14 WAYS TO GET MORE OUT OF YOUR ACCOUNTsalesforce

For over 20 years, salesforce has been the go-to tool for businesses large and small that want to get the most out of their customer relationships.

In fact, of the hundreds of ForceIQ

customers, fewer than 15% use

more than the basic implementation

and miss out on its rich feature set.

Are you using the platform to your

full advantage? Let’s find out. Here

are 14 ways you are probably

underutilizing Salesforce.

As the industry-leading customer

relationship management tool (CRM),

Salesforce offers a wealth of

business-boosting tools and

functionality. But that’s probably not

news to you.

You may be surprised to find out that

most clients barely scratch the

surface of what Salesforce can

really do.

CUSTOMIZATION

#6VALIDATION

#11EMAIL

#12SALES

#13

FINANCES

#14

LEARNING AND DEVELOPMENT

SPECIAL OFFER

#7DATA IMPORT & EXPORT

#8

INTERNAL COMMUNICATION

#9CUSTOMER COMMUNICATION

#10

SECURITY

#2AUTOMATION WORKFLOW RULES

VISUAL FLOWS

LIGHTING PROCESS BUILDERS

#3CONNECTIVITY

#4SYNCHRONIZATION

#5USER MANAGEMENT

SALES CLOUD

APPEXCHANGE

LIGHTNING SYNC PERMISSION SET GROUPS

VIEW AND MANAGE USERS

FORMULAS AND VALIDATIONS

ROLL-UP SUMMARY FIELDSDATA LOADER

DATA IMPORT WIZARD

OPENSPAN SIGN

CUSTOMER EXPERIENCE INTEGRATION SOLUTION

TARGET YOUR PROSPECTS SALESFORCE ENGAGE

SALESFORCE INBOXCUSTOMIZE DYNAMIC EMAILS

AUTOMATE EMAILS

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#1

01 Many Salesforce users overlook the platform’s

customization features, but there are a wealth of options

that can empower you to scale your sales processes,

source efficiencies, and respond rapidly to ever-changing

customer demands.

With Salesforce, it's possible to customize almost every

element of the experience, including the data

visualizations you use and record types as well as

information fields.

Customization

04

01. Customization 05

Account

Contact

Lead

Opportunity

One of our favorites to deploy for our customers is

the ability to create custom objects.

Common business objects include Account,

Contact, Lead, and Opportunity.

With Salesforce’s object customization feature, it’s

possible to develop customized objects that meet

your company’s specific needs with ease simply by

selecting ‘New Custom Object’ from the dropdown

menu and following the prompts.

01. Customization

For example, if you’re a growing online retailer, then with

Salesforce you can create a custom deal-support request

app to help them get the help they need to engage customers

and close deals.

To win on today’s commercial battlefield, you must meet the

specific needs of your consumers head-on. Taking advantage

of the ability to customize your tools is a big part of this.

Scheduled Actions

Custom Process

Immediate Actions

Branded UI

Automating Workflows

End Users’ Input

06

02Administrative tasks are time-consuming, but it doesn’t

have to be this way.

Many new Salesforce users conduct a host of repetitive

tasks within the platform manually, but with AI-powered

innovations on offer, it’s possible to automate thousands

of activities and processes, such as pricing approvals,

travel reports, and record updates with simple drag-and-

drop functionality.

Automation

07

WORKFLOW RULES

VISUAL FLOWS

LIGHTING PROCESS BUILDERS

02. Automation

On average, 64% of sales representatives’ time is spent not selling.

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64%

02. Automation 09

Workflow RulesThis feature allows you to set workflow rules within the

platform, instructing Salesforce to automate desired

business tasks to your specifications.

02. Automation 10

Visual FlowsAlso referred to as Flow Builder, the visual flow feature

allows you to map out very specific processes to help

streamline and automate them where necessary.

02. Automation 11

Lighting Process BuilderAn additional layer of smart automation, Lightning

Process Builder is invaluable as it offers an accessible

means of automating everyday business tasks like record

updates and email management, setting the times and

frequency you would like the platform to perform them.

By using Salesforce’s cutting-edge automation

capabilities to your advantage, you will streamline key

processes within your business and boost productivity

exponentially.

03 Most sales reps and marketing executives have to work

with multiple tools and applications to perform efficiently.

However, working with different tools and sifting through

fragmented sets of data can prove inefficient (and time-

consuming).

To help you and your team maximize their performance

while streamlining their time, you should utilize

Salesforce’s integration technology.

Connectivity

12

SALES CLOUD

APPEXCHANGE

03. Connectivity 13

Sales CloudWith Sales Cloud, you can connect all of your tools, data,

and apps and display it (with customization) in one

centralized dashboard. In doing so, you will be able to

conduct tasks and extract insights without the need to

switch between platforms.

03. Connectivity 14

AppExchangeSalesforce’s application program interfaces (APIs) are

powerful and secure. It’s easy to connect to your

business apps with existing integration methods, and

the platform’s AppExchange service offers a range of

apps ready to use right out of the box.

