Salesforce Sales Cloud Archives - gettectonic.com - Page 13
Salesforce
04Mar

Fully Leveraging Salesforce

Salesforce, a dominant force in customer relationship management (CRM) systems, revealed a study that suggests that 83% of sales professionals believe their organization is fully leveraging their CRM system. Sounds pretty good, right?  Despite the prevalent automation and intelligence features within modern CRM systems, sales representatives still invest over 70% of their time in manual and repetitive tasks which aren’t focused on closing the deal. Not so good. This prompts the question: Why do sales reps dedicate so much time to non-selling activities? The answer may reside in the potential for enhanced CRM utilization. Only 37% of inside sales professionals strongly affirm that their organization maximizes their CRM’s capabilities, with inside sales reps identifying a clear opportunity for improvement. Addressing this issue involves prioritizing features deemed most valuable by sellers. Unsurprisingly, automation and intelligence functionalities are at the forefront. Salesforce, for instance, provides automation capabilities through Salesforce Einstein, utilizing artificial intelligence to automate tasks and deliver insightful analyses. Salesforce offers an array of tools and features to empower sales reps in their selling efforts, including Salesforce Lightning. Streamlining the sales process and enhancing productivity. Salesforce provides an extensive repository of resources and tutorials to assist sales reps in unlocking the platform’s full potential. Although CRM systems like Salesforce wield considerable power for sales organizations, their effectiveness hinges on being fully harnessed. By emphasizing automation and intelligence features, sales reps can allocate more time to selling and less to manual tasks. Fully leveraging Salesforce extends a wealth of tools and resources to help organizations optimize their CRM systems and enhance sales productivity. Tectonic is ready to elevate your team’s performance through Salesforce tuning and a comprehensive health check. Connect with us today for transformative solutions. Like1 Related Posts Salesforce OEM AppExchange Expanding its reach beyond CRM, Salesforce.com has launched a new service called AppExchange OEM Edition, aimed at non-CRM service providers. Read more The Salesforce Story In Marc Benioff’s own words How did salesforce.com grow from a start up in a rented apartment into the world’s Read more Salesforce Jigsaw Salesforce.com, a prominent figure in cloud computing, has finalized a deal to acquire Jigsaw, a wiki-style business contact database, for Read more Health Cloud Brings Healthcare Transformation Following swiftly after last week’s successful launch of Financial Services Cloud, Salesforce has announced the second installment in its series Read more

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March 4, 2019in Einstein 1 Platform, Salesforce, Salesforce Implementation Services, Salesforce Optimization, Salesforce Sales Cloud, Salesforce Service Cloud
Data Collection
02Mar

Collecting Customer Data and Acting On It

Salesforce Data Collection and Customer Journey Mapping for Better Outcomes At the forefront of customer engagement, sales revenue leaders have a pivotal role in shaping a company’s overarching strategy and enhancing customer experience (CX). Through the extraction of valuable insights from Salesforce data collection, they illuminate areas for improvement, fostering long-term revenue growth.  This is all driven by customer data. Customer Journey Mapping A powerful method to gain a comprehensive understanding of the customer journey involves creating a customer journey map. This is based on your Salesforce data collection. This map traces customers’ experiences, unveiling pain points and moments of truth within the sales process. Utilizing this information, companies can enhance CX, predict revenue more accurately, and make data-driven decisions. For instance, if sales revenue executives observe that only a limited number of customers are transitioning from a free service to a paid one, they can experiment with innovative approaches to prompt purchases. Employing digital nudges, such as reminding customers of the limited time remaining to avail the free service, revenue leaders can iterate and refine their strategies until they resonate with customers. Salesforce Next Best Action can notify sales representatives of customers most likely to be ready to convert. Salesforce automations can move likely to convert customers to next best action campaigns and make intuitive decisions based upon predetermined criteria. Thanks to technological advancements in Salesforce, tracking and analyzing customer behavior is now more accessible than ever. Leveraging data analytics, AI, and machine learning, companies can delve deeper into every digital touchpoint, assessing its impact on CX. This empowers revenue leaders to evaluate the success of diverse initiatives, compare the effectiveness of multiple communication channels, and make decisions grounded in data. Decision Based on Salesforce Data Collection One consequential decision involves identifying high-value customers in the sales pipeline. Through data analytics, revenue leaders can ascertain which customers are most likely to complete a purchase, allowing for resource allocation optimization. This approach prevents the squandering of time and resources on low-value prospects and facilitates an accurate prediction of future revenue. Sales revenue leaders emerge as key drivers of growth and CX enhancement. By harnessing technology and data-driven insights, they can make informed decisions, fine-tune customer journeys, and ultimately propel revenue growth. Let Tectonic craft a tailored program for data collection and customer journey mapping today. Like1 Related Posts Salesforce OEM AppExchange Expanding its reach beyond CRM, Salesforce.com has launched a new service called AppExchange OEM Edition, aimed at non-CRM service providers. Read more The Salesforce Story In Marc Benioff’s own words How did salesforce.com grow from a start up in a rented apartment into the world’s Read more Salesforce Jigsaw Salesforce.com, a prominent figure in cloud computing, has finalized a deal to acquire Jigsaw, a wiki-style business contact database, for Read more Health Cloud Brings Healthcare Transformation Following swiftly after last week’s successful launch of Financial Services Cloud, Salesforce has announced the second installment in its series Read more

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March 2, 2019in Salesforce Implementation Services, Salesforce Marketing Cloud, Salesforce Sales Cloud
Salesforce Quote-to-Cash
27Feb

Acronyms for Quote-to-Cash

Here is a helpful glossary of quote-to-cash acronyms you will hear in the Salesforce Ecosystem. Acronym Meaning Defintion ACV Annual Contract Value The annual revenue generated from each customer contract, each year. ARR Annual Recurring Revenue The annual revenue generated from all customer contracts (ie. the company-level revenue), a metric used by subscription-based businesses (such as those offering SaaS – software as a service). CLM Contract Lifecycle Management CLM tools manage the complexities of the contract lifecycle: the creation of the contract itself, which can range from a simple, single-page agreement to a massive list of specifications and amendments. Then you have the negotiation process and the approval process. And finally, you must manage the post-approval period, which generally consists of administering the contract, enforcing terms, and data reporting (source). CPQ Configure Price Quote CPQ tools enable sales teams to quickly and accurately generate quotes. Salesforce CPQ is an add-on product that sits on top of Sales Cloud. There are multiple CPQ tools that can be integrated with Salesforce. MDQ Multi-Dimensional Quoting Commonly used for quoting with multiple years/terms/segments where you may have a ramp-up in price over the course of the segments and/or a ramp-up in the quantity of the product being sold. SKU Stock Keeping Unit “A unique number assigned by a retailer to items in their inventory” (source). A SKU in the computer system ties directly to a physical product through a bar code. TCV Total Contract Value The total revenue generated from each customer contract, for all years. For example, a 3-year contract with $1 mil ACV will be $3 mil in TCV. Like Related Posts Salesforce OEM AppExchange Expanding its reach beyond CRM, Salesforce.com has launched a new service called AppExchange OEM Edition, aimed at non-CRM service providers. Read more The Salesforce Story In Marc Benioff’s own words How did salesforce.com grow from a start up in a rented apartment into the world’s Read more Salesforce Jigsaw Salesforce.com, a prominent figure in cloud computing, has finalized a deal to acquire Jigsaw, a wiki-style business contact database, for Read more Health Cloud Brings Healthcare Transformation Following swiftly after last week’s successful launch of Financial Services Cloud, Salesforce has announced the second installment in its series Read more

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February 27, 2019in Data, Salesforce, Salesforce CPQ, Salesforce Financial Cloud, Salesforce Manufacturing Automotive Energy, Salesforce Public Sector Solutions, Salesforce Revenue Cloud, Salesforce Sales Cloud
service cloud
11Feb

