Top 10 Customer Relationship Management Articles for Wealth Advisors

Posted by Holly Rountree on Dec 17, 2014 4:44:41 PM

time-and-money_-_CopyIt’s been said that the best gift is time. As many wealth advisors and their firms are busy wrapping up 2014, we thought we’d save you some time by recapping our best CRM discussions of the year.

To save you even more time, we’ve categorized these customer relationship management articles into four main topics allowing for quick navigation into the specific areas that interest you most.

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Topics: CRM

Successful Sales Follow-up Calls start with CRM

Posted by Holly Rountree on Dec 16, 2014 8:45:00 AM

If you are a salesperson, you probably know the phrase, "the fortune is in the follow up." Yet the real key to better lead conversion lies not in simply following up, but rather doing it in a timely fashion.

On average, it takes about 7 to 8 interactions with a prospect before they convert into a sales opportunity. Does this mean hounding or bothering prospects over and over again?  Not at all. Though for various reasons, most salespeople will give up on prospects after 2 or 3 (failed) follow ups, leaving themselves wondering what went wrong.

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Topics: Sales/Sales Strategy

Using the Salesforce Asset Object vs. a Custom Object

Posted by Steve Chipman on Dec 10, 2014 1:30:00 PM

Your company is a manufacturer or distributor and you want to track which of your customers own what products. What’s the best way to do this, using the out of the box Asset object, or creating your own custom object? The right answer for your company depends on several factors.

Salesforce has convenient, built in functionality for tracking and managing customer assets, but there are number of factors to consider with respect to your business’s requirements.

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Topics: CRM Best Practices,

Can CRM Work for Contractors?

Posted by Steve Chipman on Dec 9, 2014 9:15:38 AM

CRM systems have historically been marketed as a productivity tool for sales, marketing and customer service teams.

However, many electrical, mechanical, HVAC, plumbing, roofing, foundation, drilling and other types of contractors in the commercial & industrial space don’t sell or market directly to end customers. Rather, contractors have established relationships with general contractors who bring them into bids.

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Topics: Cloud CRM, CRM,

15 Ways to Get the Most Out of Pardot

Posted by Steve Chipman on Dec 4, 2014 2:13:00 PM

As with any marketing automation system, Pardot,’s B2B marketing platform, has a lot of capabilities that those whom have never had direct experience with this product category might not be aware of. However, a lot of the value of a marketing automation system like Pardot can be found in the more granular capabilities offered by the system.

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Topics: Marketing Automation,

Top 4 Advantages to Using a Cloud CRM System for Wealth Managers

Posted by Holly Rountree on Dec 3, 2014 10:00:00 AM

cloud crm for wealth management firmsThe practical application of cloud-based CRM can bring tremendous financial advantages to wealth management firms. Compared to the higher costs typically associated with on-premise solutions, here are the top four arguments for firms looking to invest in the cloud.

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Topics: Wealth Management

Preparing for Marketing Automation

Posted by Cathy Boudreau on Dec 2, 2014 10:50:00 AM

With more and more companies accepting the idea that a Marketing Automation system is as necessary to the marketing department as a CRM system is to the sales department, marketers are looking for information on how to prepare for a system.

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Topics: Marketing Automation

11 Salesforce Public Knowledge Base Setup Tips

Posted by Steve Chipman on Nov 21, 2014 11:17:00 AM

With the Winter ’14 release, reduced the pricing for internal company use of Salesforce Knowledge. As of the release, Salesforce users no longer need a Knowledge User license to read Knowledge Articles. Customers now only need to pay an annual Knowledge User fee for users who need to create and edit Knowledge Articles.

Since economics dictates that this will likely increase customer adoption of Salesforce Knowledge for internal use, it’s also possible that more customers will discover the Salesforce Public Knowledge Base (PKB). As its name implies, this form of the Knowledge Base is fully public, with no login required to access Articles. has given customers a huge jump start toward setting up a PKB by releasing an AppExchange app called Public Knowledge for Mobile, Web and Facebook – version 3.

Here are 11 tips for setting up a Salesforce Public Knowledge Base on your company’s org.

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Topics: CRM Best Practices,

CRM Budgeting - Contracting a CRM Partner

Posted by Cathy Boudreau on Nov 20, 2014 6:22:00 AM

CRM budgeting is the most productive practice to ensure your investment actually provides a positive financial return. Working with a CRM partner can make the difference when it comes to ROI longevity. However, it is very easy to cut out costs or avoid spending money on outside resources, which can easily lead to implementation failure because the underfunded system doesn’t fit the business needs. Even though some may still calculate that it’s too expensive - or unnecessary -  to hire a partner, these experts have actually proven their value in cost savings more often than not.

Let’s take a look at some of the areas where CRM partners provide cost savings.

Project Preparation

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Topics: CRM Best Practices, CRM Implementation, CRM

Salesforce Tip: Use Action Plans to schedule repetitive tasks

Posted by Cathy Boudreau on Nov 19, 2014 3:05:00 PM

Do you or any of your team members have repetitive action items that requires scheduling the same series of tasks for different contacts? Action Plans by Salesforce Labs lets you create reusable task templates which helps to standardize the process and promote best practices at your organization while saving time and increasing productivity.

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Topics: CRM Best Practices,

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CRM Insights Blog shares practical tips, trends, thoughts, links, ideas and tools for successful CRM today.

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