My favourite thing about Salesforce is the commitment to delivering innovation to their customers three times a year. Salesforce continues to develop the lightning interface with epic features, making it even more convincing for Classic users to make the switch. Winter '19 is jammed packed with new lightning features so hopefully, you’ve had a chance to try out some of the new features.
There is a lot of content out there that addresses CRM software. There is very little that walks you through the end-to-end CRM evaluation, implementation and iteration process. That's what we've addressed with this guide.
Learn from the experiences of LavaBox customers who have successfully implemented
Salesforce CRM into their business. They’ll share challenges they faced, lessons they learned and commercial outcomes they experienced.
Your CRM system only delivers commercial wins when everyone commits to learning it, using it and improving it. This doesn't happen automatically. Rolling out a CRM requires a defined plan, and the commitment to execute it.
Implementation and consulting partners, like CRMs, come in all shapes and sizes. Although you may have hired an external IT consultant to help in your evaluation, an implementation partner is typically aligned with a specific CRM platform so their role isn't to offer impartial advice, but to show you how their approach can combine with the prospective CRM to deliver a system that achieves your business objectives. Think of the CRM as raw building materials, and the partner as the architect and builder.
Cutting through the marketing, feature comparisons, demos and trials to find the right solution for your business may seem like a perilous road to travel. But when you know what to look for, and the right questions to ask, the ideal solution will become clear. Here's how to back the right CRM for your business, step-by-step.
Pulling data into a CRM, or pushing data out into external systems can be more time-consuming and complex than anticipated. There always needs to be a strong commercial reason to go down this road. "More visibility" isn't usually a strong enough driver on its own. Data needs to be used for a commercially beneficial reason to justify the investment.
Pedersens came to LavaBox to create an automated sales and marketing engine. We leveraged Sales Cloud & Pardot to create an engaging user and customer experience across both the mortgage and property management sides of their business. A great example of Salesforce working in the financial services vertical.
There are hundreds of CRM systems on the market. Although it's true that some are outright terrible, it's usually horses for courses. It's more about how the CRM you're considering fits your business. After it's all said and done, CRMs typically fall into four categories.
Getting the right mix of people involved is critical to the success of your CRM project.In reality, when assembling your project team, you'll work with what you've got. If you're a smaller business without a large IT department, multiple business units, dedicated business analysts and project managers and a large senior leadership team, you'll assemble your team differently to a larger enterprise.
Customer relationship management (CRM) is a broad term that covers any business software system that help teams handle their customer interactions. Although CRM began with a focus on sales, leading CRMs are now robust Cloud technology platforms that span the entire customer lifecycle across marketing, sales, customer service, key account management, business intelligence and channel partner communities, to name a few.
We hear a lot about “big data” - large sets of customer information that can be analysed and leveraged to help organisations sell more effectively. It seems a foregone conclusion that this kind of data analytics is only for the big players. But any B2B company, no matter how large or small has potential customer insights locked in their disconnected Salesforce CRM, Accounting and ERP systems. So how do smaller organisations connect the dots between customer purchasing data and sales activity?
Deciding which Salesforce Lightning edition to run with is a big decision. Your edition affects more than your organisation's monthly license costs and the features you have access to. It impacts the entire architecture of your system. That is, how your business's processes are brought to life on the Salesforce platform.
You need a document signed. Maybe it's a contract. A disclosure statement. It could be anything. You attach it to an email and send it to your client. Your client prints it out and completes it. They sign it, scan it, attach it to an email and send it back. You print it and give it to your admin team. They double enter the data back into your system and file it. What a horrendous waste of time.
It's easy for a CRM to become an expensive cloud-rolodex. CRM systems only deliver on their transformational potential when everyone from CEO to the sales floor are actually using the system in the right way. Below are the keys to getting everyone on the CRM bus from the outset: