1. Einstein Lead Scoring
Lead scoring is an essential part of selling. It helps your team assign values (in the form of numerical points) to all the leads generated for the business.
But in order to score a lead properly, information is needed about the lead’s role within their company or industry, their activities, demographics, areas of interest, etc.
This information is stored in the CRM (usually), but manually sifting through these records is extremely time-consuming.
That’s where Einstein Lead Scoring comes in.
This Salesforce add-on uses artificial intelligence to analyze historical sales data (i.e., past deals) and automatically prioritize the leads most likely to convert and close.
According to Salesforce, “the magic behind Einstein Lead Scoring is the machine learning that continually improves the accuracy of its predictions. For example, Einstein might automatically discover, based on your latest data in Salesforce, that VPs in a certain industry who view demos are great leads. In fact, it not only discovers the insight, but it predicts just how likely the lead will be to convert with a smart lead score. Einstein even provides direct insight into how the score was determined automatically.”
Warning: This feature may bring the sales and marketing teams closer together, so use it with caution.
2. Sales engagement + Gmail + Salesforce
If your business runs on Gmail, then a Salesforce & Gmail integration via a sales engagement solution is in order.
Your team spends most of their day in their inbox, and having to switch between their CRM, inbox, and who knows what else is very distracting.
In fact, according to a report by Qatalog and Cornell, 45% of people say context-switching makes them less productive.
That’s why consolidating your team’s apps so that information is accessed in one location will help them win back their time to drive more revenue.
And a sales engagement platform (like Mixmax) that does it all for you is the key.
With a sales engagement solution that syncs Gmail & Salesforce, you can automatically:
- Transfer all relevant information from your email to Salesforce in real-time (status updates, contact information, etc.).
- Enroll leads or contacts in a sequence when a pre-defined rule has been met/triggered.
- Log email opens, clicks, replies, meetings, downloads, calendar events, and calls in Salesforce.
- Send a reminder email to a customer when an account is approaching renewal.
Here are a couple of examples of workflow automation you can easily set up via Mixmax Rules:
Follow-up after poll: If a lead answers a one-click poll in an email, a custom follow-up email can be automatically triggered X hours/days later. This interaction can be logged in Salesforce.
Status change & account reassignment: If a lead signs a contract using DocuSign, a rule can be set up to automatically switch their status in Salesforce to “Opportunity” and reassign the account to a CSM.
By automating all these processes, your team’s productivity will skyrocket AND you’ll have more visibility on sales activities since Salesforce will actually be up to date.
3. DocuSign automation
If your team uses DocuSign to prepare and send contracts to prospects and customers, there’s a nifty process automation hack that updates Salesforce fields when signers change data or sign a document.
It’s called Document Writeback.
This automation also saves completed documents back to the Salesforce record.
For example, an AE sends a document for eSignature via DocuSign > the recipient completes the signing process > DocuSign uploads the final signed version to your Salesforce record.
All of these Document Writeback options can be accessed by a Salesforce administrator when building a document/envelope template.
Below are the different types of Document Writeback and Writeback actions available: