1. Improving your forecasting
Already a longstanding challenge, accurate forecasting is arguably harder now than ever. Luckily, there are ways to take back control and get a clearer picture of risks and opportunities.
AI-powered tools can reduce a lot of manual work and human error, with high-performing businesses 2.8 times more likely to use AI than underperformers. Because forecasting relies so heavily on accurate sales data, automated forecasting tools in platforms like Sales Cloud can address immediate risks while helping you scale in the future.
For example, insurance broker Insure 247 uses Sales Cloud to manage all quotes, policies, claims and renewals in a single place and feeds their payment processing platform Stripe through Salesforce. This means fewer human errors and greater compliance within a heavily regulated industry, along with greater visibility into their risks – a must for a business that routinely works with micro-businesses and deals with lower policy margins than other brokers.
2. Finding more customers fast
Need to find better leads faster, or cut down the length of your sales cycle? You’re not alone, but you’ll have a leg up if you can personalise experiences for your most promising leads. Platforms like Pardot do exactly this, helping you quickly rate lead quality and personalise everything from emails to dynamic web content, which automatically responds to a lead’s changing score.
Because they support educators with personalised learning plans, it only made sense for Australian startup Maths Pathways to apply this sort of personalisation to their own prospects and customers. The business uses Pardot and its lead nurturing engine Engagement Studio to create personalised landing pages, dynamic web forms, and tailored messages. The result? They’ve doubled their marketing email open rates, while sales cycles are six months shorter on average.
That’s a win for the business right now and also means they can keep scaling without getting bogged down in one-off, bolt-on solutions.
3. Empowering teams to work more efficiently
Prioritising the right digital solution has the benefit of enabling smarter priorities among employees, too. Without accurate customer data, marketers and sales reps are often left chasing dead-ends. But a unified, 360-view of your customer helps employees prioritise opportunities that actually pay off.
As an example, Aussie business ModularWalls used the Lightning platform to create an interactive calculator that allows customers to generate their own quotes. It helps customers understand what ModularWalls can do and captures critical customer data that feeds into their marketing platform. While lead generation dipped, conversion rates jumped from 20 to 40 per cent – in other words, the business is reaching the right leads at the right time, reducing the number of resources spent on less qualified leads.