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Salesforce Data Extensions

Salesforce Marketing Cloud Data Extensions

  • Ben Doran, Revenue Operations Consultant

In the marketing technology landscape, Salesforce Marketing Cloud is one of the most powerful tools for marketing optimization. A critical component within this platform is the Salesforce data extension, a feature that helps manage and leverage your organization’s data. In this blog post, we’ll unravel the concept of data extensions and provide practical tips on harnessing its full potential.

Understanding Data Extensions

What is a Data Extension?

At its core, a data extension is a customizable table within Salesforce Marketing Cloud that stores your data. It allows you to organize information for the individuals you want to connect with in a way that aligns with your particular business needs. It provides the foundation for everything from a simple email distribution to a responsive customer journey.

Why are Data Extensions Crucial?

Data Extensions serve as the backbone of personalized marketing efforts. By housing and organizing customer data, businesses can customize campaigns, segment audiences, and deliver more relevant content. In basic terms, data extensions hold the information for your marketing audience. We have a few tips about using data extensions to help you enhance customer engagement and drive revenue.

1. Data Structure

Lay the Foundation: Before you start with Data Extensions, collaborate on a clear data plan. A data plan represents your strategic and well-thought-out approach to managing and utilizing data within the platform. So, first, you’ll start by identifying the types of data you need and then work with stakeholders to coordinate the data to support your marketing goals. 

Simple Naming: Maintain a simple and consistent naming convention for your data extensions. The more you use Marketing Cloud, the more data extensions you’ll need. It’s helpful if you have an easy way to highlight where the data is coming from so you can quickly distinguish the details from each other. Otherwise, you’ll spend precious time searching for the data and hoping you send it to the proper data set.

2. Efficient Field Management

Prioritize Essential Fields: Data extensions allow you to bring in important data that helps define an individual prospect. The fields could be anything from a phone number to the contact’s business role. But be careful not to overdo it. Keep your data extensions streamlined by including only essential fields to optimize system performance. A clean navigation and manageable data set improve the user experience as well.

3. Automation for Data Maintenance

Scheduled Imports: Set up automated processes to regularly update the data extensions you use for recurring projects. Take advantage of the automation and filtering tools to make the process seamless. Automation ensures that your campaigns are always running with the most current and relevant information, thereby reducing manual effort, keeping the data extension folder clean, and minimizing the risk of outdated data. 

Explore Data Extensions

Salesforce Data extensions hold the keys to unlocking the power of personalization within the Salesforce Marketing Cloud platform. Using data extensions starts with strategically planning your data structure, optimizing field management, and leveraging automation. By addressing these building blocks, you’ll be one step closer to propelling your business toward marketing success. 

Revenue Ops LLC is an experienced team of sales, marketing, and customer success professionals committed to helping clients maximize their revenue. We apply our deep knowledge of CRM systems like Salesforce to optimize sales potential by stimulating and tracking customer interactions.

If you’d like to hear more or have general questions about Salesforce data extensions, schedule some time to talk with one of our experienced Revenue Operations specialists.

Learn more about Salesforce data extensions

Salesforce Flow Builder

Overview of Salesforce Flow Builder

  • Ben Doran, Revenue Operations Consultant

Automation is all the rage, and for good reason. It can save you time and money, unlocking new avenues for growth. With that in mind, Salesforce designed a powerful tool to harness automation. Flow Builder is its name, and it’s a one-stop shop for designing, building, testing, and deploying flows that streamline processes and enhance operational efficiency. So mastering Flow Builder is essential, whether you’re an operations professional optimizing workflows, a technology enthusiast diving into automation, or a business owner seeking improved efficiency. Don’t stress if this sounds overwhelming; we’ve outlined five steps that will put you on the path to being a Salesforce Flow Builder pro!

1. Streamline Your Business Processes

Flow Builder can either make your life easier or much more complicated. When designed and implemented strategically, it will increase operational productivity and overall team bandwidth. However, a careless approach to handling this automation tool can create a level of complexity in your Salesforce system that weighs down efficiency and negatively impacts user experience. To combat this pitfall, start by thoroughly understanding your organization’s existing business processes. Identifying bottlenecks, pain points, and areas where automation can bring the most value is helpful. Also, think about how automation will affect different objects. Your team might even discover ways to combine processes. Clearly defining your objectives and documenting the intricacies of your automation needs will guide you in creating adequate flows that align with your business goals. 

2. Dynamic Record Choices Make Your Life Better

Do you want a system that is flexible and adaptable to changes or a rigid one that demands constant attention and maintenance? If you’re committed to continuous improvement and efficiency, you want to design a robust system that accommodates the changes that each new business process brings. One of the ways Flow Builder offers adaptable automation is through the power of dynamic record choices. Instead of hardcoding record choices, you can use dynamic choices that populate based on specific criteria. This function is convenient when working with scenarios where the data varies based on particular criteria, such as assigning leads according to region, industry, etc. By taking advantage of dynamic record choices, you can free up time to focus on growth!

3. Get Comfortable with Record-Triggered and Screen Flows 

If we think of a Salesforce instance as a movie, the main characters would be the record-triggered and screen flows. They have the power to automate your team’s manual processes and can play an integral part in improving both user and customer experience. 

Record-triggered flows help automate manual tasks. These flows are triggered when a record is created or updated, so this dynamic automation saves users precious hours each week. For example, a record-triggered flow could automatically update related records, send notifications, or initiate follow-up tasks when a lead status changes. Understanding and strategically utilizing record-triggered flows ensures that your automation remains responsive and aligned with real-world scenarios. It is a powerful tool for enhancing business processes.

Well-designed user interaction is crucial to a healthy business process. Users should have a tailored experience built into their current system, with low friction and seamless integration between different technologies. Personalization is a significant endeavor if you’re not using something native to your CRM, but luckily, Salesforce has your back. Screen flows allow your team to easily create and implement interactive, user-friendly experiences. Whether capturing information, making decisions, or displaying relevant data, screen flows enable you to design intuitive interfaces without extensive coding. This practical approach to process optimization will improve productivity while making your team’s responsibilities much more manageable.

4. Master Variables for Dynamic Flow Control

One of the biggest hurdles when learning the Flow Builder tool is the vocabulary. There are a bunch of revenue operations terms that you’re forced to understand before even executing a simple flow. The first term to start with is variable, a container for a single piece of data that can be a number, text, date, or other type. It may sound like a peripheral component, but it plays a pivotal role in storing and manipulating the data any particular flow encounters. Teams can leverage variables to store and reference data throughout the flow and extend it with conditional logic to perform tasks based on varying record values. The flexible nature of variables opens a wealth of automation possibilities.

5. Start Small

When starting with Flow Builder, you might be tempted to tackle complex processes immediately. You’ve heard about how the tool will change your life and are excited to see it in action. While that mentality is admirable, it’s advisable to start small. Begin with a pilot project or a less critical process to familiarize yourself with Flow Builder’s intricacies. This approach allows you to learn and adapt as you refine your flows using real-world activity. An incremental approach ensures that automated flows deliver tangible results without overwhelming the organization, so your team will surely appreciate that.

Make the Most of Salesforce Flow Builder

Salesforce’s Flow Builder is a game-changer, offering a versatile platform to automate and optimize business processes. It can save teams countless hours while improving the user experience. To accomplish this, you need to lay a strong foundation. So, you should:

  • Thoroughly understand your business processes
  • Leverage dynamic record choices
  • Utilize record-triggered and screen flows
  • Master variables
  • Start small

These practical tips will ensure that your automation is built for today and ready for what tomorrow has in store.

Get started with Flow Builder

Prep for a Profitable New Year

Three Essential Steps to Prep for a Profitable New Year

  • Ben Doran, Revenue Operations Consultant

These last twelve months have been action-packed with conflict, near and far, and an ever-changing business environment. On top of that, we have an economy that can’t seem to make up its mind, which adds to the stress of it all. While it’s understandable to hope for the new year to be better than the last, it isn’t always a given. A well-thought-out plan for your company’s 2024 growth is crucial, so we’ve put together three revenue operation steps to lead to a profitable new year.

Assess and Optimize Your Data Infrastructure

The foundation of effective revenue operations lies in data. It can unlock critical insights, allow businesses to react appropriately to customer needs, and steer an organization in the right direction. To capture, maintain, and use it effectively requires a healthy data infrastructure. So start by conducting a comprehensive audit of your current setup. Analyze the quality, accuracy, and integrity of your data. Identify any gaps or inconsistencies that are getting in the way of your operations. Evaluating where you currently stand will make the next step more manageable and beneficial.

Once you’ve examined your current data infrastructure, now is the time to make some improvements. The first thing you should consider implementing is a data hygiene process. These steps should target duplicate and incomplete data that get in the way of visualizing a complete and accurate picture of performance. It’s essential to ensure the information your business relies on is up-to-date and reliable. But don’t stop there; look into how your business can leverage advanced analytics tools to gain insights into customer behavior, market trends, and performance metrics. This data-driven approach will empower your team to make informed decisions and play an instrumental part in driving revenue growth in the upcoming year.

Evaluate Your Tech Stack

In our fast-paced world, staying ahead of the curve requires cutting-edge technology. It allows a business to run more effectively than competitors and creates growth opportunities, contributing to a profitable new year.

So what does this mean for you? Well, it starts with evaluating your current tech stack. Your CRM setup might have been state-of-the-art when it was originally implemented, but the technology evolves quickly. Perhaps the third-party integrations your business relies on are running on outdated or bulky systems. A thorough outline of the pros and cons of your current tech stack will give you a strong foundation for any potential upgrades you can make.

The investigation and collaboration phase will follow the tech stack evaluation process. Once you understand where your system currently stands, you can explore ways to enhance your operations with emerging technologies. Enhancement opportunities could look like artificial intelligence for predictive analytics or automation tools for streamlined workflows. When researching new tech, consider boosting efficiency while positioning your organization to adapt to changing market dynamics – flexibility is critical. It’s also important to note that you should take into account the cost of purchasing and implementing the new tech. You don’t want to focus on just the short term. Ideally, you’ll reap the benefits of your investment well into the future. 

This process can get overwhelming, so collaborate with internal and external stakeholders. Your team leaders know how to prioritize system improvements, and revenue operations consultants have first-hand knowledge of the possibilities. It may sound like a lot of work, but at the end of the day, a well-optimized tech stack is a crucial driver of revenue operations success.

Align Revenue Operations and Business Goals

Most organizations have a clear set of profit-making goals they want to achieve each new year. It’s helpful to break down those goals by quarter and associate performance metrics with each because you need a clear direction to achieve great things. 

But what about the role of revenue operations? Is there a detailed plan for how sales, marketing, customer experience, and finance will work together to reach the organization’s overall goals? If your team needs one, now is an excellent time to create one. Start by bringing in key stakeholders and mapping realistic action items for each department. This phase is an iterative process. You must regularly review and adjust these action items and strategies based on market trends and internal feedback. 

This phase encourages cross-functional collaboration that breaks down silos and fosters a cohesive approach to revenue generation. When you align your revenue operations with broader business goals, you position your organization for a profitable new year.

Prepare for a Profitable New Year

As we embark on a new year, a comprehensive revenue operations strategy will set the stage for a prosperous future. Revenue Ops LLC can help you maximize your profit. Our certified experts will work with you to conduct a thorough data assessment, optimize your tech stack, and align operations with strategic business goals. Embrace these three essential steps, and watch your organization thrive no matter what lies ahead. 

If you want to learn more or talk to one of our revenue operations specialists, please contact us today.

Talk to a revenue operations specialist

Back to School: Your Guide to Salesforce and Salesloft Training Resources

Back to School: Your Guide to Salesforce and Salesloft Training Resources

As summer waves goodbye and the back-to-school vibes fill the air, it’s the perfect time to refresh your systems knowledge and learn something new. In the world of revenue operations, Salesforce and SalesLoft shine as a dynamic duo. And, if you want to harness their full potential, education is your golden ticket. So, grab your backpack and join us as we explore the world of Salesforce and Salesloft training resources that will position you at the top of the class in revenue optimization this fall and beyond.

Salesforce Training Resources

Trailhead

The Trailhead program is the first place to start when reviewing Salesforce training resources. With modules and trails suited for all levels, it has everything you want to know about the application and more. Plus, you can earn badges along the way to show others the progress you’ve made!

Salesforce Certification

While Trailhead is a great place to learn, there comes a time when you need to show your Salesforce proficiency. The Salesforce certification program is an excellent mechanism for publicizing your skills. Achieving certifications like Salesforce Administrator, Sales Cloud Consultant, and Service Cloud Consultant is a great way to grow your knowledge base and your career. 

Trailblazer Community

The Salesforce Trailblazer Community is your bustling marketplace of wisdom. It’s where users, developers, and administrators gather to exchange ideas. You can connect with fellow enthusiasts, ask burning questions, and share your own pearls of wisdom.

Salesloft Training Resources

Salesloft University

Like the Trailhead program, Salesloft University is the first place to go when you want to expand your system understanding. The courses, webinars, and documentation will help you become the Salesloft expert you’ve always aspired to be. 

Salesloft Certification

The Salesloft certification program is where you put your learning to the test. Earning a Salesloft certification not only signals to the rest of the world that you have in-depth experience with the tool but will push you to discover new solutions to persistent sales challenges. 

Salesloft Knowledge Base

The Salesloft Knowledge Base is your library for all things Salesloft. It’s where you find answers to those questions that seem simple but are more complicated than you initially thought. It’s a great resource to troubleshoot issues that pop up during your regular interactions.

Collective Learning

For business owners and operations professionals, mastering Salesforce and Salesloft isn’t just about earning gold stars; it’s ultimately about applying the skills to your company’s growth and development objectives. While the resources highlighted above are invaluable to overall understanding, here are three other pathways that can play an essential part in your team’s development.

Team Training: School is in Session for Everyone

Gather your team for some group learning fun. Organize workshops or virtual training sessions to ensure everyone in your organization is confident and comfortable with the current technology and the operational processes. It’s like hosting a school-wide pep rally for your revenue ops team.

Integration Resources

Explore resources that help you seamlessly integrate Salesforce and Salesloft with your tech stack. Maximizing efficiency usually requires you to strategically connect programs in such a way as to make everything run like clockwork. Something has to change if your applications aren’t playing well with each other.

Consulting Services

Seek consulting partners, like Revenue Ops LLC, who specialize in the Salesforce and Salesloft platforms. We customize your implementations and integrations to fit your unique business needs. Our RevOps specialists serve as personal operations mentors whose services range from streamlining workflows to providing monthly system support.

Hit the Books

As we embrace the back-to-school spirit, remember that learning more about the applications your company relies on can lead to significant breakthroughs. With a variety of training resources that cater to every learning style, there’s no limit to your revenue-boosting potential. In this back-to-school season, put on your thinking cap, sharpen your pencils, and dive into the playground of Salesforce and Salesloft training resources. The school year is just beginning, and the honor roll awaits!
Schedule a free discovery session

Customer Engagement

Rethink Your Customer Engagement Strategies

Our previous article provided clarity on what customer engagement is. A clear definition is crucial before you can make any progress. Let’s shift gears to how you can revamp your customer engagement by rethinking your strategy. We’ll discuss how your company can connect and engage throughout the customer journey to create positive experiences.

Customer Engagement Strategies

Successful customer engagement strategies start with a detailed map of all existing customer touchpoints and encounters. During this exercise, we want to identify everything from the first marketing email to the customer experience net promoter score (NPS) survey. Before you make any process changes, you need to understand what the situation looks like. If you want to knock it out of the park, bring in members from your sales, marketing, and customer support teams to provide feedback. Their perspective on the current engagement landscape is invaluable since they are experts and interact regularly with clients. 

Alongside mapping the current journey, consider the key takeaways from the whole process. What do you hope to achieve by revamping your customer engagement? The objectives should be highly personalized to each team and the organization. You don’t want to get too carried here; focus on achievable goals. You should have access to metrics that directly measure how your company engages with the most important people in your world.

Lastly, “squishy” goals, such as “make the customer love us,” are mundane and unproductive because they tend to be incredibly hard to measure. We recommend concentrating on quantifiable goals directly related to your process improvements. 

