning of customer at the time of making the proposal for customer is also facilitated by SalesForce .
Handling Objections
No sales can go on a straight peak line . In reality the majority of sales go hand in hand with objection . Some of the common types of problem and the variety of solution offered by Salesforce is discussed below :
- Need :Umm … It might be the case that a customer may not be in need of your product , which can be true in various aspects but at that time your sales reps can come down by communicating pros of solutions they offer and how it can actually benefit them by adopting the same . SalesForce also provides for showcase of products together with its benefits and capabilities .
- Budget : When it comes to budget of the lead , it is one of the hardest decision which must be taken care of . Is this respect a sales representative can provide the prospectus budget with best features offering . A SalesForce always proven as a helping hand by giving you a 360 view of the customer gaining a better understanding of their preferences .
- Time : A hard and fast rule of ” Buy now or you will regret the offer ” always proven to be effective . The best way to convert the leads is to be in contact with them at regular intervals . SalesForce allows to fix a schedule to make a contact with the leads as and when stated thereby reminding the sales rep to contact one account to another .
Follow-Up
Having your sales lead closed does not mean having a job done . In fact it is just the beginning of new fruitful relationship with customer which will be gained on the basis of trust , provided you manage to maintain thew healthy relationship with clients .
Salesforce cloud facilitates the add on functionality of taking follow up with the clients on the due dates and making friendly reminder if client has not been contacted yet . At the same time sales reps can schedule meeting and see responses of meeting on Salesforce classic and SalesForce mobile app. SalesForce shows events and reminders on a single reminder window and can be personalised as per the needs .
In SalesForce it does not matter when the lead is converted into deal or not , if it is converted then it will take the regular follow up , but even if it is not converted into deal , it keep the track record of the lead and keep sending them promotion offers and mails in order to continuously engage with the lead , with a hope that it might be converted into deal later on .
Understanding Competition
- Reviewing how your competitors are reaching customer
- Quickly checking out of competitor website .
- Offering better pricing and offer than competitor .
- Buying and enquiring of product directly from competitor .
- Following competitor on social media .