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Perfect the Art of Virtual Selling with Salesforce Sales Cloud

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Jayarama Emani,

June 15, 2021

Perfect the Art of Virtual Selling with Salesforce Sales Cloud

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Covid-19 has impacted possibly every aspect of human life. The pandemic has destroyed lives and livelihood and thrown all industries out of gear, mandating the adoption of innovative measures for business continuity and sustainability. Among global lockdowns and economic aftershocks, the traditional business operating methods seemed obsolete. Every business domain, including B2B sales, has struggled to survive in the changing economic landscape and sudden shifts in customer behavior.

Changes in B2B Selling Landscape

The pandemic has compelled businesses to devise new B2B sales strategies such as reducing spends, accelerated digital adoption, and selling remotely, making digital selling trends a new normal.

More than 75 percent of buyers and sellers have started preferring digital, remote, and self-serve human engagement over face-to-face interactions for safety, speed, convenience, ease of searching for information, arranging services, and placing an order. Further, only 20 percent of B2B buyers plan to return to in-person sales, even in those industries where field sales models dominated traditionally.

While buyers and customers are willingly embracing digital selling, software tools like Salesforce Sales Cloud, with its innovative features, present the perfect option to adopt accelerated digital selling.

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What is Salesforce Sales Cloud?

Salesforce Sales Cloud is the world’s most popular and top-rated CRM software. The cloud-based CRM tool enables businesses to access complete customer information online, from any device, across the globe, anytime. Specifically designed for salespeople, Sales Cloud maintains your leads, customers, and sales information by keeping everything linked and effectively handling data, notes, metrics, and more in one place. It offers businesses the capability to redefine how they connect with their customers by creating more meaningful relationships.

Further, Sales Cloud helps organizations proactively target diverse audiences and set critical alerts and scores based on individual leads. You can use this CRM platform across departments to empower all customer-facing teams with the correct data and create a remarkable user experience.

Key benefits of Salesforce Sales Cloud

With its numerous, innovative features, Salesforce Sales Cloud can help you sell digitally even in the current changing marketplace. Some of its benefits are outlined below.

Sell from Anywhere, Anytime

Being a cloud-based tool, Sales Cloud always provides you with up-to-date data irrespective of the time and place of access, which is the pressing need of today’s businesses.

Further, it continues to offer more seamless, virtual interactions with its new features. Salesforce Meetings is one such feature that makes virtual conversations more engaging. Before any meeting, a sales team can have a 360-degree view of all attendees on a single screen that includes account history, bios, and open service cases. During the call, both the presenter and the presentation are displayed for a more engaging experience. On the other hand, after the meeting, automated action items let the salesperson create a contact for a new decision-maker or schedule a follow-up call.

With complete integration of Salesforce’s digital skilling platform, myTrailhead, into Sales Cloud, it becomes quick and easy to onboard new sales reps with relevant training resources accessible right from their workspace. An existing sales team can also access appropriate enablement materials such as competitor analyses.

Boost Team Productivity

Sales Cloud helps sales managers track sales rep performance, especially in scenarios with limited face-to-face interactions such as digital selling. The software achieves this by providing valuable insights that help you offer meaningful coaching and build trust with your teams. Sales Cloud’s Pipeline Inspection, for instance, tracks weekly pipeline changes. It leverages AI that focuses on critical deals that can make the difference and pinpoints those needing coaching or support.

Further, the Cloud CRM comes with a feature, Einstein Conversation Insights, which explores and evaluates video call transcripts for visualizing trending keywords (e.g., product names), interaction types (e.g., competitor mentions), and more. It provides insights to managers about the obstacles faced by their teams in understanding some aspects of discussions with customers. Accordingly, they can plan for 1:1 coaching or customized training for their team members to bring them up the learning curve.

Power of AI at Your Disposal

With shrinking sales cycles, sales teams need information at their fingertips.

Sales Cloud uses Tableau Business Science’s power to offer AI-powered insights, predictions, and automated explanations with a few clicks. Thus, your sales team can quickly make intelligent decisions using Sales Cloud without relying on a data scientist. It offers salespeople the flexibility and power to predict forecast accuracy, update quotas, and reassess selling strategies with just clicks, without using any code.

A salesperson can use Einstein Opportunity Scoring to check the positive and negative prospects of a winning opportunity. It helps the team to take necessary actions to increase the chances of a successful deal.

Fast, Easy, and Flexible Setup

Where only 25% of salespersons rate their processes and workflows as excellent, Sales Cloud’s features enable your sales team to react in real-time to changing market conditions.

With MuleSoft Composer for Salesforce, your team can connect systems and apps to Salesforce without writing codes. It enables them to unlock richer sales insights and automate sales processes without waiting for development resources.

Before the sales teams have enough data, Sales Cloud’s Global Model for Opportunity Scoring empowers them to drive intelligent opportunity scoring using aggregated and anonymized trends across Salesforce customers.

Salesforce AppExchange is the global leading enterprise marketplace that offers you ready-to-install apps integrated with Sales Cloud. Additionally, using the Consultant Finder on AppExchange, you can connect to the relevant consulting partner for implementing scalable Sales Cloud solutions.

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About Solunus:

Solunus is a dedicated Salesforce partner organization, headquartered in Dallas, Texas. Our unrelenting focus on comprehending the unique needs of our clients coupled with our unrivaled expertise of the Salesforce platform enable us to deliver the perfect solutions that create the best value. Our unflinching commitment to quality and affordability has earned us a 100% Customer Satisfaction (CSAT) score from all our customers.