What Makes ABM Different From Outbound Sales?

Coordinated Efforts

Account Based Marketing is a multi-pronged campaign that uses the coordinated efforts of the account team, which usually comprises an account manager, sales development executive, marketing manager as well as an executive sponsor. Unlike outbound sales, which are handled solely by the sales executive or team using tactics such as phone calls, emails and social networks, in ABM, every member of the team has a specific role to play. The sales rep set ups and drives meetings with executive-level contacts. Marketing develops account-specific campaigns, and the executive sponsor helps in connecting with executives in the target company by sending personalized emails.

Focus on Customer Requirements

Rather than hard sell tactics, ABM shifts the focus on finding out what a customer needs and directing the campaign towards meeting that requirement. Account profiling plays an important role in Account Based Marketing. By researching and analyzing the target’s business initiatives and growth strategies, a customized campaign can be built around what is relevant to the customer.

Build and Nurture Relationships

Account Based Marketing is quite different from a hard sell technique where the relationship comes to an end once the sale concludes. Instead through building and nurturing contacts at various levels of the target account, the stage is set for an easier conversion whenever the opportunity arises.

What ABM Tactics Work Best?

Personalization is Key

With mass marketing, one campaign or strategy goes out to all customers or accounts. However, a single program might not be relevant to everyone. The success of an Account Based Marketing campaign is dependent on creating relevant offers or strategies. For instance, if the target company is looking at expanding markets, a personalized campaign focusing on that aspect is more likely to convert a customer. Similarly, a personalized landing page for an account, which has target specific content and images, can help to make an impression on the account users and win them over.

Get a Meeting

The purpose of a campaign is to get a meeting with the account’s executives or managers. Follow up the personalized offers with a request for a meeting where a free trial or assessment can be offered. This is aimed at making direct contact with a lead with whom a relationship can be slowly built up.

Use Online Advertisements for Retargeting

One of the best ways to retarget the users or employees of a particular account is to feature your company’s advertisements on the sites that they visit. You can use the services of B2B retargeting companies for doing this effectively.

Match the Right Sales Person to An Account

Moving away from geographical allocation of sales territories, ABM looks at identifying the sales person who is most suited to engaging with a particular account. Some of the factors to be considered include past sales history (for example, a sales person who has successfully sold to the account in the past) and existing contacts or relationships with the target account.

Connect Using Social Intelligence

With social networks, it is easy to keep track of a company’s activities and leverage useful information thus obtained to build a relationship. For example, an executive from your target account might post news about the company winning an award. Sending out a congratulatory message to him can help to build a relationship, which can be used in the future for connecting with him.

Build Peer Level Relationships

For making one-to-one connections, assign responsibilities to the ABM team for building relationships with their peers or people at the same level in the target account (CEO to CEO, executive to executive, etc.)

Collate a List of Contacts in the Target Account

Since connecting with the right contacts is important in Account Based Marketing, building a database of role based contacts can help in easily matching a sales rep with the right person in the target account. Don’t restrict your efforts to the sales and marketing team. Use social or professional networks such as LinkedIn to explore whether employees in other roles or departments are connected to contacts in the target account and use them to nurture the relationship. You can even purchase leads from a lead generation company by specifying the list of target companies, rather than purchasing the entire list. The cost per lead might work out more expensive, but it will produce more effective results.

The post Account Based Marketing – How Is It Different, and What Are The Best Tactics? appeared first on CM-Focus LLC - A Salesforce Training, Consulting and Product Development Company.

Step 1: Goto www.appexchange.salesforce.com, click on login using your salesforce login credentials

Step 2 : Click on My Account

Step 3: You can see all the installed apps in your organization. Click on the modify subscriptions links below Leadpal app.

Step 4:  Change the no of users, to add or remove the no of users. If you want to cancel your subscription you can click on the cancel subscription link.

Step 5: Click on Save button.

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Boomi Atmosphere

The Boomi AtomSphere integration platform as a service (iPaaS) is 100 percent native cloud. It’s a shared-everything, multi-tenant platform that supports cloud-to-cloud, SaaS-to-SaaS, cloud-to-on-premises, on-premises-to-on-premises and B2B integration. Boomi AtomSphere supports real-time integration and elastically scales to meet high-volume needs in mobile, batch (ETL) and EDI environments. Easily accessed via a browser, it delivers an impressive range of integration, master data management (MDM) and platform extension capabilities.

