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.
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?
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?
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.
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?
Our clients for Salesforce implementation love the way that Tenacre delivers projects. We switched away from traditional ways of project delivery back in 2015 in an effort to build in more flexibility for our clients to make changes during the project, and to speed up the time it took to deliver a working system. Over the past three years we've worked on over 100 projects, and during that time we've completely embedded the 'Agile' project management methods into the culture of how Tenacre delivers Salesforce projects here in Dubai.
If you are considering a Salesforce implementation in Dubai, what are the key aspects of working with Tenacre that you should be aware of?
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.
As more and more of our clients in Dubai and the UAE implement Salesforce and continue to add more sophistication to their system, one of the common requirements is Salesforce integration (or Pardot integration) with other software systems. Even our smallest clients have considered the benefits of getting data shared across their cloud-based systems. The benefits of Salesforce integration with multiple software applications is that it gives more accurate data to your employees faster. Providing staff with a single view of your data means that they save time on sourcing information, and can concentrate their time on more productive work, like closing sales.
So how does Tenacre create Salesforce integration with other systems? There isn't a single method that we use, instead, it's very much a case of what integration method meets our client's requirements best. We always consider factors such as what data needs to be shared across systems, and whether the data needs to be in real - time sync, or whether a sync cycle of every 15 or 30 minutes will work.
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.
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.
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?
As an owner of an SME, sometimes we don't have the time or headspace to stop and think about how we manage the sales process in our business. Very often we do things because that's the way we've always done it, right?
Take 60 seconds to think about how you manage sales in your business. Here's some ideas to get you thinking.
