Sales is the most important component for any business of any size. Being able to reach new customers to grow your sales is a process that requires a smart strategy and extreme organization. Salesforce has empowered Fortune 500 companies and entrepreneurs alike with the tools they need to catapult themselves to achieve a greater level of success. I had the opportunity to speak with Jamie Domenici the Vice President of Product Marketing and SMB Marketing for Salesforce to hear first-hand how businesses have grown because of the power of Salesforce. Here’s what she told me:
Jay: As the Vice President for product marketing and SMB marketing for Salesforce, what are some of the most important facets that the Salesforce software offers for small businesses to improve their marketing?
Jamie: I think the most basic and important function Salesforce provides is collaborative organization. You can have all the leads in the world and as large of a sales team as possible, but without the proper organization you won’t get results. The ability to keep track of every call, email or meeting you’ve had with a potential client is key to your success in closing the deal. In addition, because Salesforce is completely cloud integrated, every member of the team is on the exact same page at every step of the way.
Jay: The element of collaboration sounds excellent, but is that geared only to businesses with a large sales team?
Jamie: That’s a great point Jay and I can tell you from my personal experience that no matter how small your business is, in order to grow your business, it is absolutely critical to have the right technology in place for your sales team. Before I worked with Salesforce I ran the operations for a small jewelry business. We had no system in place and we were recording transactions of millions of dollars on just basic excel sheets! We knew we had to upgrade but kept pushing it off simply because we were able to “get by” and simply didn’t have access to anything else. But when a customer called and we actually did not know where the ring was, we knew we had to find another way. That’s when I personally started using Salesforce. The great part was that although I don’t know how to code, the program is extremely easy to use and there’s no infrastructure to buy, set up or manage. All you need to do is log in and start working.
Jay: Having everything in one place is definitely key to developing a successful sales strategy. Are there other components that Salesforce provides which accelerates the actual process of securing a sale?
Jamie: My answer to that question is an emphatic yes! We have multiple options that are designed to eliminate wasted time and focus your efforts towards the right leads for your business. One of the most important components needed in sales is to know both who your potential customers are as well as to know as much as possible about them before you get on the phone. Our sophisticated data brings you direct access to both of these points. You’ll be able to identify your target audience and discover what types of deals they’ve done in the past allowing you to assess if and how they fit into your proposal. More importantly, the system is constantly updated which empowers you and your entire team to stay ahead of the curve. The technology provides you with everything you need to know about your potential client so that when you make that phone call all you’ll need to do is sell your product and work towards closing a deal.
Jay: Studies show that you’re more likely to secure a deal when you’ve earned the buyers trust. How has AI been able to integrate with that?
Jamie: There’s no question that we are living in a world where AI is becoming more and more prevalent and its value is becoming increasingly potent. However, AI will never replace the human touch especially in sales. At the same time, the more you incorporate AI into the pyramid of tasks necessary in the sales process, you’ll arrive at the point of sale much quicker and with a lot more confidence. For example, SalesforceIQ will keep track of all the emails you’ve sent to prospective clients, log all of their responses and send you alerts with exactly the right time to follow up with the clients that are the most applicable. Salesforce Pardot takes it a step further by putting the sales process in motion automatically. Whenever someone visits your site and fills out a form, the system will automatically gauge their time spent on the site, where they spent their time and send personalized emails to follow up. Finding the proper balance between personalization and AI brings you closer to the point of sale while allowing you to maximize your time closing a deal with another client. There’s no question that the company that makes the best relationship wins, but having the ability to optimize your time is key to ultimate growth. Salesforce is the marriage between AI and personal communication which allows you to grow your client base and achieve the best sales results.
Jamie Domenici is the vice president of product and small-and-medium business marketing at Salesforce, the world’s No. 1 CRM software company. In this role, she is responsible for driving product marketing and go-to-market strategy for Salesforce’s small- and medium-sized business organization. Jamie has worked at Salesforce for five years as a senior leader in product and campaign marketing and previously led operations at Ingres Corp., an open-source database company, and OSIsoft, Inc., a real-time performance management software manufacturer. Passionate about marketing efforts grounded in data and analytics, Jamie began her career working at a small business, where she managed its technology and CRM implementations. She currently lives in San Francisco.