The world of sales and marketing is always moving so fast. New technologies and automation tools are changing the way businesses reach their customers, close deals, and drive revenue growth. All these changes in the way business is being conducted are being shaped by Salesforce, the global leader in CRM software.
In this article, we will discuss how Salesforce and sales automation can absolutely change the game regarding how you approach sales and marketing. A Salesforce development company that understands your business needs will leverage Salesforce implementation for improved productivity, greater visibility, and increased scale of the business. Let’s dive in!
Better Data and Insights with CRM
On a core level, Salesforce delivers a robust cloud-based CRM software suite for tracking contacts, recording deal statuses, and analyzing insights on the business. The key benefits of CRM include:
- Centralized Data: Store customer and prospect information in one searchable database that’s accessible from anywhere. Goodbye to cumbersome spreadsheets!
- Enhanced Reporting: Gain valuable insights into pipeline trends, top deals, lead sources, and more, brought about by CRM analytics and dashboards. Growth opportunities now are easy to discern.
- Predict Revenue: CRM software looks at your history for patterns using machine learning to predict sales. Plan your goals with accuracy.
- Collaboration: Teams truly share updated client information; there is no need for a parallel system.
Data in CRM means sales and marketing teams don’t need to spend hours gathering intelligence, but they can utilize that time better by acting upon that insight.
What follows is a table highlighting 4 major benefits of customer relationship management software.
| CRM Benefit | Description |
| Single Source of Truth | Consolidated customer data in one platform |
| Data Analytics | Gain visibility through reports and dashboards |
| AI-Driven Insights | Surface trends and predict future outcomes |
| Cross-Team Collaboration | Align sales, service and marketing efforts |
More Personalized Outreach
Beyond centering information, Salesforce lets the user tap into that information to communicate more intelligently. Contact management, email integration, and campaign automation make each touch more relevant.
Streamlined Contact Management
Store complete profiles in the Salesforce CRM to instantaneously understand the background of any lead or contact. Connect email and call history directly to every record so that whoever engages that person has context for more meaningful conversations.
Email Marketing and Automation
Sync your email marketing platform directly with Salesforce contacts. Segment lists in targeting super-personalized messaging across interests, role, location, and engagement history.
Meanwhile, Salesforce Journey Builder is an automation tool to help nurture contacts with a predetermined chain of emails and offers. Customizable paths scale one-to-one communications.
Social Monitoring
Listen for social conversations through channels like Twitter and Facebook to surface promising leads earlier in their journeys. Salesforce Social Studio pipes this information directly into each contact record for easy access, so reps can use social content to help break the ice in initial outreach.
With enhanced contact visibility due to CRM and marketing automation, teams better deliver relevance across every touchpoint in the customer’s journey.
The Sales Hub: Empowering Your Sales Teams
At the core of every company is its engine of sales. To close more prospects as valuable customers, reps need a hand in efficiency and targeting the right buyers.
Welcome to Salesforce Sales Cloud, a collection of AI-empowered sales tools to close bigger deals faster. Core components include the following:
Lead Management
Automation of lead scoring and routing to drive the sales productivity sky-high. The best leads reach the right reps, while custom rules send promising contacts to specialized teams and filter out low-quality prospects.
Opportunity Insights
Use predictive analytics to prioritize those hot deals in your pipeline most likely to turn into revenue. Reps wasting time on dead accounts can shift focus onto accounts that possess the highest win probabilities.
Buyer Journeys
Map common buying journeys in your industry to determine what stages and decision makers are part of complex sales. Your insights will guide prospects through the process.
Sales Cloud process optimization puts sales teams’ effort where the high-impact activities are: building customer relationships and closing deals.
Aligning Sales and Marketing with Pardot
Friction between sales and marketing creates inconsistencies that frustrate customers.
- Marketing nourishes leads that sales reps fail or neglect to follow up on.
- Sales chase accounts that are outside the marketing target.
- Prospects hear conflicting messages throughout every touchpoint.
Add Salesforce Pardot to your stack to align sales and marketing around a unified set of goals. B2B marketing automation equips the teams to:
- Identify buyer personas
- Build lead nurturing journeys
- Grade prospects on key behaviors
As leads engage with the campaigns, their grades are updated in real time within Salesforce CRM where the reps take over.
And the handoff from demand generation to sales reps remains seamless. Alignment improves with deal velocity!
With Marketing and Sales working off the same playbook in a common Salesforce environment, teams hit revenue goals faster!
The Future with Salesforce Einstein
The innovation fueling Salesforce’s success isn’t slowing down, including in software development companies in India. Salesforce Einstein – the company’s artificial intelligence platform – powers the next wave of intelligent CRM.
Salesforce Einstein consumes data from across systems using machine learning algorithms, delivers insights, and recommends optimizations to help enhance productivity. For example, Einstein Discovery will detect seasonality trends in the historical pipeline data and forecast future cycles so teams can set goals and allocate resources accordingly. Embed predictive analytics and automation across sales and marketing processes, Salesforce Einstein no doubt extends human effort.
Bright indeed does the future of automation of sales and marketing seem! With its ever-changing ecosystem of tools and intelligent features, Salesforce will keep pace with the velocity of the industry in their enablement of frictionless omnichannel customer experiences.
