Our Manufacturing Vertical Lead David Morley has over 30 years of manufacturing experience focused on driving sales and identifying organic areas of growth in both Private Equity and publicly traded corporations.
As an early adopter of Salesforce, David has driven growth with the Salesforce platform in seven different businesses since 2005.
Leading Rainmaker’s efforts in delivering thought leadership related to Salesforce’s value in the manufacturing industry, David and his team have developed a comprehensive framework called “Rainmaker Strategic Deployment” (RSD).
RSD outlines the key tenets of a manufacturing business focused on growth, and aligns best practices on how Salesforce can facilitate that growth.
Want to Find Out More?
Drop us a line if you would like to learn more about RSD or any of our Manufacturing Solutions.
Our latest whitepaper, entitled “Minimizing Slow-Moving Inventory” is available for download.
How To Improve Your Team’s Sales Productivity By Sophia Krich-Brinton If you manage a sales team, your top priorities include advancing deals that are nearing closing, following up with leads in a timely fashion, managing data that drives forecast accuracy, and engaging with past customers to drive new opportunities. Old school tactics like tracking spreadsheets for pipeline status, reviewing emails for correct contact information, and checking handwritten notes for contact status can be tedious, limit your team’s sales productivity, and are error-prone, but it’s the way your company has always done it. Once your team finds the data they need, they likely email or call as many leads as possible, trying to pick the highest potential clients from the lot. Most likely, follow up doesn’t happen as quickly as you’d like. There just aren’t enough hours in the day. So precious time is spent on contacts that go nowhere, and your window with the high-potential leads gets smaller and smaller. When calls or emails aren’t happening, you’re logging interactions, taking notes in Excel or perhaps even with paper and pen. If a team member is out sick, you might accidentally duplicate efforts with their customers since their method of note-taking might not match your own. Your team does the best with what they have. In an ideal world, you would not need to spend your time searching for client information. Instead, you would have everything you needed in a single, organized location, freeing up your days to respond to leads in a timely fashion. But with all the work involved in following up on a single lead, how can you and your team get out of the weeds? CRM Software As A Sales Productivity Tool You know the potential answer to your pain points is adopting a Customer Relationship Management (CRM) technology for your team, but the required training and upfront cost are intimidating. There’s the initial purchase, the need for an admin on your team to manage the technology, get it set up, and train everyone else on how to use it. But, pretend cost and training aren’t an issue. The truth is, CRM would solve most of your problems. A CRM would provide you with a pipeline framework without any of the pitfalls in your current system. A CRM would include automatic lead and email tracking. It would change weekly reporting from a multi-hour pain point to the click of a button. All your customer data would be housed in a single secure location, improving your team’s communication, not to mention the countless applications available within CRMs such as Salesforce to address other pain points you might have. Your sales team would thank you, and they’re not the only ones who would benefit. Your marketing team would benefit from all of your data in a single place, and could more easily generate targeted marketing campaigns. Your customer service team would thank you, since a CRM would save them from having to search in multiple locations for client
So You Need A Salesforce Consultant Every business owner faces the same struggle: improving your bottom line by maximizing ROI without extravagant spending. Customers and clients are your business's lifeblood, and consistent business growth depends on a successful customer success strategy. The most crucial aspect of this strategy is a robust system to provide a single, comprehensive view of all customer-related data. Salesforce's robust features, functionalities, and ever-evolving ecosystem have the ability to help businesses develop and execute on growth strategies. While Salesforce's cloud-based platform is generally considered easy to use and has global acceptance, the challenge isn't in choosing Salesforce; the challenge lies in implementation. Optimizing Your Organization Salesforce is more than just a great way to organize contacts. But tapping into its potential comes with a notable hurdle: successful, optimized implementation requires a specialized skill set few outside of dedicated Salesforce consultants have the time and resources to acquire. Why Salesforce Tackling everything from managing customer interactions and carrying out successful marketing campaigns to data reporting and analysis, Salesforce offers essential insight. It helps you optimize vital business processes needing an overhaul through a platform that’s designed for sales, marketing, and customer services best practices, with the flexibility to be tailored to your unique business. Adding Value With a Salesforce Consultant Most organizations who implement Salesforce face a common challenge: successfully optimizing the platform to deliver maximum ROI. Businesses thrive when their workers know what is expected of them and how to execute. By providing tools and processes that reinforce those expectations, they are more fulfilled and successful. Salesforce helps create an alignment and leadership framework by identifying and clarifying goals and then clearly communicating them to your entire organization. Partnering with a Salesforce consultant can help you identify what is important to your organization and clarify the best way to achieve it. They can also help you identify and navigate difficulties currently preventing you from advancing, by’ Providing in-depth analysis of current tech and process assets, CRM and other tools, and usage reports to identify project gaps; Creating a list of priorities, goals, project timeframes, and problems to be resolved by leveraging the Salesforce platform. A Salesforce consultant can also help you define what achieving your goals will look like once you've arrived, something too many organizations overlook. Understanding your vision for what you hope to achieve is critical. It's like driving a car -- whatever your eyes are focusing on is where you'll end up. If you don't have an exact understanding of where you want to take your organization, you'll never get there. Better Business Through Automation A CRM platform helps you generate and engage customers at scale, which means you may have more leads and customers than you could reasonably handle manually. This is where automation plays a critical role; enabling you to automate repetitive tasks, reducing manual steps in a process, and even helping you communicate the right messages at the right time. Workflow and Approvals, Process Builder, or Flow Builder Configuration are just some
Best Salesforce Apps for Free With over 3,000 published apps, it’s a challenge trying to research the best Salesforce apps on the AppExchange. It’s easy to feel overwhelmed especially if you’re still wrapping your head around the exceptional things Salesforce can do. It has a wide range of apps and software integrations that improve, expand, and complement its functionality. For the end-user, it might be pretty easy to get lost in the pool of apps, even with the AppExchange being highly intuitive and user friendly. But don’t fret. We’ve scoured the Salesforce AppExchange for the top-rated, most popular, free apps, and prepared a comprehensive list of the best six. Enjoy these free upgrades. Salesforce Adoption Dashboards Let’s face it, change is hard and managing change is even more challenging. Imagine if you had an information store, readily available, to give you an overview of the most important metrics responsible for your organization’s current changes? The Salesforce Adoption Dashboards provide visibility to relevant user login and behavior, adoption of the top productivity-enhancing Salesforce features, as well as important metrics that are most critical to the organization’s current changes and adoption of those and other variables critical to your mission. With this tool, executives and key stakeholders can create a range of powerful dashboards and reports for sales, marketing, and services teams. The tool is a great starting point for organizations that require better reporting without spending time starting from scratch. Field Trip Unpopulated fields in your Salesforce dashboard can lead to confusion, skewed reports, and make basic admin tasks more cumbersome than they need to be. Ringlead Field Trip allows you to analyze both standard and custom fields on any object, giving you the actual number of records every field is populated in including the percentage of accounts that have that specific field populated. With this tool, you can identify unused fields in an organization to help manage debt that results from years of use, changes to requirements, or poor/non-existent Salesforce governance framework. Additionally, you will be able to identify which of your fields can be removed to improve the overall health of the Salesforce data and ensure a clutter-free org. Rollup Helper Roll up any information in Salesforce with a couple of clicks and no coding required. Rollup Helper is used to count, min, max, sum, avg, text, percent, formula, and multi-currency roll-ups on any Salesforce data. It provides rollups using master-detail or lookup relationship even for custom objects. Whether your data is in standard or custom objects, Rollup Helper will help you get actionable real-time data for your business processes. Additionally, this tool allows you to create mission-critical reports for your most complex roll up scenarios and trigger intelligent data-driven workflows. Rollup Helper’s user functionality makes it an ideal Salesforce productivity tool for organizations that want to quickly create custom rollup filters that allow them to segment data to fit their needs. Mailchimp Mailchimp is one of the biggest success stories when it comes to email marketing software