Implementing Salesforce Successfully

Things to Think about before Implementing Salesforce

Effective Salesforce rollouts require a well-crafted plan and careful execution. Implementations are intricate and demand a thorough knowledge of how the system works. As with everything, experience is vital to a smooth integration. This post is not meant to scare you but to equip your team for the journey ahead. Read on to learn more about what you should consider before implementing Salesforce. 

Salesforce is a powerful system that provides users with unparalleled capability. The tool is a must-have for any company looking to grow and stay connected. It’s so much more than your parents’ CRM – it’s a customer service tool, a help center, a marketing platform, etc. But as the saying goes, “with great power comes a great implementation.”

What Does Integration Look Like?

Like the kid in school who is friends with everyone, Salesforce plays well with external applications. From Dialpad to Adobe, you can easily access hundreds of apps through the Salesforce system.

Before you start the implementation, we recommend mapping out a complete list of integration needs. Make sure you know what you want and how the systems will communicate with each other. 

Pro Tip: Actual integrations take time and require technical expertise. While the DIY spirit is admirable, it usually doesn’t end well here.

How To Train the Team

Salesforce is not an autonomous vehicle; it requires someone to drive it. The driver here is your team, and as it takes time to learn how to be a good driver, Salesforce also has a bit of a learning curve. Therefore, helping users with best practices and terminology is crucial. The two questions you want to answer are:

  1. How are we going to train everyone? 
  2. Where can users go if they have questions?

It’s just as important to have an internal team trained and motivated to use Salesforce as it is to have the tool. Depending on your capacity, training can consist of anything from a series of teamwide meetings focusing on how the platform works to mandatory completion of Trailhead units. This Trailhead curriculum is a free resource created by Salesforce to educate users. It’s a great tool to introduce newcomers to the Salesforce ecosystem. In addition, training allows your team to get up and running on the platform quickly.

Your team should create a working vocabulary and an outline of best practices. It doesn’t have to be pretty, but an internal resource will help answer questions and reinforce standard operating procedures. It may sound like tedious work, but you’ll thank us later.

professional businesspeople

Internal Salesforce Resource

Who is going to be your Salesforce “person?” Who will be responsible when questions, problems, or recommendations arise? While Salesforce is an independent and self-sufficient application, you still need someone internally to oversee the day-to-day operations.

There are a few determining factors when assigning this responsibility. For example, an admin may be a good idea if you’re looking at running a large-scale operation with 50+ users. Admins usually come with a series of certificates and a wealth of knowledge about how the system should run. At the bare minimum, though, you will need someone internally who is comfortable setting up new users, editing fields, and ideally working with Flows. In addition, you’ll find an internal resource who can quickly troubleshoot and answer questions to be very efficient and productive.  

Choosing the Best Salesforce Implementation Partner 

Similar to the dating landscape, there are many options for finding a consultant to lead your implementation. On Google alone, you’ll find the names of 100+ businesses that say they are the best. This process can be confusing and frustrating unless you know what to look for in a partner. Arguably, experience and communication are the top qualities of a capable partner.

Has the company implemented Salesforce before? This is probably a good question when evaluating any business but so crucial here. A lot goes into implementation, and you really need to trust that the company knows what they’re doing. Before making a decision: 

  • Reach out to their references
  • Check their Salesforce Certifications
  • Read their case studies, if available

Communication is often overlooked, but it’s the key to any healthy business relationship. Because of the technical requirements and the level of customization of each Salesforce system, you must be comfortable with how the consultants communicate with you. For example, making sure the system works the way you planned and getting all your questions answered promptly are communication considerations. 

The Salesforce platform can transform your organization. But, before that can happen, the tool must be implemented appropriately. Getting to that place can be an uphill battle if you’re unprepared. Therefore, a comprehensive plan that outlines what happens before, during, and after the implementation is critical. In addition, working with the right consultant will make the transition as smooth and easy as possible. 

Our Revenue Ops, LLC team is committed to providing the best experience possible. We have a tried and true system for Salesforce implementations that starts with a complimentary discovery meeting to discuss your needs. Then we map out a plan with specific tasks and timelines to strategically incorporate Salesforce into your operations and tech stack. We take the time to review project progress and address any questions throughout the process.

