Since our work here at Summa provides cohesive technology solutions that directly help our clients, we wanted to address one of the biggest conerns with Salesforce integration: Namely, we often see them implementing Salesforce.com as a database or contact management solution or some other single channel solution.
But Salesforce is a collaboration platform on many levels. Salesforce is about workflow and collaboration. If used in a transactional nature, Salesforce is just a database or another software application. But if an organization has the proper guidance and is optimized and utilized properly, it is a powerful and robust engagement platform.
One instance where Salesforce can be leveraged to obtain greater results is through Salesforce integration with Data.com or Data.com Connect. Data.com is valuable because you can get access to leads, company profile information and clean your data.
Salesforce integration with Data.com boosts sales productivity. According to Salesforce.com, research has shown that over 20% of salesperson’s time is spent searching for new leads and finding the right information to have engaging conversations with them. But integration with Data.com means salespersons see increased CRM adoption, shorter sales cycles, and faster growth.
Best of all, Data.com Prospector is built natively inside Salesforce, so company and contact data can be added seamlessly into your CRM. Once you decide to go ahead with the integration, here are some tips on how Salesforce integration with Data.com can best help your organization:
1.) Pinpoint Prospects Within Minutes
Rich account data is needed for sales reps to pinpoint the companies in their sweet spot. With the Salesforce integration with Data.com, you can:
- Target specific regions, industries, and types of accounts. Data.com helps you build richer customer profiles with 80+ Dun & Bradstreet fields. You get standardized, current, and accurate names, emails, phone numbers, D-U-N-S® numbers, employee counts, industry codes and more.
- Filter by headquarters or branch locations.
- Filter contacts by title, function and seniority.
- Use the Lightning account page to get an intelligent “Get more contacts” button to see the contacts available, by function or level, within that specific company. Data.com gives you access to the Company Hierarchy feature – a visual, interactive corporate family tree.
Salesforce integration with Data.com is designed so your sales organization can efficiently plan territories, segment markets, and target the most profitable accounts with precision.
2.) Gain Valuable Information About Prospects
Prospector users get instant access to over 250 million top-quality Dun & Bradstreet company profiles and 45 million Data.com Connect business contacts
With Prospecting Insights, Prospector users get instant access to over 250 million top-quality Dun & Bradstreet company profiles and 45 million Data.com Connect business contacts. Prospector users will also gain access to relevant topics and content to have more successful sales calls. They get complete intelligence on their accounts including company and financial details, industry trends, competitive landscape, and even call prep questions. You can use deeper industry, size and revenue data to better automate lead routing and scoring for faster response times and increased conversions.
3.) Add Prospects Directly to Salesforce
With Data.com Prospector, you can easily find new contacts and accounts, and then add them to Salesforce in a few clicks. When you integrate Salesforce with Data.com, all of the Data.com Dun & Bradstreet company profiles and Data.com Connect contacts will automatically flow with the rest of your internal business processes, including analytics and reporting. This means that sales reps can more easily manage customer data and have complete, up-to-date information.
4.) Clean Your Existing Data Regularly with Data.com Clean
You can also attach a Clean status field to records.
It is important to avoid duplicate accounts and contacts by merging accounts whenever possible and to use Data.com Clean to synchronize and maintain data regularly.
With Data.com clean, account, lead, and contact records are automatically matched against trusted sources like Dun & Bradstreet and Data.com Connect. You get the ability to update individual records with the “Clean” button, as well as run and schedule ongoing Clean jobs across your database. Clean includes real-time dashboards and reports to give you visibility into your data quality and details for being complete, up-to-date, and accurate. You can also attach a Clean status field to records to ensure everyone within your organization is using the best data.
Blank or missing fields can also be automatically filled in for dramatically higher quality, more usable records. Leads can be updated with crucial firmographic details added in real-time for better routing, scoring and faster follow-up. Boost your conversion rates by reducing manual entry and using Data.com Clean to automatically update lead data in Salesforce.
In Summary
Top sales organizations rely on a multitude of data, and Salesforce integration with Data.com lets you tap into your full potential. Salesforce integration with Data.com equips you with Prospector instant access to over 250 million top-quality Dun & Bradstreet company profiles and 45 million Data.com Connect business contacts, seamless integration with your existing processes, analytics and reporting in Salesforce, and high-level insights. With this material at your disposal, you can efficiently plan territories, segment markets, and target accounts with precision.
Salesforce integration with Data.com is powerful, but to tap into its full potential, choose a proven partner. Summa boasts deep experience in creating fast, flexible, reliable and secure connectivity between cloud, on-premises, new and legacy core applications, as well as IoT and mobile devices. As both the implementation partner and the customer engagement solution architect for our clients, we achieve business results using Marketing, Sales and Service Clouds and other platform components of Salesforce.com. In 2015, we won the Salesforce.com Partner Innovation Award for Non-Profit Success for our work innovating new fundraising, donor and volunteer management solutions for The United Way of Southwestern PA. Plus, Salesforce.com is one of Summa's fastest-growing practice areas. As Gold Partners, we're excited to do more, excel more and produce more transformative solutions for our clients.
