How To

Resource Management for professional services firms in Salesforce

Resource Management for professional services firms in Salesforce

For professional services firms, we generally have two things to offer our clients; our time and expertise. Managing these assets correctly requires a unique skill set and management tools. Having worked with many professional services in Dubai to implement Salesforce, the consultants at Tenacre have had the benefit of seeing how many different types of companies manage their resources profitably.

Here are some of the things that we’ve learned.

Salesforce Engage - Bringing marketing automation to the sales team

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.

Learning from lost deals with Salesforce CRM

Learning from lost deals with Salesforce CRM

The only thing that's worse than losing a deal, is losing a deal and not learning anything from it. For sales professionals lost deals are a part of the job, and for the most part, we take it in our stride. From a business perspective, there's still a lot of value in these deals that need to be captured and evaluated. Some of the best sales-orientated companies that we have worked with take a rigorous approach to capturing and categorising each deal that they don't win. When Tenacre implements Salesforce CRM Dubai, we always add a feature that requires the salesperson to add more information to the record when they are closing an Opportunity as 'Closed Lost'. This information isn't to drag the sales staff over the coals, but to ensure that each of our clients are capturing and evaluating this valuable information.

Here's how why you should start evaluating each lost deal, and some tip's on how to start this process off.

Improve your Adwords ROI through lead nurturing on Pardot

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?

Planning for long-term user adoption of new Salesforce systems.

Planning for long-term user adoption of new Salesforce systems.

So you've made a decision to move forward with Salesforce! Congratulations on that, bringing the worlds #1 CRM into your business is a smart step that can lead to great outcomes with your sales, marketing or services. In the early stages of your project your main area of focus will undoubtedly be designing the system with your consultant, and making sure that the CRM is technically built out, bug-free and to your specifications. It's now time to also think about what happens after you go live with Salesforce.

How to you motivate the team to use it correctly over the long term? 

Preparing for a Salesforce implementation project

Preparing for a Salesforce implementation project

I’ve been involved with Salesforce now for over 12 years, mainly as a customer but more recently as a partner, consultant and developer. In that time I’ve been involved in setting up dozens of CRM platforms for companies of various sizes (though mainly medium to small here in Dubai). Knowing what I know now, what advice would I give to anybody that’s getting ready to take on a Salesforce project?

I think the following might be useful;

Using Sales Forecasts in Salesforce CRM

Using Sales Forecasts in Salesforce CRM

I refresh the 'Opportunity Pipeline' report in my Salesforce system at least twice per day. Like most business owners I am preoccupied with seeing if we're closing enough deals and creating enough new ones. We like to see what business we are winning, and what we need to close to turn a poor month into a good one, or better still, a good month into an excellent one.

7 tips for more effective sales meetings

7 tips for more effective sales meetings

Most of us have sales meetings on a regular basis, usually each week or month. Making this time with your sales (and marketing) team effective can result in much better sales performance, so it's worth considering how you are running these meetings and if you can shake things up a little.

Here are seven tips for more efficient sales meetings.

How startups are using Salesforce

How startups are using Salesforce

At Tenacre, we like startup businesses, and in Dubai there are thousands of you every month!

Its striking that there are so many startup business that contact us before the company starts trading to get their systems in place. This shows that entrepreneurs recognise the value of starting a business in a way that organises data, gives the sales team the best possible chance of succeeding, and brings the entire team together on a single platform.

So what does a startup business get from Salesforce, and why should they spend precious capital on a CRM?

How to use reports from Salesforce CRM

How to use reports from Salesforce CRM

Deciding what sales reports are to be used is often a decision that our new Salesforce.com clients spend time considering. For some companies, having a CRM system in place provides the first opportunity to really look at sales data in a structured way. The challenge for company leaders is to define what reports are to be used, and who uses them.

In this blog post we're not going to list of the reports that we think you should use as standard, we've addressed this previously. Instead we'd like to consider the value of sales reports strategically in your organisation so that your teams can gain some real benefit from them. Consider your sales data and reports in the context of