If you want to discuss how we can help you to implement Salesforce successfully, don’t hesitate to contact us!

Salesloft Solutions Partner Program

What the Salesloft Partner Program Means to Us

Salesloft recently announced a Solution Partner Program for companies that recommend and implement Salesloft tools to maximize revenue for their clients. We are thrilled that Revenue Ops LLC has achieved Select tier status within this partner program.  

We are excited about formally partnering with Salesloft. We’re very comfortable with the platform. It is our sales engagement software of choice when we’re working on improving our clients’ workflows.

This partnership uniquely positions us to have access to Salesloft resources. We are particularly excited about experiencing cutting-edge product feature releases. Salesloft is committed to providing enhancements that reflect current sales process trends. And, we’ve found them to be really good about responding to customer feature requests since they’re based on real-world use cases. 

We’re looking forward to being privy to future integration and implementation opportunities. We appreciate that improving an operational process does not necessarily mean installing completely new programs. Sometimes existing programs just need a little boost to make them more useful. Integrations enhance our strategic approach when developing the technology and workflows for our clients because it saves time when we implement existing applications to complement new software. It also streamlines the training and onboarding process. 

Ultimately the most significant benefit of this partnership is transferring all of these perks to our clients. So when you work with us, you can be confident that you’re receiving the highest level of service. 

Best Features of Salesloft

We think the biggest and best benefit of Salesloft is that it allows small but mighty teams like us to operate like a large, Fortune 500 company. There might be strength in numbers, but sometimes less is more. 

Thanks to the robust and intuitive nature of Salesloft, we can communicate at scale with our prospects and customers. These days, resources are scarce just about everywhere, and there isn’t enough time in the workday to accomplish everything we need to do. But, if we invest a little time in building relationships with our contacts by defining audience segments, configuring some preset messages, and establishing a reasonable distribution frequency, we can maintain top-of-mind exposure effectively and efficiently.

Salesloft provides the tools we need to automate our communications along with a high degree of personalization and customization. As a result, we can interact with our contacts strategically and regularly. In addition, Salesloft offers one-to-one SMS messaging capabilities and custom videos so that we can engage in direct but less invasive ways.

Salesloft also makes it easy to connect and scale our operations through integrations. Therefore, we don’t have to reinvent the wheel when implementing new technology. Salesloft integrates seamlessly with a number of sales and marketing applications, including Salesforce.

As a Salesforce partner, we combine data from our CRM and sales engagement activities to paint a clear picture of our interactions. And we use the data to evaluate our tactics and optimize them accordingly. 

Salesloft Select Partnership

Salesloft Improves Our Operations

Salesloft is designed to help sales representatives be productive and focus on their regular sales tasks. They don’t have to be bogged down by mundane administrative tasks because Salesloft automates and synchronizes tasks like recording conversations, scheduling meetings, and designing and distributing reports. 

Sales representatives feel more organized and aware of their responsibilities. Salesloft makes it easy for them to understand where their contacts are within the sales process. And they can easily plan the next steps and follow-ups so that nothing falls through the cracks. 

From a customer experience perspective, Salesloft enables customer service representatives to stay on top of renewals to maximize revenue. Avoiding missed opportunities goes a long way to ensuring recurring earnings and maintaining customer satisfaction. In addition, positive experiences with customer service help to extend the customer lifecycle.

Why Salesloft

When considering a sales engagement platform, it’s impossible to ignore Salesloft. It’s a market leader, and for a good reason. Salesloft focuses solely on optimizing business development opportunities and streamlining the sales cycle.

We at Revenue Ops LLC are intentional about aligning with market leaders. Salesloft is recognized by G2, Forrester, and TrustRadius. We help our clients maximize their revenue and scale their business by working with best-in-class products.

We are an experienced team of sales, marketing, and customer success professionals committed to helping clients improve their performance. We apply our deep knowledge of CRM systems like Salesforce and sales enablement tools like Salesloft to optimize sales potential by stimulating and tracking customer interactions. Learn how we can help you implement a strategy to improve revenue operations and maximize your growth.

