Simplify Processes for Sales and Account Management
Learning Objectives
After completing this unit, you’ll be able to:
- Describe how Salesforce Energy & Utilities Cloud helps you manage large accounts more effectively.
- List three Salesforce tools that help you enhance customer relationships.
- Describe how Salesforce helps you streamline the opportunity-to-order process.
Solutions for Sales and Account Management
Energy & Utilities Cloud can help you simplify your sales processes and more effectively manage large accounts. Let’s see how it can transform your business, starting with customer acquisition management.
Opportunity to Quote to Order
When it comes to acquiring new customers, your process–from identifying an opportunity to closing a deal–can be complex. Salesforce Energy & Utilities Cloud simplifies this journey for you. Let’s look at one example of a sales process using Salesforce. Keep in mind, you can customize Salesforce to meet your unique business needs.
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Identify opportunities: Use Salesforce to track leads from various sources, such as marketing campaigns or referrals. Energy & Utilities Cloud helps you score and prioritize leads based on their engagement and interest.
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Create quotes: After you have a lead, use Salesforce to quickly create detailed quotes. Time-saving, easy to use, prebuilt templates and product catalogs help you customize quotes to meet each customer’s needs.
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Negotiate and finalize: Manage the negotiation process within Salesforce. The platform keeps all communications and revisions in one place, ensuring transparency and reducing the risk of errors.
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Convert to orders: When the deal is finalized, seamlessly convert the quote into an order within Salesforce. The system automatically updates inventory and billing systems, ensuring a smooth transition.
Streamline the Sales Process
Automation and collaboration tools in Salesforce Energy & Utilities Cloud help you streamline your sales process, making it more efficient and effective.
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Automate tasks: Automate routine tasks such as follow-up emails and data entry with built-in tools and process flows. This frees up your team’s time to focus on building relationships.
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Collaborate with teams: Keep everyone aligned and working toward the same goal by collaborating across departments such as marketing and finance in real time using Salesforce.
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Track performance: Use dashboards and reports to track the performance of your sales team and individual sales reps. Get insights into key metrics such as conversion rates and sales pipeline health.
Large Account Sales Management
Large accounts often come with complex needs that require a more tailored approach. Salesforce Energy & Utilities Cloud provides the tools you need to manage these accounts effectively.
When working on an opportunity, a sales agent can enter information for a quote, organize data into logical groupings, or start a multisite quoting process using the optional add-on Salesforce Industries Configure, Price, Quote. Centralize account information by storing all relevant information about your large accounts, including contact details, account history, and interaction logs in Salesforce. Create custom account plans for each large account, including specific goals, strategies, and action items to ensure a focused and strategic approach. Track the health of your large accounts with real-time insights and key metrics such as customer satisfaction and revenue growth, and take proactive steps to address any issues.
Customized Sales Strategies
To succeed with large accounts, you need to tailor your sales strategies to meet each one’s unique needs. Salesforce Energy & Utilities Cloud helps you do just that.
In Salesforce, segment your market based on various criteria–such as industry, size, or location–to create targeted marketing campaigns and sales strategies. Personalize communications with your large accounts with Salesforce tools and create and send customized emails, proposals, and presentations using Salesforce templates. You can even find time-tested best practices from Salesforce for creating effective sales strategies. Learn from others through our library of case studies, success stories, and other resources.
Enhance Customer Relationships
For long-term success, you know that building strong relationships with your large accounts is crucial. Salesforce Energy & Utilities Cloud provides the tools you need to do this effectively.
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Salesforce Service Cloud: Engage with customers through email, phone, and social media; manage these interactions with effective tools; and track customer feedback.
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Salesforce Case Management: Improve your customer service by addressing customer needs and resolving issues quickly. The platform integrates with your customer service systems, ensuring a seamless customer experience.
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Salesforce Loyalty Management: Finally, improve loyalty by recognizing and rewarding your large accounts with loyalty programs and special promotions.
Let’s Recap
In this unit, you examined Salesforce solutions for sales and account management. Next, take a closer look at the capabilities that address programs and operations management challenges.