AppExchange is a powerful feature as it will help you

squeeze additional value from Salesforce.

By tapping into AppExchange, you will be able to

support your customers more effectively while gaining

the ability to solve issues with confidence and get

additional insights across all touchpoints, including

email, telephone, social media, and mobile.

POWERFUL AND SECURE

EASY TO CONNECT TO YOUR BUSINESS APPS

READY TO USE RIGHT OUT OF THE BOX.

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04SynchronizationLIGHTNING SYNC

In addition to its impressive integration, automation, and

customization features, Salesforce is also an excellent

day-to-day organizational tool, providing you leverage the

right features.

For gaining seamless access to meetings, tasks, and

events notifications, Salesforce’s Lightning Sync function

is a powerful tool that will ultimately help you foster

organizational transparency while improving productivity.

04. Synchronization 16

Lightning SyncSalesforce’s Lightning Sync function (formerly known as

‘Exchange Sync’) is a background tool that, when

activated, works in unison with Salesforce for Outlook.

By synchronizing your Outlook Exchange or Gmail

contacts with your primary Salesforce account, you will

be able to integrate your most relevant logistical

information with your dashboard, streamlining your

meetings and events initiatives in the process.

It’s possible to set this feature up using simple Dropbox

functionality. While this may not be Salesforces’ most

powerful feature, it’s certainly valuable and worth using

to your advantage, so don’t miss out.

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05 If you’re an administrator, one of your most important

duties will be user management. If people within your

business don’t have the right access or system

permissions, they will never be able to take full advantage

of Salesforce and its many business-boosting benefits.

It’s likely that you currently manage user access and

permissions on Salesforce, but by working with the right

features you will be able to do so more efficiently and

more effectively. Naturally, this will save you time and

money in the long run.

User ManagementPERMISSION SET

VIEW AND MANAGE USERS

05. User Management 18

Permission Set GroupsIf you have several people that require a specific set of

permissions, you can apply updates and changes to

groups of employees with Salesforce's Permission Set

Groups functionality.

With Permission Set Groups, it’s possible to grant access

to particular tools or functions depending on the role or

level of responsibility by following this simple visual guide

from Salesforce.

Sales Cloud Einstein Permission Set

PERMISSION SET BASED ON THE STANDARD USER PROFILE

SURVEY CREATOR

05. User Management 19

View and Manage Users If you’re looking to grant specific access or permissions

to individuals, then with Salesforce you can view, manage,

and edit different user functions with ease with the

platform’s navigable setup and configuration options.

PLATFORM’S NAVIGABLE SETUP

CONFIGURATION OPTIONS

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06 As you will no doubt know, in the digital age data is

everything.

While using data-driven insights will help improve your

business in a number of key areas, if you connect with

bad or invalid data, all you will end up doing is wasting

valuable time and resources.

To ensure that the data that enters Salesforce is relevant

and useful, you can use the platform’s validation settings

to screen insights and metrics as they enter the system.

ValidationFORMULAS AND VALIDATIONS

ROLL-UP SUMMARY FIELDS

06. Validation 21

Formulas and ValidationsWith Salesforce’s formulas and validation module, it’s

possible to create tailored formulas and validation rules

based on particular fields or data types. Doing so will tell

Salesforce which data is and isn’t relevant, which, in turn,

will navigate you towards the right insights in a swift and

efficient way.

06. Validation 22

Roll-Up Summary FieldsAnother useful validation-based function is Roll-Up

Summary. Like Salesforce’s regular formula and

validation functions, Roll-Up Summary allows you to

create rules based on specific sets of information, but the

difference here is that you can apply validations to master

records that cover larger datasets. By doing this, you can

create validation formulas to groups of information

rather than applying rules to individual objects.

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DATA LOADER

DATA IMPORT WIZARD

07Data Import And Export

We’ve established that solid data management is integral

to ongoing business success. In addition to validation, it’s

also possible to streamline your data import and export

activities.

There are a wealth of data import and export tools in

Salesforce, each one designed to suit different needs and

preferences. To get the very most from the platform’s

data management offerings, you should explore the

official Salesforce import and export Trailhead guide.

07. Data Import And Export 24

Data LoaderThe Data Loader tool is incredibly useful as it allows you

to import or export big bulks of data in a few steps while

editing existing records with ease.

It’s possible to use the Data Loader tool by typing ‘data

loader’ into the Quick Find Box and following the on-

screen instructions.

07. Data Import And Export 25

Data Import WizardThe Data Import Wizard is an excellent efficiency tool for

system administrators as it is equipped with functionality

for quickly checking the quality of data before entering it

into the system. Also, the Data Import Wizard allows you

to create commands and shortcuts that make importing

data less manual and more efficient.

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Niche or sector aside, a business with a collaborative,

communicative culture will almost always perform better

than one run on silos and segregation.

That said, with Salesforce there are tools that you can

use to help improve transparency and collaboration

among users. And, without a doubt, Chatter will serve all

of your internal communication-based needs.