Sales Enablement vs. Sales Operations

The Difference Between Sales Enablement and Sales Operations

Sales enablement, sales operations…sounds pretty similar, right? It’s actually pretty easy to confuse the two. Here are the most significant differences between sales enablement and sales operations. 

The key difference between sales operations and sales enablement is that sales operations focuses on the operational efficiency of the everyday business processes involved in selling (i.e., order management, forecasting). In contrast, sales enablement experts work directly with other teams to increase adoption within the organization by providing content, training, and support for their customers. 

Note: operational or technical account managers are a part of sales operations, whereas account executives or senior account managers can be considered as part of sales enablement even though they may not have direct reports under them. This distinction becomes more evident when they have a dedicated individual responsible for overseeing the training, onboarding, and support of their accounts.

Sales Enablement Roles and Responsibilities

  • Create, manage and distribute content
  • Train internal stakeholders on their products or services
  • Partner with marketing for campaign support
  • Develop supporting collateral to help internal teams sell better

Sales Operations Roles and Responsibilities

  • Order management
  • Forecasting
  • Technical account management
  • Classifying and adding new accounts
  • Workflows and approvals (pipeline development)

How are these roles similar? Both are responsible for creating, training, managing, and distributing the company’s product awareness. Plus, a good sales operations team should have a solid understanding of how sales enablement efforts directly relate to actual sales. And vice versa: sales enablement directly impacts operational efficiency when done correctly. For example, sales engineers can identify issues in your software and escalate them before customers contact the sales team.

Focus on What’s Best for Your Business

This distinction between sales enablement and sales operations matters because it helps each team focus on what’s best for their business.

Sales enablement focuses on delivering an engaging customer journey. Therefore the team works closely with marketing to provide content through email drip campaigns, interactive guides, and personalized user experiences.

On the other hand, sales operations will work closely with other teams like finance to identify opportunities for process improvement, including automating order management or improving forecasting accuracy.

Drive New Business Growth

Both roles are vital for driving new business growth – yet both still require additional tools to help them become even more efficient at their jobs (or turn you into a unicorn).

Sales Enablement: If you’re working on sales enablement, then the first thing you need is CRM. CRM gives your team one place to manage all of their customer interactions and information, including marketing campaigns, email drip programs, account plans, product launch schedules, and more.

Sales Operations: If you work in sales operations, then the next thing you’ll want after CRM is analytics. Salesforce Analytics Cloud lets you track company-wide trends so you can benchmark how much business your reps are driving overall vs. other companies in the industry. In addition, it comes with pre-built reports that help you visualize data to improve quotas or forecast accuracy.

Operations + Enablement = Sales Growth

These two roles work together to drive new business growth. But the right tools can take them from good to great.

The best part about having both solutions? You can use them together to measure shared metrics across the company. Here’s a quick example: Sales operations wants to track the number of demo requests made by reps, and sales enablement wants to track the number of demos completed. But instead of each team creating their own copy of these KPIs, they can simply create a custom report in Analytics Cloud that uses both sets of data – which means less time spent tracking down information and more time for analysis and action.

So if you’re trying to figure out how best to spend your budget this year, remember that there are two distinct yet equally important roles when it comes to driving business growth. Sales enablement focuses on customer engagement while sales operations helps teams become more efficient at their jobs – so make sure your tools reflect those priorities!

Best Tools to Consider

1. Salesforce Sales Cloud: The sales management platform that helps salespeople and sales operations teams become more efficient at selling.

2. Salesforce Analytics Cloud: The analytics platform that lets you measure and benchmark your company against other businesses in your industry and identify opportunities for improvement.

3. SalesLoft: Fully-automated outbound prospecting software that uses AI to generate personalized email campaigns, manage prospects from cold outreach all the way through to close.

4. InsideView: Helps sales and marketing teams quickly discover new prospects, prioritize them based on fit, and generate targeted lists for outreach.

5. HubSpot Sales: A platform that lets you manage all your contacts with automated workflows that easily move prospects through the funnel. It also makes it simple to create custom reports that help teams understand their data in context with overall company performance.

