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Lisa Sadler | Salesforcescotts

How to Best Use Salesforce Leads, Accounts, Contacts, and Opportunities

Apr 23rd 2019 at 3:31 AM


sales intelligence

In the current business environment, firms are expected to do more than ever to attract and retain customers. The sales teams must offer impressive, customized pitches to prospects that lead to sales. This requires extensive research about client buying patterns and a thorough understanding of what motivates customers.

Sales intelligence software makes it much easier for businesses to track customers and understand what promotional messaging will get the best turnover. Sales intelligence tools don’t just allow you to find the right customers, but also help you identify the best timing to approach them.

Types of Leads in Sales Intelligence Platform

Sales intelligence platforms offer many benefits to businesses for improving their leads, accounts, and contacts tracking. Better management of accounts makes it easier to convert prospects into sales. The following benefits can be derived for each type of sales opportunity.

ü Contacts: These are the people who have bought from your business or identified as potential sales leads. Contacts can be the people who make the purchase decision or those who can lead you to the decision makers in your prospective firm. As a sales administrator, you must assign the right person who has the ability to develop contacts into potential purchasing customers.

ü Accounts: Accounts consist of active buyers who have ongoing purchases from your firm. Active accounts should not be ignored from the sales effort and sales personnel should contact them to ensure they are happy with the current level of service. Active contact will inform them that you care and they are more likely to order again in the future.

ü Leads: Leads include people who have expressed an interest in your products or people who buy similar products from competitors. Sales intelligence tools like Salesforce allow you to record their preferences and allow you to adjust your marketing program and cater to their needs better. Leads are the most likely candidates for converting into paying customers.

ü Opportunities: Sales opportunities are qualified leads that you have communicated with and they seem interested in what your business is offering. These leads may not necessarily be interested in buying soon but they are interested. Opportunities must be kept in the pipeline and reminded about your offerings frequently. They are most likely to convert into active leads in the future.

Effectiveness of Salesforce as a Sales Intelligence Tools

The Salesforce platform is one of the top sales tools for managing leads and turning them into customers. It is particularly effective when it comes to working with a large database of customers.

The platform helps you identify critical points in the sales nurturing and management process. While it is true that any company can generate leads and keep them in a database, the Salesforce software allows you to easily nurture leads by actively recording communication with prospects.

When lead nurturing is carried out smartly and you focus on the right customers at the right time, you will be able to improve your sales team’s productivity and get better prospects during lead development.



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