Cost : $550/2000/4000/8000 / month

Pros :

• Widely used, a large number of consultants are available
• You control the whole integrations and not dependent on third party

Cons:

• Need highly skilled consultants to maintain
• High annual costs

For more information visit http://www.boomi.com/products/editions/pricing

Boomi Widget

The Boomi Widget for Salesforce and QuickBooks (“Widget”) is the easiest and quickest way to integrate your Salesforce data with QuickBooks. The Widget is a complete set of pre-built integration processes that does the following:-

• Syncs Customer/Account master data along with Billing Contacts
• Syncs newly won Opportunities from Salesforce to your choice of Invoice, Sales Order, or Sales Receipt in QuickBooks
• Syncs QuickBooks Items to Salesforce Products (one-way)
• Updates Inventory Item quantities in Salesforce (one-way, QuickBooks Desktop Widget only)
• Syncs Invoices created in QuickBooks to Salesforce – Migrates historical Invoices from QuickBooks to Salesforce

Cons :

Its prebuilt with very little customizations. If you want to do some changes than what is offered in the widget you would need to get the Boomi Atmosphere

Works only on production, doesn’t support sandbox

Cost : $65/month for standard widget and $135/month for premium version which supports custom fields

For more information visit http://training.boomi.com/plugins/viewsource/viewpagesrc.action?pageId=10977319#

DBSync from Avankia

DBSync for Salesforce and QuickBooks provides easy synchronization for Accounts, Products, Opportunity Closed to Customer, Jobs, Products and Invoice, Estimate or Sales Order in QuickBooks.

• Standard and Custom objects and fields can be mapped from salesforce.com
• Integrate with Accounting, Databases, files and many more adapters
• Easily integrate with credit card vendors and process credit card from within salesforce.com.
• Integrate with QuickBooks or other accounting packages using DBSync for Salesforce.com and Accounting packages.
• Connects any combination of on-demand and on-premise applications without software or appliances.
• E-commerce orders/ account management to salesforce.com.
• Build, deploy and manage all of your integration processes on a single platform.

Pros:

Supports Multiple Quickbook files

Cost :

Salesforce & QuickBooks single license starts from $795/year, full featured at $1495/year

Additional QuickBooks adapters for Multi-entity firms or Accounting firms starts from $495/year or call for volume pricing.

For more information visit http://www.mydbsync.com/integration/salesforce

For free trial visit https://appexchange.salesforce.com/listingDetail?listingId=a0N300000016bTHEAY

COMMERCIENT ERP SYNC from Commercient LLC

Integration for Quickbooks (2014 and above) with Salesforce. A TWO WAY Sync for Customer info, Orders, Invoices, Payments, and more. Utilize Quickbooks Data in your saleforce CRM and sync Salesforce details into Quickbooks.

• The ERP data is automatically mapped to Salesforce so you don’t have to program anything. ERP compatible with Quickbooks (2014 and above).
• Configured and compatible with Quickbooks (2014 and above).
• Add On Apps: Quickbooks (2014 and above), Create Opportunities and Quotes, Sales Order Entry, Customer creation, Opportunity Invoice tracking for Commissions…

Commercient’s Quickbooks Sync for Salesforce offers two way integration. It allows a syncing of Quickbooks customers to Salesforce automatically and doing the same for invoice, payment and sales orders back to Salesforce. Schedule syncing routines and data integration are both fully customizable.

Cost : $175/company/month

For more information visit http://www.commercient.com/

For free trial visit https://appexchange.salesforce.com/listingDetail?listingId=a0N30000000ptLVEAY

InterWeave from InterWeave Smart Solutions

The Salesforce_Quickbooks Smart Solution is a complete pre-configured Integration Solution – you configure, test and deploy

This is a real-time, bi-directional solution between Salesforce and Quickbooks

Configurable Salesforce to QuickBooks integration. InterWeave Smart Solutions are ready – all processes, workflow, field mapping, pick lists, drop downs or custom fields. Models contain:

•  SF Account/Contacts to Customer/Contact (Primary Contact) (bidirectional)
•  SF Opportunities to Jobs, Sales Orders, Invoices, Sales Receipts, Estimates, Checks, Purchase Orders, Bills, Checks, and more. (bidirectional)
• SF Products to QB Items (bidirectional)
• QB History to SF

In addition

SF Cases to QB Customers or Invoices (bidirectional)

• Multi-currency support
• Multiple price books
• Multiple company files
• Bulk Load Feature
• Credit Card and ACH Payment Gateway
• eCommerce Gateway
• Journal integration; customer, invoices, payments, etc.
•  Scout Order Management /Inventory Integration
• Connection, Error Management and Monitoring, Log Viewer
• Automatic email or IM notification if error detected

New Offerings:

• Database Gateway
• Telephony Gateway
• eMail Gateway
• Customer Support (Zendesk)
• Now with Advance Accounts Payable Features in Salesforce!

For more information visit http://www.interweave.biz/

For free trial visit https://appexchange.salesforce.com/listingDetail?listingId=a0N300000016bNkEAI

Relational Junction for QuickBooks

Relational Junction for QuickBooks© is the Salesforce.com integration solution for QuickBooks users

• Create Invoices, Customers and Sales Orders in QuickBooks
• Update changes in QuickBooks back to Salesforce.com

Integration includes Products, Customers, Sales Orders, and Invoices. Selection criteria for new Customers and financial transactions can be defined according to your business practices. Changes in QuickBooks are reflected back to Salesforce.com. This solution is highly configurable using open source integration logic.

Cost : Contact company directly

For more information visit http://www.sesamesoftware.com/intuit-quickbooks-data-integration/

For free trial visit https://appexchange.salesforce.com/listingDetail?listingId=a0N300000016Zq4EAE

Integrations for QuickBooks by Workato

Workato is a powerful integration platform that lets you connect your applications in minutes – no IT or developers required. With a simple drag and drop interface. Here are some of the Salesforce – Quickbooks integrations available on Workato

• Create a QuickBooks Invoice when an Opportunity is Closed-Won in Salesforce
• Create a New Customer in QuickBooks when an Account is Created in Salesforce
• Update a Customer in QuickBooks if a Customer is Updated in Salesforce
• Sync a Salesforce Custom Invoice to QuickBooks

Pros:

Most of the recipes are free to use

Offers integrations with a lot of other solutions as well

Cons:

Private recipes are not free

Cost : Free/$99/499/user/month

For more information visit https://www.workato.com/pricing

For free trial visit https://appexchange.salesforce.com/listingDetail?listingId=a0N30000000ptXmEAI

Autofy from Propelware

Autofy for Salesforce integrates QuickBooks Desktop and QuickBooks Online (QBO) to Salesforce in just a few easy steps. Stop errors, wasted time, and hassle in their tracks. Start automatically syncing your important data on demand or on schedule, and save time!

• Standard integrations for customers, items, sales orders, invoices, receipts and estimates
• Ability to accommodate custom fields and custom objects
• Easy setup, friendly support and expert help when you need it

Cost : $59/month or  $595/year ($495 nonprofit)

• Robust Test Mode
• Salesforce Opportunities go to QuickBooks Orders, Invoices, Estimates, or Receipts
• QuickBooks Customers sync with Salesforce Accounts
• QuickBooks Items sync with Salesforce Products
• QuickBooks invoice details go to Salesforce Opportunities
• Payments in QuickBooks update the open balance amount in Opportunities
• Error notifications emailed to you
• Syncs on demand or on scheudule

For more information visit http://www.propelware.com/autofy-for-salesforce

For 14 day trial visit https://appexchange.salesforce.com/listingDetail?listingId=a0N30000003JAGSEA4

SaaSOptics

SaaSOptics is the simple, cost effective way to safely track, manage, measure, subscription revenue performance, contract renewals, & performance objectives. SaaSOptics is a cloud-based financial management solution for emerging subscription B2B businesses. SaaSOptics brings financial maturity to emerging subscriptions business, with out-of-the-box integrations with QuickBooks and Salesforce.

Cost : starting at $2000/company/year

For more information visit http://www.saasoptics.com/Pricing/Saas_optics_pricing.html

For free trial visit https://appexchange.salesforce.com/listingDetail?listingId=a0N30000009vx8dEAA

BluSynergy: Invoicing, Payments, Recurring Billing, ERP Integration

INVOICE, accept PAYMENTS, automate SUBSCRIPTION BILLING, and view account BILLING HISTORY with seamless ERP/Accounting integration. Features include customer SELF-SERVICE portals, COMMISSION management, complex pricing models and automated communication.

• Accounts Receivable control right inside Salesforce with integration into your ERP (Great Plains / Netsuite / QuickBooks)
• Accept credit card and ACH payments inside Salesforce. All leading US payment processors supported.
• Configure for either Subscription Billing or traditional invoicing

With eBill traditional invoicing, Salesforce users can create invoices, and invoices can also be periodically imported from your accounting/ERP system (such as Great Plains, NetSuite, QuickBooks, etc.) This EBPP solution enables you to send invoices, accept payments and view account history right from within Salesforce. It also features a self-service customer portal that can be embedded into your own website and Chatter notifications about account billing activity.

Pricing :

Starting at $0.5 USD per Invoice per month

For more information visit http://blusynergy.com/

https://appexchange.salesforce.com/listingDetail?listingId=a0N3000000B5JuaEAF

QXchange

QXchange is a flexible data integration software. Leveraging the Salesforce.com API, data interfaces with QuickBooks, Excel, SQL Server, Sage 50/500, Microsoft Dynamics AX and GP, ODBC, MySQL, Oracle Fusion CRM. Sold as an annual software subscription.

Extract and Load data out with many data sources and formats

Convert and Migrate data from old to new systems

Store data integration instructions and execute on a pre-defined schedule

QXchange is a flexible, easy to use, data integration software. It can quickly and easily transfer data between many standard data formats and applications, including MS Access, Excel, Comma delimited flat file, MS SQL Server, QuickBooks, Salesforce, and others.

It allows simple and clear setup of extraction, transformation and loading instructions to exchange data between different formats. The instructions are stored and managed as profiles. These stored profiles can be invoked and executed by the user or can be scheduled to run in batch mode using Windows scheduler.

For more information visit http://www.qxchange.com/index.htm

Appexchange :  https://appexchange.salesforce.com/listingDetail?listingId=a0N300000016ZjXEAU

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BASIC APEX & VISUALFORCE DEVELOPMENT

If you new to salesforce or a salesforce admin transitioning into development role this course is for you. This is an alternative to Dev401 course and can help prep for Certified Force.com Developer exam.

Starting Date Batch  : 04 Sep, 2015
Time : 10.00 am – 12.00 pm (EST),
Duration : 16 hrs
Cost : $1600
Fri and Tue- Twice a week

COURSE CONTENT

• Introduction to Force.com platform
• Introduction to Apex
• Data types and logic
• Naming and Declaring Variable, Methods, Class
• Manage data using SOQL in Apex
• Triggers
• VisualForce Pages
• Exceptions debugging and Testing
• Deployment

To know more about the training visit our salesforce training page

The post Online Salesforce Apex and Visualforce Development Trainings appeared first on CM-Focus LLC - A Salesforce Training, Consulting and Product Development Company.

For example:

If the lead has a personal email domain, like that of gmail, hotmail etc, then you would want the lead to checked against the dupe field of name of Account and the company name of Lead, and if its not a personal email domain then match the email domain in lead with the website domain in accounts. Earlier leadpal had an ability of matching with only 1 set of dupe match fields. Now you can have a set of 4 rules of dupe matching fields based on conditions.This feature is currently available only with auto convert of leads using batch process.

Another new feature introduced in the current version of leadpal is to have an additional criteria for lead conversion called contact match. If you are selecting contact match as an option of lead conversion criteria, then leadpal first checks all the leads to be converted for an contact match, if exists then it converts and merges it into the existing contact. Here the option triggering the conversion is if there is an existing contact then auto convert of leads is triggered.

In addition to these two features, we are working on improving and adding new exciting features in the coming releases.