Practical Engagement Strategies

After establishing your objectives and measurable outcomes, it’s time to apply them. You can formalize the tactics your team will use to enhance your current strategy practically. While every touchpoint and engagement needs to be personalized and business specific, we have some practical suggestions about to you can create dynamic customer relationships:

Check-in schedule

Your customers are human; they like to be heard. So, it would be best if you had a plan around how often and in what ways you’re reaching out to them. Whether by email or phone call, ensure the process is in place to collect feedback. 

Evolving closed-won journey 

The closed won journey reflects the path from interested lead to paying customer. What do they have to do to get up and running? Are there any essential things they need to be aware of? Develop a journey that immediately educates and energizes your new clients. 

Use your customer satisfaction (CSAT) scores

If you don’t currently collect customer feedback from support tickets or targeted surveys, now is a good time to start. This information gives you helpful insight into your customers’ experiences. Awareness of their experiences isn’t enough; you should constantly review the responses and take action when the results are less than stellar. 

Education series 

Is anything new or exciting happening with your company or product? Probably, so you need to let your customers know. Develop a plan to create informative content and distribute it to your customer base. 

About Revenue Ops LLC

We’re not trying to overload you with homework, but we want to get you thinking about how you can improve your current customer engagement campaigns. It could be as simple as setting up a meeting with your team to discuss strategy or as involved as implementing an email series about your product releases. Whatever you decide, keep the customer at the center of it.

We are an experienced team of sales, marketing, and customer success professionals committed to helping clients maximize revenue. In a nutshell, we help organizations streamline workflows so they can make data-driven decisions. We apply our deep knowledge of CRM systems like Salesforce and sales enablement tools like Salesloft to optimize sales potential by stimulating and tracking customer interactions.

Learn how we can help you implement a customer engagement strategy to improve revenue operations and maximize your growth. Get started with a complimentary discovery session.

Schedule a free consultation

What is Customer Engagement?

What is Customer Engagement?

Customer engagement is trending right now. Not only does everyone have something to say about it (including us), but new customer engagement products are being released every day. All the hype is warranted because strengthening customer relationships leads to revenue growth. However, a team looking to enhance their engagement can quickly get confused by everything out there. So, let’s discuss what customer engagement is. 

Customer engagement is the process of connecting with your customers. It’s more than a singular event; it’s a cultivation of the client relationship. Think of it as the totality of every touchpoint and interaction. Not just that, but it can be measured by the emotional connection each customer has with your brand.

Why are Connections Important?

Customers expect more from you than they did in the past. You’re not a big fish in a small pond anymore. Consumers not only have a variety of options at their disposal, but they demand personalized connections. You can thank ______ (fill in the blank with your favorite tech company) for changing how products and messaging are delivered. Therefore, expecting that a one-size-fits-all approach will work with your customer base is both naive and likely to bring an unfortunate outcome. 

Happy customers are good for business. They tell their friends nice things about your brand, and, more importantly, they become patrons. Loyalty translates into recurring revenue and more profit. By some estimates, retaining a customer is at least five times more efficient than acquiring a new one. Is there anything else that needs to be said?

The Benefits of Engagement 

Now the fun part. By focusing on customer engagement, you can increase profits and connect with clients in new and more valuable ways. Instead of hoping that your clients are happy, an ever-evolving customer engagement strategy provides a reliable indication and usually results in healthy customer relationships. You have some work ahead if you want to achieve this level of customer affinity, but don’t worry because it’s well worth it. 

Start Engaging

The first place to start is with an analysis of the current state of your customer engagement. Do you have a cohesive strategy (product, operations, and customer experience)? Is every touchpoint with your base tactical and in-line with your mission? Those questions should keep you occupied for a minute. 

The next step is to work with key stakeholders on potential ways you can improve. Ensure you hear different departments’ voices and use a team-centered approach. It’s important to note that you should constantly revisit this strategy and rollout phase to keep up to date with what’s happening on the frontline. Stay tuned for the next post on how your team can take your customer engagement to the next level. 

If you’ve heard enough and want to talk, don’t hesitate to contact us.Stay tuned

Schedule a free discovery session

Revenue Operations Glossary of Commonly Used Terms

Revenue Operations Glossary of Commonly Used Terms

Revenue operations (RevOps) has become an established discipline within organizations as companies strive to connect with customers and provide them with the product and services they want. Since RevOps introduces its own set of vocabulary and acronyms, we thought it would be helpful to identify and define some commonly used terms that you might hear or see in your cross-functional interactions. So, we hope our revenue operations glossary will serve as a guide.

 

RevOps Terms

Automation: Automation frees up your employees’ time by replacing tedious or repetitive tasks with software to complete those tasks on a schedule or based on changes made within the system/triggers.

Accounts: An account represents any business entity or household you want to track, including companies, organizations, consumers, partners, or competitors. Accounts are considered Standard Objects in Salesforce. Accounts can be linked or connected to many other objects within Salesforce, like contacts and opportunities, allowing you to easily access the information you know about the entity the Account represents.

Build: Customization of your technology system to meet the specific needs of your business. The build comprises the time it takes from initial implementation to launch.

Cadence: A set schedule of customer interactions that are usually automated. It’s a formula for when an email should be sent, a call should be made, social media outreach should be done, etc., that will maximize the opportunity for successfully engaging with a prospective customer.

Contacts: The individuals at a customer’s organization (Account) with whom you interact and conduct business.

Fields: The containers in Salesforce where pieces of information are held within an object. Names, individual pieces of contact information, and currency can be fields. Salesforce has some standard fields, which are included in every instance out of the box, and also allows you to create custom fields specific to your Salesforce instance and business needs.

Flow(s): The visual representation of automation that happens within your Salesforce system. It contains the trigger and criteria for what should be evaluated when the flow is supposed to run and the automated actions that should take place in your Salesforce org after the flow has been completed.

Instance: The collection of interconnected data that makes up your organization within Salesforce. It’s your individual Salesforce organization that is unique from all others.

Journey: Used in Marketing Cloud, it’s a series of automations that send a specific email communication or text message to the prospect based on certain criteria. Specific criteria determine whether the prospect should enter the journey and their actions while in the journey determine the path the automation takes and the customized interactions they will have with your company.

Leads: Leads are people who have expressed interest in your company but who we haven’t yet gathered enough information for to qualify as legitimate sales prospects. 

Lead Source: How a lead wound up in your system. They could be direct from your website, or you meet them at a trade show, etc.

Marketing Automation: Using software to schedule and initiate personalized engagement at scale with clients or potential customers. The marketing automation platform can be used for mass communication, like sending an email newsletter, or for personalized one-on-one emails triggered based on prospect interaction.

Marketing Cloud: A Salesforce marketing automation platform that allows users to automate and monitor customer engagement. It is primarily used for B2C marketing communications.

Marketing Cloud Account Engagement (Pardot): A Salesforce marketing automation platform that allows you to automate and monitor customer engagement. It is primarily used for B2B marketing communications.

Marketing Operations: The function of overseeing marketing activities, technology, communications, campaign planning, and strategic planning for the organization. Generally, this team owns the marketing technology stack.

Objects: Objects are digital tables that allow you to store essential data and information in Salesforce. Salesforce comes equipped with some Standard Objects like Accounts, Contacts, Opportunities, and Leads, but it also gives you the option to create custom objects to reflect your individual organization’s needs better.

Opportunities: Categorization that allows you to track potential deals from first contact through completion. You can upload contracts and SOWs, make notes and track invoices within opportunities.

Revenue Operations: The function of overseeing revenue activities, technology, communications, and strategic planning. Generally, this team manages the sales and marketing technology stack.

Sales and Marketing Funnel: This visual representation maps the journey from lead/prospect to customer and what stage those prospects are currently in. 

Sales Cloud: A cloud-based customer relationship management (CRM) system that maintains sales, marketing, and customer support efforts. It allows companies to be more efficient in their sales and marketing efforts and brings transparency regarding company activities to the team.

Sales Operations: The function of overseeing sales activities, technology, communications, and strategic planning for the sales team. Generally, this team owns the sales technology stack.

Service Cloud: A cloud-based Salesforce product that allows an organization to offer service activities to its customers while providing the company with a 360-degree view of customer, service, and support activities.

