1. Email Tracking & Automation
Email tracking will let you know when prospects open your email and how they interact with the email. What links are your prospects clicking? Are they opening emails on mobile or in the office? All of this information can be found by tracking your sales emails. Email tracking and automation tools like ToutApp also give you data on how effective your emails and email templates are, log emails as Salesforce acitvities, and schedule follow up emails.
2. Document Management
Document tracking integrations let you know how prospects are interacting with the documents you’ve sent. Document management and tracking tools are most useful for sending and negotiating proposals. These tools let you see exactly how a prospect is interacting with your proposal, and even include deal rooms where changes can be proposed and negotiated. Document management tools like PandaDoc also increase productivity by making it easier to create new proposals using templates. Integrating with Salesforce lets you use Salesforce fields in your proposal for more accurate and automated proposals. You can also send documents and view documents associated with a specific opportunity without leaving Salesforce.
For most inside sales teams, calling, both cold and warm, is an important part of the sales process. Integrating Salesforce with your telephony system leads to increases in productivity, data insights into calling activity, and a complete record of prospect and customer interactions. Telephony integrations increase productivity using power dialers, automatic call logging, and click-to-call functionality.
Sales gamification is not a new idea, but new solutions are making it easier then ever to use data to motivate your sales team. By integrating directly with Salesforce, tools like Ambition let you set up sales leaderboards and competitions in just a few clicks. The biggest benefit of these tools is that they automatically pull data from your CRM and notify sales reps about goals.
5. Sales Analytics
Salesforce has a fairly robust reporting feature, but to really make use of the data you’re collecting from all sources and not just in Salesforce, you need a real business analytics or dashboard reporting solution. Analytics solutions like InsightSquared can pull data from disparate sources like marketing automation software, Salesforce, and customer support tools like Zendesk to give you a complete picture of your customer lifecycle. These tools also empower you to create team-wide dashboards to track metrics and KPIs.
6. Data Cleansing
Is your CRM data accurate and up to date? Are you sure? The fact is, most CRM implementations fail, and lack of data accuracy is a big part of this. Bad CRM data can ruin prospect relationships, kill conversion rates, and erode your sales team’s ability to scale. Tools like RingLead and InsideView continuously monitor your CRM data to ensure it’s clean, accurate, and free from duplicates. Your sales reps should not be wasting time going through your CRM and manually updating data.
7. Social Media
Social media is an important part of the sales process, even if social selling is not yet a key part of how you sell. From prospect research to finding referrals, social media can empower your sales team, so it should be a part of your CRM. LinkedIn’s Sales Navigator Integration for Salesforce gives you access to LinkedIn data for your leads, accounts, and opportunities from Salesforce. ClearBit for Salesforce automatically researches new leads using social media data, surfacing things like fundraising details and employee counts. These two integrations can give you better insights into each of your prospects and customers.