Preparing for Salesforce
Patrick Crosbie
How to define your Salesforce requirements

No two Salesforce implementations are the same. Each of our clients has unique processes and requirements and it's our job as Salesforce consultants in Dubai to design and built CRM platforms that reflect those bespoke requirements. The first step in working with Tenacre is to define the scope of work for the Salesforce project.

This process can be difficult for many of our clients, so we've written this article to provide assistance. Remember that your Tenacre consultant will walk you through each of these steps, you won't have to undertake any of these activities by yourself.

How to define your Salesforce requirements
Preparing for Salesforce
Patrick Crosbie
Taking your sales processes to the next level ...

84% of b2b customer inquiries fail to convert. Why? 

A report by the Aberdeen Group tells us that 84% of inquiries that businesses receives will not convert to a sale. These inquiries are usually expensive, you've paid out marketing budget for Google Adwords, Facebook, LinkedIn or Twitter campaigns. 

So what's the problem and how can you fix this? 

Taking your sales processes to the next level with marketing automation
Sales Management
Patrick Crosbie
Creating value for the sales leaders with ...

For companies in Dubai and the GCC region, succeeding in sales and sales management is can be dependent on the tools and technologies that are used. Many of our clients relied on spreadsheets or basic CRM platforms before making the decision to upgrade their CRM to Salesforce with the help of Tenacre consultants.

Once the decision has been made to move to Salesforce, what are the benefits that you can expect?

Creating value for the sales leaders with Salesforce CRM
Preparing for Salesforce
Patrick Crosbie
Salesforce implementation - Essential ...

A Salesforce project can often seem daunting, particularly if you haven't been involved in one before. Depending on the degree of change that Salesforce will bring to your company, the key to getting the CRM up and running is to prepare thoroughly. While each project that we work on is unique, there are common themes that the team at Tenacre has identified that could help you prepare better before the project kicks off.

Salesforce implementation - Essential preparation

Marketing Effectiveness

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How to make 'Lead Nurturing' work for your sales team

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How to make 'Lead Nurturing' work for your sales team

We're doing a lot of work with Pardot (the Salesforce marketing automation software) at the moment. We think Pardot is a fantastic solution, but I'm not going to talk about it (much) in this article. Instead, I want to talk about the piece of our sales and marketing efforts that most of us ignore, the middle of the sales funnel. I think that if companies here in Dubai concentrate a little more effort in nurturing the middle of the funnel sales opportunities that they can enjoy a 10% to 20% increase in revenue within three months. The Pardot marketing automation application provides all the tools needed to convert this unrealised pipeline.

Why's this so interesting? Well, let's consider the two ends of the sales funnel that we all tend to pay most attention to, the top end where the inbound marketing effort creates new leads and inquiries, and the bottom end where the sales team are working hard to convert the opportunities into closed sales.

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Salesforce Engage - Bringing marketing automation to the sales team

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Salesforce Engage - Bringing marketing automation to the sales team

Salesforce Engage fixes the problem is how to enable your sales team to quickly and easily deploy marketing campaigns that directly help them to close new business. With Salesforce Engage, a salesperson can load a new prospect into the CRM, and then activate a multi-step email marketing campaign right from their iPhone.

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Improve your Adwords ROI through lead nurturing on Pardot

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Improve your Adwords ROI through lead nurturing on Pardot

I tell a story to all our new clients when we are training them how to generate reports in Salesforce CRM. This story is told to illustrate how to look for trends in Salesforce, and then take corrective action if necessary. The story goes something like this;

We see a lot of our clients that start to use reports from Salesforce to track the source of their leads. In a lot of cases, these reports will show that the main driver of new leads is Google Adwords. The second report that we show them is the source of closed sales, and in this case, it's not uncommon to see that Adwords delivers a far lower percentage of the revenue that would be expected, particularly from a high volume of leads. The point of the story is - what do you do next?

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Measuring your advertising effectiveness with Salesforce

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Measuring your advertising effectiveness with Salesforce

John Wanamaker, the US Department Store tycoon said, 'Half the money I spend on advertising is wasted; the trouble is I don't know which half'.

For our clients in Dubai and the UAE the issue about advertising effectiveness is also a big concern. Small companies need to advertise, just like the big companies. For most businesses that we work with the SME would have a monthly budget for online advertising that may include some or all of Google Adwords, Facebook or LinkedIn.

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2016 sales & marketing planning starts now

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2016 sales & marketing planning starts now

How's 2016 going to work out for your business? The million dollar question for a lot of us. Here in Dubai a lot of people are looking at the continued depressed oil price and the sluggish property market, and have made the assumption that 2016 is going to be a year to roll your sleeves up and compete like hell. Anything less, and your business could be in trouble seems to be the common refrain among my circle of friends. If you're finishing off your 2016 plan, what's going to be the main theme for the year?

Assuming that nothing is going to come easy in 2016, here are some thoughts that might help with finishing off your business plan for the year.