Transform Your Business with ESM
Learning Objectives
After completing this unit, you’ll be able to:
- Describe how ESM transforms enterprise sales tasks.
- Discuss how ESM delivers digital transformation.
Transform Jobs and Tasks
For Infiwave, ESM has revolutionized how Sophia and her team handle enterprise sales. It streamlines workflows, improves team coordination, and accelerates their response to customers. The team now manages complex deals effectively and their stress levels are way down.
Sales Executives and Account Executives
B2B sales and account executives often work with purchasing officers and technical leads in large companies or government departments. Sales and account executives use ESM to speed up and manage the complexity in defining and presenting customer solutions, quotes, contracts, and proposals, which can be very large and detailed.
ESM streamlines negotiating terms, such as pricing. It incorporates previous contract agreements and makes pricing adjustments, then automatically generates and tracks proposals and contracts. Analytics and AI guide sales and account executives to make informed decisions during the sales process, and the Salesforce Assistant prompts users when they need to take action.
Sales Support
ESM automates most of the sales support team’s manual input, including the generation of proposals and contracts based on quote and order information. This saves time and reduces manual input errors. During the sales process, the sales support team updates proposals and contracts when quotes are amended then adds quote data to the order-management system.
During the sales process, the sales support team updates proposals and contracts when quotes are amended, adding quote data to the order-management system.
Approvals Managers
Sales teams usually have legal and commercial approvals processes to make sure proposals and contracts are appropriate and accurate before submission. During busy times, bottlenecks happen as salespeople wait for approval from the legal and commercial departments before sending their proposal or contract to the customer.
ESM uses standard proposal and contract templates, which are automatically updated using validated information from the quotes and orders created in ESM. These quotes and orders support frame-agreement pricing and catalog-defined discounts, reducing the need for manual pricing adjustments and approvals.
Sales Agents
Sales agents thrive on providing fast, accurate quotes for complex transactions. Thanks to ESM, agents have a streamlined solution with guided processes to simplify their complex transactions. When faced with multifaceted customer needs, such as multiple locations or numerous subscribers, agents use ESM to ensure precise, value-driven recommendations. This way, they can quickly convert approved quotes into orders, keeping the business engine running smoothly and efficiently.
Accelerate Digital Transformation
The Infiwave sales team is successfully managing deals with large enterprises, including their large, complex orders and associated queries. Here are the highlights of the Infiwave digital transformation with ESM.
- Omnichannel: Customers can use their preferred device to interact with Infiwave through various channels, such as portals, mobile apps, and chats. All channels are connected because customer data is centralized in Salesforce. This ensures a uniform and integrated experience across different channels.
- Automation: Infiwave has automated key business processes, including large quote and proposal management.
- Speed and accuracy: With real-time data integration, Infiwave quickly delivers accurate and relevant quotes.
- Central repository: Adoption of a central repository for data has resulted in efficient digital storage. This organized and easily accessible data infrastructure facilitates quick retrieval of information, contributing to enhanced decision-making and operational efficiency.
- Streamlined customer data: The ESM interface, built on an SDK (software development kit) and lightning web components, scales with Infiwave's growth. Centralized customer data and streamlined processes for bulk uploads and edits allow for fast updates and better customer management.
- Customer satisfaction: Infiwave’s digital transformation emphasizes customer satisfaction through personalized experiences and proactive support. Using data-driven insights, Infiwave tailors products and services to meet individual customer needs, strengthening relationships and enhancing its market position.
Wrap Up
In this module, you dove into the world of enterprise sales management. You learned how companies like Infiwave face real challenges and how a digital transformation with ESM helps them turn stress into success.