• Scan and capture of business cards into leads in salesforce.
• Create a lead in salesforce from a linkedin profile in a chrome browser.
• Rules engine for duplicate match for contacts.
• Rules engine for triggering an auto convert of leads.
• Lead Intelligence : Capture more information about the lead from Linkedin and not just the company as it is currently.

Keep checking this blog for new releases and updates. If you like to have any new additional  features added into Leadpal, drop us an email at info@cm-focus.com.

You can take a free trial of leadpal here https://appexchange.salesforce.com/listingDetail?listingId=a0N3000000B5LuWEAV

The post Merge and Auto Convert of leads into existing Accounts based on Rules : LeadPal appeared first on CM-Focus LLC - A Salesforce Training, Consulting and Product Development Company.

The key LeadPal features include

• Efficiently Use Linkedin by connecting with Lead using info at your finger tips
• Grab Company Information to Lead. Our screen would display on the lead from Salesforce.com Employee size 10000+
• Import Linkedin Connections as Leads
• Publish to Linkedin Groups with single click
• Auto convert leads that match a criteria into accounts and opportunities.
• Rule based Autoconvert / Auto Conversion
• Lead Conversion from mobile devices
• Lead Conversion Screen customization to include Record Type Selection as well as adding Lead to existing opportunities
• Mass Lead Conversion of up to 85 Leads into Accounts and opportunities with a Single Click or or using UI to specify Account/Opportunity names.
• Setup Rules to match Leads to existing Accounts or contacts using an email match or account name match or a combination of rules
• Display existing contacts and accounts related to lead so there is a continuity in the
  conversation/interaction with the lead.
• Do RoundRobin / Round Robin Lead assignment rules
• Spam Blocking / Check for Web2Lead or Web 2 Lead Forms and Web2Case Forms with out adding data entry or Captcha

The post LeadPal for Lead Auto Conversion and intelligence now available on Marketo LaunchPoint appeared first on CM-Focus LLC - A Salesforce Training, Consulting and Product Development Company.

Some of the new features of Leadpal for the lead conversion screen includes

1. Converting leads into Accounts, contacts and opportunities with recordtypes.

2. Customization of fields in lead convert screens

3. Convert leads and merge into existing opportunities

4. Customize your task fields

5. Convert leads from your mobile device using LeadPal for Salesforce1.

If you are interested to try out these new features, give us a call at 1 415-390-5887 or email us at info@cm-focus.com

The post Customize Lead Conversion Screen with Custom Page layout and Recordtype Selection appeared first on CM-Focus LLC - A Salesforce Training, Consulting and Product Development Company.

Prevent Account and Opportunity Owned by Partner. Leadpal helps you to streamline your deal conversion process in your salesforce environment.  For more information contact us at info@cm-focus.com .

The post Prevent Account and Opportunity Owned by Partner in salesforce appeared first on CM-Focus LLC - A Salesforce Training, Consulting and Product Development Company.

Use Leadpal to mass convert leads into accounts and contacts. Now you can mass assign Accounts while converting leads.
Here are other features of Leadpal
1) Connect on Linkedin with the Lead.  News about the company from Lead
2) Grab Company Information to Lead.  For example our screen would display on the lead from Salesforce.com
Company Description: Salesforce is the Customer Success Platform. Our social and mobile cloud technologies—including our flagship sales and CRM applications—help companies connect with customers, partners, and employees in entirely new ways.
Employee Count:10000+
Type: Public
Industry: Internet
This feature is useful as some companies only want to work with companies where employee count is greater than 150
3) Import Linkedin Connections as Leads
4) Post to Linkedin Groups with a single click
Take a free trial at https://appexchange.salesforce.com/listingDetail?listingId=a0N3000000B5LuWEAV

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Display existing contacts and accounts related to lead so there is a continuity in the conversation/interaction with the lead.
For example if account had opportunities the lead can be passed on to account manager
If there are duplicate contacts that already exists it will be displayed so they can be cleansed right away
Take a free trial at  https://appexchange.salesforce.com/listingDetail?listingId=a0N3000000B5LuWEAV

The post LeadPal : Salesforce Lead Communication Continuity appeared first on CM-Focus LLC - A Salesforce Training, Consulting and Product Development Company.