6. HubSpot Marketing: The marketing automation platform allows marketers to personalize each customer’s journey by integrating email, social media, paid advertising, and more.

7. Zapier: A web tool that makes it easy to build your own automated workflows between all of our apps without having to write any code.

8. FullContact: Helps sales reps quickly connect with new leads by automatically updating their contact profiles based on social media activity.

9. RingLead: Lets companies link contact data from third-party databases into Salesforce so they can get a complete view of not just who their existing customers are but also who they’ve had conversations with in the past (and might be interested in reaching out to again).

10. Rapportive: Allows you to see LinkedIn profiles within your inbox so you can make connections based on shared contacts.

The best software solutions for your business will depend on the size of your team and how you work together within each role (sales enablement vs. sales operations). However, most companies can benefit by having access to both types of tools because they focus on different aspects of growing revenue. With this distinction in mind, you can be sure to develop a complete and well-rounded sales stack that will help you increase your ROI and become a unicorn.

We at Revenue Ops LLC are happy to help you navigate sales operations and sales enablement software options and choose the right tool for your business. Let’s discuss your goals, obstacles, and vision to get started. 

Marketing Automation vs. Marketing Operations

Marketing Automation vs. Marketing Operations: What's the Difference?

We know that the world of marketing can move fast, but sometimes, it seems like it can move a little too fast. Remember when SEO was the next big thing in marketing, then it was social media? Tech has done a lot to transform the industry, and it has recently given us a few more transformative and helpful innovations: marketing automation and marketing operations. 

Not sure what the difference between the two is? Don’t worry, a lot of people have the same problem. Each practice can complement the other, but they have some very distinct differences.

Let us be your guide to the growing world of marketing technology! Read on to learn everything you need to know about the difference between marketing automation and marketing operations.

Marketing Automation Defined

When people talk about marketing automation, they’re not talking about one single thing. In truth, marketing automation could be considered a blanket term for all of the software platforms and technology people in marketing and sales use to bring in leads, spread their message, and essentially, do their jobs better.

In fact, we’d bet that some people reading this are using marketing automation tools at work and may not know it yet.

Do you use Pardot or Marketing Cloud to send emails or distribute leads to your sales team? Is HubSpot your main platform for updating website content and managing social media? Congratulations! You’re a marketing automation expert, and you didn’t even know it!Marketing automation can do wonders for generating leads, measuring analytics, and managing different stages of your marketing funnel. With the right tools, you can score prospects, distribute targeted content, nurture leads, and more.

Marketing Operations Defined

Now that you have all of these amazing tools at work, you’re going to need someone who can do more than just ensure that they’re being used properly. You’ll need someone who can develop processes, implement new technology, and help analyze the effectiveness of your overall marketing strategy to enable you to scale your business. This is where marketing operations come into play.

Marketing operations, also known as marketing ops or MOPs, is the backbone of the marketing team. The Marketing Ops team develops consistent processes to ensure repeatable results, proper integration of all of the tools used by the marketing team, and reliable data collection so that data-driven decisions can be made to increase business.

The MOPs team creates the necessary automations to allow the marketing team to do less work but have a greater reach. The data and analytics gathered and analyzed provide the entire company a transparent view of the efficacy of their marketing activities. Data and analytics collected through appropriate technology and processes implemented by the marketing operations team will be a valuable resource to draw upon when planning and budgeting. They assist leadership with measuring progress against marketing goals.

 

marketing automation vs. marketing operations

Marketing Automation vs. Marketing Operations: What Do I Need Most?

 The answer to this question is simple: you’re going to need both. 

Marketing automation can do a lot to transform the way your business views marketing. You’ll be able to work efficiently, and you’ll have the tools you need to truly bring your marketing game to the next level.

However, if you want to use your new tools correctly, you’re going to need context and insight into the data you’re gathering. A strong marketing operations plan can help ensure that you’re using your tools the right way, and it will let you know if any improvements can be made.

It’s also important to note the significant role both practices can play for revenue operations, also known as RevOps.