Salesforce Service Cloud Question-to-Case Explained

The Salesforce Service Cloud Question-to-Case feature streamlines the process for moderators to create cases from questions in Chatter, facilitating the efficient tracking and resolution of customer issues. Accessible across multiple platforms, including your Salesforce org, Salesforce mobile web, Aura, and Salesforce Tabs + Visualforce sites with Chatter Questions enabled, this feature ensures a seamless experience. When a customer uses the Question action in Chatter to ask a question, similar questions and Knowledge articles appear below the Chatter publisher. If the similar questions and articles don’t address the issue, the customer posts the question. The customer who asked the questions receives an email notifying them that a case was created from their question. The email provides the case number and a link to the case. Agents can respond to the question directly from the case feed using the action in the publisher. When agents find a solution, they can respond to questions directly from the console, and the customer sees the agent’s response on the question or in the My Cases view. Agents choose whether the reply is visible to the Experience Cloud site, or only to the customer who asked the question. The Salesforce Case object forms the base of the Case Management capability of Service Cloud which helps improve the overall user experience for both customers and staff. The Salesforce Question-to-Case Connector further enhances efficiency by synchronizing questions generated in Jive with cases in the Salesforce org. This integration promotes a unified approach to managing customer inquiries. As a valuable tool in Salesforce, Question-to-Case facilitates the escalation of questions to cases, enabling agents to promptly address open issues. Community users, granted moderator permissions, also possess the ability to escalate questions to cases. Salesforce Case Management allows us to record, track and solve customer issues by sales, service and support. It includes the ability to create cases either from an email (email to case), from a web form (web to case), or manually. Cases are the backbone of Service Cloud. Cases help you track and resolve customer issues, showing you a complete view of the customer. To harness the benefits of Question-to-Case, ensure its activation in your Experience Cloud sites, Salesforce org, or both. In the broader context of case creation in Salesforce Service Cloud, cases can be initiated through various channels, such as online case logging, Case Support (CTI), and Email Support. Once a case is generated, the subsequent step involves assigning it to a sales agent or queue for efficient resolution. How do I create a case hierarchy in Salesforce? To create a case that is automatically associated with a case whose detail page you’re viewing, click the New button on the Related Cases related list. From the New dropdown button, Classic users can choose to create either a blank case or a case with information from the parent case. Like Related Posts Salesforce OEM AppExchange Expanding its reach beyond CRM, Salesforce.com has launched a new service called AppExchange OEM Edition, aimed at non-CRM service providers. Read more The Salesforce Story In Marc Benioff’s own words How did salesforce.com grow from a start up in a rented apartment into the world’s Read more Salesforce Jigsaw Salesforce.com, a prominent figure in cloud computing, has finalized a deal to acquire Jigsaw, a wiki-style business contact database, for Read more Health Cloud Brings Healthcare Transformation Following swiftly after last week’s successful launch of Financial Services Cloud, Salesforce has announced the second installment in its series Read more

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February 11, 2019in Data, Salesforce, Salesforce Implementation Services, Salesforce Sales Cloud, Salesforce Service Cloud
Salesforce landing pages
12Oct

Landing Page Split Testing

A/B testing, also known as “split testing,” involves conducting experiments with two or more variants of content, such as a landing page, email, or ad. These variants are presented to different segments of your audience to determine which one performs better. Split testing optimizes pages that best encourage your visitor’s requested call to action. In an A/B split test, two or more versions of a landing page (e.g., version A and version B) are randomly displayed to visitors, and the best-performing version is chosen as the “winner.” Subsequently, the winning version is displayed to all incoming landing page visitors. Landing Page Split Testing Process The typical process for landing page split testing involves establishing conversion goals, identifying areas for improvement, and creating a test hypothesis, such as changing the CTA button color or headline text. A split test, in particular, compares two entirely different versions of a landing page to assess which design aesthetic yields better conversions. A/B landing page split testing allows you to act as a scientist, making data-driven decisions based on how people behave when they interact with your page. For instance, if you want to test which landing page headline generates more leads, A/B testing provides a systematic approach. Rather than making changes blindly, A/B testing allows you to gather evidence by sending half of your traffic to one version and the other half to a different version, helping you determine the most effective option before implementing broad changes. Never underestimate the value of your landing page headline. Here are some great tools from Wordstream. Split testing is especially beneficial for pages with significant changes, such as completely overhauling a homepage, rewriting a product detail page, or various landing pages changes and updates. It is recommended for testing complex back-end scenarios, like different checkout processes involving technically intricate page logics. Like1 Related Posts Salesforce OEM AppExchange Expanding its reach beyond CRM, Salesforce.com has launched a new service called AppExchange OEM Edition, aimed at non-CRM service providers. Read more Salesforce Jigsaw Salesforce.com, a prominent figure in cloud computing, has finalized a deal to acquire Jigsaw, a wiki-style business contact database, for Read more Health Cloud Brings Healthcare Transformation Following swiftly after last week’s successful launch of Financial Services Cloud, Salesforce has announced the second installment in its series Read more Top Ten Reasons Why Tectonic Loves the Cloud The Cloud is Good for Everyone – Why Tectonic loves the cloud You don’t need to worry about tracking licenses. Read more

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October 12, 2018in Salesforce Sales Cloud
Salesforce Success Story
27Jun

Case Study: Health Payer/Provider Onboarding/Network Growth

After doing their initial Sales Cloud implementation and SAP integration over 12 years ago, this company was only leveraging Salesforce in a basic capacity, being a predominantly SAP and Microsoft shop. Fast forward to about a year ago, with a change in leadership, Salesforce became the desired platform to build and expand on. With the need to support multiple lines of business, provide more accurate forecasting and quoting and close the gap between sales and supply chain there was a lot to tackle both immediately and long term.

