Automation is the best friend of any growing company. It helps you save time by automatically handling smaller, more menial tasks; it helps free up time for the team to pursue bigger and more ambitious activities; and maybe best of all, it helps you save money by allocating more person-hours to value-add functions.
Automation gives fast growing companies the tools to keep up, but the how-to-get-there can seem like a daunting task. Any successful owner, founder, or CEO knows you have to plan for growth. That plan should include finding the right technology that can scale with with your business — and automation must be integral to that plan.
Here are a few ways automation can help accelerate your growing business.
The basic goal of a marketing department is simple: Keep the pipeline stocked with high-quality leads for sales. Automation is what gets you there. Just create an offer; then automation features help you build out landing pages and forms, run targeted email campaigns, and integrate your social channels. Now with minimal effort, you’ve personalized the buyer’s experience from start to finish, and your message reaches the right people at the right time. Marketing automation helps you stay top-of-mind with prospects, re-engage with cold leads, and give sales greater insight into prospect activities. Boom: Just like that, the funnel’s filled.
Alltrust Insurance revived its cold leads with Pardot. Before implementing a marketing automation platform, the small boutique agency had a huge list of emails but no strategy to target leads. Within their first email campaign built in Pardot, they booked 20 new appointments, improved client acquisition by 20% and revived 12 new opportunities from cold leads, including a $500,000 deal! By integrating marketing in general into the organization helped it grow from $4M to $12M in revenue in four years!
A day in the life of a salesperson typically involves answering emails, making calls, attending meetings, chasing down approvals, building reports, and following up with leads. While these repetitive tasks allow the business to operate successfully, they also demand significant amount of time. In fact, most salespeople spend just 34% of their time selling. A CRM system can automate processes like assigning leads, updating opportunities, creating quotes, gathering signatures, capturing data, and building reports. This simple step frees your salespeople to focus on revenue-generating activities… like closing more deals.
DigitalMarketer is a 50-person marketing certification company with millions of unique visitors. With a global sales team working across different time zones, they needed an unified CRM platform for all their customer interactions. Marcus Murphy, Director of Sales and Monetization at DigitalMarketer, affirms, “the greatest thing [Salesforce has] done is centralized our communication and made us a more efficient team. A centralized place where we can put notes, pull reports, use custom fields, and use native tools like Chatter.” After moving off disparate systems, their team engaged in five times more sales conversations.
In business, few things are as important as keeping your customers happy. Customer service solutions have features that help you automatically route cases to the right people without manual intervention. That way, the highest priority cases go to your first available agents. Just create a rule to automatically assign a case to either the agent that opens the case or the agent that first replies, and this will ensure an efficient and consistent customer experience with the agent that best knows the situation at hand. You can also use routing rules to route cases that are escalated to specific queues.
Procter Gallagher had the foresight to adopt a complete customer service platform. Choosing Salesforce for their sales, service and marketing allowed them to clean up their processes and get better visibility into each team. Prior to Service Cloud, the company had 200 to 300 open cases in the queue at any given time. Now, their customer service agents are now able to get their queues down to zero at the end of each day. Not only are all of their tickets resolved within 24 hours, but also the company boasts a CSAT of 9.8!
So much is automated these days — from dinner reservations to airline check-in — and for good reason. Automation makes things simple and efficient for businesses and consumers alike. Just bring the same benefits to your business functions and watch the needle move. From sales, marketing, and customer service to inventory, finance and HR, every department can benefit from automated processes and workflows.
Want more to learn more about automation, workflows and other business challenges that growing companies face? Check out our resources for small business.
Salesforce can help you find customers, win their businesses, and keep them happy so you can grow your business faster than ever. Learn more about our small business CRM solutions or join the conversation with #SalesforceGROW.