Salesforce.com has unveiled Salesforce1 Sales Reach, uniting the power of Salesforce1 Sales Cloud, Pardot and Communities into a single solution claiming to empower sales reps to connect with customers in entirely new ways.
With on-the-spot marketing and selling tools, sales reps will now be able to deploy one-to-one campaigns tailored to prospects’ actions to advance buyers through the sales process, all from their mobile device. Salesforce1 Sales Cloud powers the growth of leading companies such as Borrego Solar, Newell Rubbermaid and Precor.
Unveiling Sales Reach
The emergence of the always-on, mobile customer has permanently altered the sales process.
Today’s B2B buyers can research a product, download an analyst white paper or interact with a company at any time and they’ve grown to expect real-time, customised engagement from the people they buy from. Advancements in the consumer world, like the Amazon Fire Phone and Google Shopping Express, are further accelerating the transformation of customer behaviour and this same transformation is taking place in the enterprise world. In fact, 55% of B2B merchants believe B2B commerce should adopt B2C best practices in order to better optimise the purchasing experience for the customer, according to a recent survey. But sales organisations at these enterprises have yet to evolve to meet consumers’ new expectations, and today’s sales reps must transform to better connect, market and sell to the new generation of buyer.
Sales Reach is a new solution that unites Sales Cloud, Pardot and Communities to provide a new solution that empowers sales reps to connect with customers in entirely new ways. New mobile, on-the-spot marketing and selling solution includes:
● Micro campaigns: Sales reps will now be empowered to instantly spin up and deploy micro marketing campaigns to hyper-target prospects based on actions. For example, sales reps will be able to immediately deploy a custom one-to-one email campaign for a prospect who just downloaded an e-book from a website in order to move the prospect through the sales funnel and they can do it all from their phone.
● Real-time activity notifications: With new pop-up, real-time notifications on the Salesforce1 Mobile App, sales reps will now have instant visibility into how prospects are engaging with their company and products anywhere, at any time. For example, now a sales rep will be able to act at just the right moment by sending a special discount from their phone at the precise time a prospect is exploring a company’s website.
● Lead tracking: The new lead tracking dashboard will give sales reps access to a 36-hour activity record with prospects’ actions. Sales reps will now be able to filter prospects based on priorities, drill down into specific data and see which prospects are most active, all from their mobile device. Now a sales rep will be able to spot trends and behaviour patterns to better tailor marketing campaigns. For example, sales reps will be able to identify which campaigns are converting prospects to buyers the fastest.
● Mobile nurture campaigns: With this, sales reps will now be able to instantly add a prospect to a marketing campaign template with just a few taps to the Salesforce1 Mobile App in order to keep a prospect engaged throughout the buying process. For example, if a prospect isn’t quite ready to buy yet, a sales rep will now be able to simply add the prospect to a nurture campaign directly from their mobile device so the prospect will consistently receive emails tailored to their interests, engage with the company’s website and work with the sales rep until they’re ready to buy.
● Salesforce communities for prospects: Sales reps and prospects will be able to directly engage, learn and share like never before. Prospects will now be able to connect with other prospects to exchange insights and knowledge instantly, while sales reps can connect directly with multiple prospects to answer questions, share information and ultimately gain a better understanding of the buyers’ needs within a specific community. For example, a software company selling to technology departments can create a community where members can share best practices for a successful implementation and tips on how to use the software while sales reps can interact directly with their prospects to better understand their software needs.