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June 27, 2018in Salesforce, Salesforce Development Services, Salesforce Financial Services Solutions, Salesforce Health and Life Sciences Solutions, Salesforce Optimization, Salesforce Sales Cloud, Salesforce Service Cloud, Salesforce Success Stories
salesforce inbox
15May

Salesforce Inbox Explained

Salesforce Inbox explained. Enhance the productivity of sales reps with Inbox features, enabling efficient management of every email message, whether they’re on the move or at their desk. Available in: Lightning Experience Certain features are accessible with Sales Cloud and included in Starter, Professional, Enterprise, Performance, and Unlimited Editions. All features are accessible with Inbox, Sales Engagement, or Sales Cloud Einstein. An Inbox license grants access to Inbox features within the Outlook integration, Gmail integration, and Lightning Experience, and also provides entry to the mobile app. Outlook and Gmail Integration Features Email integrations empower sales reps to interact with Salesforce data directly within Microsoft Outlook and Gmail or through the Salesforce Inbox mobile app. The Outlook integration (with or without Inbox) is accessible as a Salesforce Outlook add-on from the Office Store. The Gmail integration (with or without Inbox) is available as a Salesforce Chrome Extension from the Chrome Web Store. The Inbox mobile app can be obtained from the Apple Store or Google Play Store. Certain Inbox features are also accessible when sending emails from Lightning Experience. Setting Up Inbox To configure Salesforce Inbox, enable the application for desktop, mobile, or both, designate users permitted to use Inbox, and customize Inbox features. All features are accessible with Inbox, Sales Engagement, or Sales Cloud Einstein. Using Inbox Features Boost productivity and efficiency with Inbox. View pertinent Salesforce records alongside your emails and events, and link email messages to Salesforce, keeping your colleagues informed about your communications. Access productivity features wherever you send emails. Once Salesforce Inbox is configured for your organization, Inbox users can install any or all Inbox clients. During installation, users link their email and calendar to Salesforce. Inbox Clients Each user requires an Inbox client to access Inbox features. The app offers various client options to support common Google™ and Microsoft® email platforms for desktop and mobile devices. Choose the client that aligns with your environment. Installing Inbox Clients To utilize Inbox, install the client that is compatible with your platform and email account. Utilizing Inbox Features in Outlook and Gmail Maximize productivity and efficiency with Inbox features directly within Microsoft Outlook® or Gmail™. Using Inbox Mobile Enhance productivity and efficiency while on the move with the Inbox mobile app. Salesforce Inbox Mobile Release Notes Inbox mobile was retired as of February 1, 2024. An Inbox license grants access to Inbox features within the Outlook integration, Gmail integration, and Lightning Experience, and also provides entry to the Inbox mobile app. Legacy Salesforce Inbox Legacy versions of the Salesforce Inbox Outlook add-in and Chrome extension have been retired. Inbox features are now accessible via the Salesforce add-in available in the Microsoft AppSource Store and the Chrome Web Store. An Inbox license unlocks the Inbox features you currently use. To continue utilizing Inbox features in Outlook and Gmail, obtain the Salesforce add-in for Outlook or the Chrome Extension for Gmail. Ensure to uninstall the legacy add-in or extension after installing the new version. Obtain the Salesforce add-in for Outlook Obtain the Salesforce add-in for Gmail (G Suite or Google Workspace email required) Content updated January 2024. Like1 Related Posts Salesforce OEM AppExchange Expanding its reach beyond CRM, Salesforce.com has launched a new service called AppExchange OEM Edition, aimed at non-CRM service providers. Read more The Salesforce Story In Marc Benioff’s own words How did salesforce.com grow from a start up in a rented apartment into the world’s Read more Salesforce Jigsaw Salesforce.com, a prominent figure in cloud computing, has finalized a deal to acquire Jigsaw, a wiki-style business contact database, for Read more Health Cloud Brings Healthcare Transformation Following swiftly after last week’s successful launch of Financial Services Cloud, Salesforce has announced the second installment in its series Read more

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May 15, 2018in Salesforce, Salesforce Implementation Services, Salesforce Sales Cloud
catch initial traffic source with Google Analytics
18Jan

Integration of Salesforce Sales Cloud to Google Analytics 360 Announced

In November 2017, Google unveiled a groundbreaking partnership with Salesforce, outlining their commitment to develop innovative integrations between Google Analytics 360, Salesforce Sales Cloud, and Salesforce Marketing Cloud. This collaboration marks the first time that sales, marketing, and advertising data will seamlessly converge. Integration of Salesforce Sales Cloud to Google Analytics 360 Announced. Integration of Salesforce Sales Cloud to Google Analytics 360 Announced Today, we at Tectonic are thrilled to introduce the inaugural integration: direct importation of sales pipeline data from Sales Cloud (including leads and opportunities) into Analytics 360. This integration empowers marketers within any business managing leads to gain a comprehensive understanding of the customer’s journey to conversion, enabling swift and targeted engagement at crucial touchpoints. Leading enterprises like Rackspace and Carbonite are already reaping the rewards of this integration, streamlining data analysis and reaching higher-value audiences. A Holistic View of the Customer Journey Marketers often struggle to bridge the gap between online and offline customer interactions to achieve a comprehensive view of the customer journey. With the seamless integration between Sales Cloud and Analytics 360, marketers can effortlessly amalgamate offline sales data with digital analytics data, gaining insights into the entire conversion funnel. This facilitates a deeper understanding of customer engagement with brands and the performance of marketing initiatives. For instance, marketers can examine the correlation between online lead sources (such as organic search, paid search, or email) and lead quality based on their progression through the sales pipeline. Enhanced Marketing Outcomes While increased visibility into the customer journey is invaluable, the true value lies in actionable insights. For example, if a particular source of site traffic consistently generates higher-quality leads, marketing budgets can be reallocated to optimize traffic acquisition. Moreover, the built-in connections between Analytics 360 and Google’s media buying platforms offer additional avenues to acquire new customers and drive incremental revenue. Marketers can leverage Adwords and DoubleClick Search tools to optimize search ad bidding based on actual sales data (offline conversions tracked in Salesforce) rather than just website leads. Additionally, they can create audience lists in Analytics 360 comprising qualified leads from Sales Cloud, leveraging Adwords or DoubleClick to target display ads to individuals with similar characteristics. Real-world Success Stories – Integration of Salesforce Sales Cloud to Google Analytics 360 Announced Rackspace, a leading provider of managed cloud services, has already experienced significant benefits from beta testing the Sales Cloud to Analytics 360 integration. By seamlessly integrating sales pipeline reporting with digital marketing analytics, Rackspace has gained deeper insights into marketing performance, saving time and accelerating decision-making processes. Similarly, Carbonite, a provider of cloud data backup services, is gearing up to transform its media activation strategy by leveraging insights derived from Salesforce data in Google Analytics and AdWords campaigns. What’s on the Horizon? In the coming months, Google will expand the availability of Sales Cloud data in Analytics 360, providing marketers with even deeper intelligence. For instance: Product-specific data will enable remarketing campaigns tailored to cross-sell or up-sell offers based on previous orders. Lead conversion likelihood data will facilitate the creation of audience lists of prospects with a high probability of purchasing, ideal for remarketing or prospecting campaigns. Lifetime value data will serve as a diagnostic tool, shedding light on the most valuable marketing channels. As 2018 progresses, Google will continue to roll out additional integrations between Salesforce and Analytics 360, enabling more accurate attribution modeling, comprehensive campaign performance analysis, and seamless audience activation across marketing channels. Integration of Salesforce Sales Cloud to Google Analytics 360 Announced If you’re not yet leveraging Analytics 360 and are eager to learn more, please reach out to us. Existing customers can engage with their account team or Certified Analytics Partner to devise a plan for implementing these integrations. Like1 Related Posts Salesforce OEM AppExchange Expanding its reach beyond CRM, Salesforce.com has launched a new service called AppExchange OEM Edition, aimed at non-CRM service providers. Read more The Salesforce Story In Marc Benioff’s own words How did salesforce.com grow from a start up in a rented apartment into the world’s Read more Salesforce Jigsaw Salesforce.com, a prominent figure in cloud computing, has finalized a deal to acquire Jigsaw, a wiki-style business contact database, for Read more Health Cloud Brings Healthcare Transformation Following swiftly after last week’s successful launch of Financial Services Cloud, Salesforce has announced the second installment in its series Read more

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January 18, 2018in Google Analytics, Salesforce, Salesforce Sales Cloud

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