Statement of Work: This document outlines the scope of work to be completed for a contract with a breakdown and description of each piece, the hours allotted for completion, and the project’s total cost.

Systems/Applications/Products (SAP) Form: This is a Marketing Cloud-specific form to submit information to set up a domain and reply mail management.

Trigger (Apex Trigger): A piece of Apex code that initiates actions when records are changed or created within Salesforce.

 

RevOps Acronyms

API: Application Program Interface

ARR: Annual Recurring Revenue

CPQ: Configure Price Quote

CRM: Customer Relationship Management

CQC: Certified Qualified Consultant

DML: Database Manipulation Language

KPI: Key Performance Indicators

MPH: Managed Package Hours

MSH: Managed Service Hours

SaaS: Software as a Service

SAP: Systems/Applications/Products

SEO: Search Engine Optimization

SFDC: Salesforce dot com

SFMC: Salesforce Marketing Cloud

SMB: Small and Medium Businesses

SOW: Statement of WorkRevOps

 

About Revenue Ops LLC

We are an experienced team of sales, marketing, and customer success professionals committed to helping clients maximize revenue. In a nutshell, we help organizations streamline workflows so they can make data-driven decisions. We apply our deep knowledge of CRM systems like Salesforce and sales enablement tools like Salesloft to optimize sales potential by stimulating and tracking customer interactions.

Learn how we can help you implement a strategy to improve revenue operations and maximize your growth.

Get started with a free discovery session

CPQ for Manufacturing

CPQ for Manufacturing

Are you a manufacturing company whose quote generation process is painfully slow? Are your sales representatives generating quotes that are missing key product details or are priced incorrectly? Do all of the estimates generated by your sales team look different?

Every sales process is unique. Depending on the sector and product offering, getting to a closed deal will take different journeys. But one thing tends to be consistent, quote generation. Your prospective client needs physical evidence of the details of this relationship. And timeliness is not discretionary; clients expect it. In the manufacturing field, quickly creating a customized quote is a big hurdle – price book changes, discount approvals from a manager, client edits, etc. If this sounds too familiar, a Configure, Price, Quote, or CPQ solution may be just what you’re looking for. 

In manufacturing, quotes can become quite complex as different products are needed to meet the clients’ specifications. Some items should be bundled or have specific options that can be selected, impacting the price. How can your sales reps remember all of those different options? Read on to learn how to speed up, streamline, and automate your sales workflows with CPQ for manufacturing.

What is CPQ?

Let’s start with the basics – CPQ is a sales software tool that enables teams to generate accurate quotes for orders quickly. This application usually runs in tandem with or is native to your customer relationship management (CRM) system, which facilitates a seamless transfer of all relevant information. Also, since it’s programmed ahead of time with your company’s rules and quoting policies, reps can effortlessly build accurate quotes in no time. So where before the sales team might make costly errors and spend valuable hours producing bids, a CPQ application solves this problem. Sounds pretty good, right?

A good CPQ program will also help generate consistent-looking quotes at the click of a button. For example, do you have collateral that must be attached to every offer your reps send? Then, you can automatically attach those assets to all relevant quotes from your sales agents. This automation ensures that you’re always sending the proper documents to your prospective customers.

Are you interested in reducing the time it takes to send a document for an electronic signature? And, when a document is signed, how is it uploaded to your CRM? Your CPQ instance can also integrate with many eSignature tools, and the integration can automatically upload documents to the appropriate CRM records. So your sales reps don’t have to spend time on those manual tasks.

Where does RevOps come in?

So you decided you’re interested in CPQ software, but what about implementation? CPQ implementations are generally complex, so you should bring in a Revenue Operations (RevOps) consultant like Revenue Ops LLC to lead the next phase. This team should not only have vast experience leading implementations but be able to equip your business with the skills to take advantage of a CPQ solution as soon as possible. When working with Revenue Ops LLC, excellent communication and trusted experience are two things you can count on. Our specialists will take care of all the technical setup and ensure you’re comfortable with the software. 

Get Started

If you’re interested in streamlining and automating your sales process or would like to discuss CPQ for manufacturing, or any industry, we’re happy to help! Contact us today.

Schedule a free discovery session

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