Bringing in money is only half of the picture, so those in revenue operations understand how important forecasting and growth are to the company. Marketing automation and operations are both critical to success and provide a solid foundation for setting important company goals around revenue.

Tips For Getting the Most Out of Both

As you can see, marketing automation and marketing operations go hand in hand. Marketing automation comprises the tools and processes used to scale up marketing activities while the marketing operations team implements and drives those systems.

Now that you know the difference between both practices let’s dive into how you can get the most out of them at work.

Prep Your Content Strategy

You might be ready to invest in automation and strategy, but is your content plan ready for the change?

Lead-nurturing programs are the bread and butter of marketing automation. In order to have a stellar lead-nurturing program, you’re going to need different kinds of content that can help people at each stage of the marketing funnel.

Take the time to think about your current approach to content before investing in either operations or strategy. Think about your current content calendar and whether you have the internal resources needed to produce content regularly.

Encourage Cross Collaboration

Marketing operations is one part of a larger revenue operations strategy, which seeks to break down the traditional silos between the sales and marketing teams, improve communication, and increase effectiveness.

By implementing the right technology and processes, the entire marketing automation system will drive the front half of the revenue operation strategy, increase the effectiveness of the entire sales and marketing funnel, and improve ROI.

Get Started Now

Marketing operations and automation can be what you need to truly transform your current approach to marketing. When you have the power of tech on your side, anything is possible in sales and marketing!

You’re going to need an expert in marketing and revenue to help you launch the next stage of your business. Luckily, we’re here and happy to help. Reach out to us today, so we can make a plan for your company.

Sales Ops: Becoming More Strategic

Sales Ops: Becoming More Strategic Infographic

Sales Operations – what is it, and what does it mean to you?

Sales Operations, also known as Sales Ops, is a general term that refers to processes, technology, and activities that support the sales team and enable them to sell more efficiently and effectively. While Sales Ops has been part of the sales process for many years, it has only recently been recognized as a strategic powerhouse within the Revenue Operations function, helping to support and define the sales strategy.

Sales Ops is generally comprised of processes, technology, and data and analytics. Sales Ops professionals use these three pillars to create a strategy that makes it possible for the sales team to increase revenue while minimizing costs and streamlining tasks to complete more work with less effort.

Salesforce, the world’s leading customer relationship management (CRM) platform, surveyed nearly 6,000 sales professionals as part of their “State of Sales” report. They took some of that data and created a companion piece, “Trends in Sales Ops,” which is meant to help emphasize the growing importance of the Sales Ops function and help others understand its strategic importance.

This infographic contains some of the key metrics contained in that report highlights some of the ways that Sales Ops is becoming more strategic within organizations. The Sales Operations job description is expanding and there has been increased involvement in the following areas since 2019:

  •  Sales Strategy Planning
  •  Sales Performance Analysis
  • Sales Strategy Coordination
  • Sales Technology Management
  • Sales Training Management
  • Cross-functional Workstream Management 

Why is this important? Roughly 78% of customers expect consistent interactions across departments, but a whopping 59% of customers say it generally feels like they’re communicating with separate departments, not one company. It’s important to unify and empower the various functional groups to create a uniform and organized customer experience. You can achieve this by involving all of the relevant parties in the process. 

Sales Ops is becoming more strategic. 81% of Sales Operations professionals say that sales technology needs have changed. 89% say Sales Ops plays a critical role in growing the business. 85% of sales professionals agree that Sales Ops is increasingly strategic.

Sales Operations Demystified

Understanding the increasing role of Sales Ops within your business is critical to increasing your revenue. We are a team of strategic revenue operations experts who help our clients maximize their revenue through process improvements, technology enhancements, and meaningful data analysis. We are well-versed in sales enablement tools, marketing automation solutions, and digital analytics applications. Feel free to contact us if you’d like to learn more about our services or schedule a free initial consultation.

The Key To Revenue Optimization Is Your CRM System

The Key To Revenue Optimization Is Your CRM System

A Guide to Achieving Better Relationships and Interactions

Are you a business owner who spends more time on menial tasks than on initiatives directly related to revenue optimization, such as customer relationship management? Do you feel like you’re spinning wheels trying to increase revenue by creating more products?

What if there was a way you could get off that treadmill? And instead, maximize your revenue by optimizing your business processes and tech stack so you can better connect with your current customer base.

We call this working smarter, and this is what revenue optimization is all about. The key you need in your toolbox to achieve this goal is a quality CRM for small business software.

Don’t worry if you don’t know what a CRM system is or how it can help you; we’ve got you covered. Keep reading to learn about optimizing your revenue streams through improved customer relationships.

What Is A CRM System?

A quality customer relationship management (CRM) system can revolutionize the way you do business. Historically, the buyer’s journey was conceptualized as a linear process. Customers moved from marketing to sales and finally over to customer service.

However, in today’s business landscape, customers move back and forth between your teams regularly. And because of that, your teams need to communicate seamlessly to give your customers the best experience possible. Ideally, one that imprints a lasting, positive impression.

The customer lifecycle is now much more intertwined and less linear than ever before. With a fully integrated tech stack that allows all teams to access the CRM, everyone can see data they need on a customer’s profile, regardless of where the prospects are in the buying process.

This is where a cloud-based CRM can revolutionize the way you do business by allowing everyone on your team the ability to offer informed advice to your prospects and clients. Your team can see at a glance what products each customer has purchased and any previous customer service tickets opened, leading to a more personalized experience and increased sales and customer loyalty.

How CRM Can Help Your Business Improve Customer Service

Customers have spoken. And they want better customer service from the businesses they choose to support. And, more importantly, service is a significant factor in their final purchase decisions.

So, don’t put off improving your customer relationship management system for your business any longer. Improve the relationship you build with your customers. Then you’ll improve not only your customer service but also your bottom line.

Don’t discount your prices in an attempt to bring back repeat customers. They represent your warmest audience as they’ve already purchased from you before. Instead, give them an amazing experience, and they’ll pay top dollar to come back for more.

As you build out the story for your ideal buyer’s journey, consider how important the last phase is. This is why customer lifecycle optimization can improve your customer relationship.

You spend countless hours and hundreds of dollars acquiring new leads every month. Don’t waste that time and money by neglecting new customers after they purchase from you. Each time a customer reaches out to your organization, the person they talk to needs to see all their other touchpoints to service them efficiently.

By offering this individualized customer service, you can stand out from the crowd in your industry. When others aren’t going the extra mile in customer service, you can offer world-class service and a more personalized experience for your customers.

Offer exceptional service post-sale, and you’ll build a reputation that will increase revenue and your customer base. You can do this seamlessly because everyone on your team can access every client’s profile and information.

How CRM Improves Your Revenue Optimization

At the heart of every business is revenue generation. You’re always looking for more ways to increase sales and profits. But what if you instead looked at how to optimize your current sales and marketing tech stack to increase revenue?

By using a centralized program amongst all your revenue departments, you break down the silos. You can increase revenue with the products and customers you already have.

Now your sales operations team can provide valuable information to your customer service team, and vice versa. Break down the walls and open up communication.

If you’re not sure you’re maximizing the profit potential from your current CRM system, then you should reach out to a professional. Don’t keep wondering if your sales figures could be higher without creating new products, hiring more salespeople, or running more ads. Instead, take the data from your integrated tech stack and create reports and dashboards that will allow you to make data-driven decisions for your business.

With the right system in place, you can increase your revenue without increasing capacity. Don’t leave any untapped potential on the table. Now is the time to optimize your capacity so you can grow your business. Seek help from certified experts who can show you how to make the most of your CRM system to increase your revenue.

Grow Your Business by Growing Your Relationships

You know you should put your customers first. But it can be hard when you’re running your business; the details easily slip your mind when dealing with day-to-day tasks. This is why systems and processes are vital to your success.

Create a system that involves an all-encompassing customer relationship management program. A CRM for small business can revolutionize how you do business and improve your revenue optimization today.

Schedule your free consultation to see how Revenue Ops LLC can help you improve your customer relationships today using tools like Salesforce. We help businesses like yours increase revenue by enhancing technology, improving processes, and optimizing reports and dashboards so that you can make data-driven decisions to drive your business forward.