08Internal Communication

08. Internal Communication 27

While Chatter might not be a tool you use every

single day, it’s free and it will help you improve

internal communication, which will empower you

to boost productivity and accelerate innovation.

With Chatter, you can connect your employees by

empowering them to share files, data, and

information in real time with ease. Essentially, it’s

a powerful project management tool with a host of

interactive features, and you should use it to your

advantage.

Video

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09Customer Communication

As you know, Salesforce is a CRM, so it’s no secret that you use the platform to enhance your ongoing consumer-facing strategies and initiatives. When it comes to customer-centric tools and innovations, Salesforce is the master. There are countless tools and features to choose from, all geared towards accelerating your commercial growth by helping you to meet your consumers’ needs head-on. But here are two lesser-known Salesforce customer communications you might not know about that can be used to your advantage.

ONESPAN SIGN

CUSTOMER EXPERIENCE INTEGRATION SOLUTION

If your business requires customers to sign documents, OneSpan Sign will make the process far more efficient and user-friendly. OneSpan Sign’s flawless functionality not only makes it easy for your customers to sign and send documents, but you can also enter signatures into the system without relying on technical staff or IT support. You can find this tool on the AppExchange.

OneSpan Sign (Formerly eSignLive)

2909. Customer Communication

Experts believe that by the end of the year, customer experience (CX) will be the main brand differentiator across industries. A recent solution concocted by Salesforce HQ, this customer experience integration solution will help you improve your customer communication initiatives across every single touchpoint by combining the platform’s Marketing Cloud, Sales Cloud, and Einstein features. This tutorial will guide you through the process.

Customer Experience Integration Solution

3009. Customer Communication

MARKETING CLOUD

SALES CLOUD

EINSTEIN FEATURES

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10Security

In the age of information, security is paramount. In 2018 alone, cybercriminals generated a combined $1.5 trillion in profits. Naturally, this was to the detriment of the victims—unsuspecting businesses just like yours.

If you fail to protect your business and its data, you could leave yourself open to devastating cyber attacks. Fortunately, Salesforce boasts robust security features —all you have to do is unlock them.

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As somewhat of a security beast, covering its many protective functions would take all day. And, as in business, one size doesn’t fit all, so the most effective means of using Salesforce’s advanced security features to your advantage is by exploring its official Data Security Trailhead to discover which approach works best for you. The takeaway here? Use Salesforce’s in-built security features or you will regret it.

10. Security

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11Email

Despite new consumer touchpoints and platforms, email still remains one of the most powerful marketing mediums available to today’s brands and businesses. While Salesforce’s email features and functions are intuitive and efficient, by using Email Studio to its full capabilities, you will increase consumer engagement while boosting campaign conversions.

3411. Email

EMAIL STUDIO WILL EMPOWER YOU TO DO THE FOLLOWING:

With drag-and-drop segmentation tools, you can refine your targeted email lists and deliver meaningful,

convertible content to certain groups of email subscribers within seconds.

Circling back to automation for a moment. With Email Studio, you can schedule and automate emails for delivery at the times when specific

people within your audience are likely to engage the most.

Email Studio’s accessible features make customizing email images,

messaging, and arrangement quick and simple. With templates and suggestion

tools, you can create powerful messaging that delivers real results.

TARGET YOUR PROSPECTS AUTOMATE EMAILS CUSTOMIZE DYNAMIC EMAILS

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As the name suggests, Salesforce helps businesses improve their sales by enhancing their internal strategies and customer-facing activities. As such, it is a platform packed with impressive sales features. While every sales feature found within the platform is beneficial, here are two tools that you should be using to your advantage.

12SalesSALESFORCE ENGAGE

SALESFORCE INBOX

12. Sales 36

The incredible thing about Salesforce Engage is the fact that you can deliver sales-centric communications to your customers wherever you are in the world. Simply log in to the mobile application and you can send personalized messaging to prospects with one click while gaining access to invaluable consumer data that will help to improve your strategies.

Salesforce Engage

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Essentially, Salesforce Inbox is a set of applications that you can cherry pick to improve your daily sales activities. With Salesforce Inbox, sales representatives can access functionality that empowers them to close more deals with fewer apps, gain relationship intelligence that will help you spot more opportunities, schedule meetings with the swipe of a screen, and more. All priceless tools for the modern salesperson!

Salesforce Inbox

12. Sales

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13Finances

Financial health is integral to the ongoing success of any business, big or small. If your financial health is poor, you will stunt commercial growth and evolution, exponentially.

13. Finances

When it comes to financial fluidity, both internally and externally speaking, Salesforce’s Financial Services Cloud is second to none. If you’re not currently using it, you should start using it immediately. With the Financial Services Cloud, you can maximize your productivity levels to create improved internal efficiency while working with visual tools and data that will empower you to help your clients to reach their long-term financial goals with confidence while remaining compliant at all times.

https://youtu.be/-jcfMdX2A_I

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14Learning And Development

The digital landscape is in a constant state of change, which means that to enjoy sustainable success, your business must be adaptable. To remain relevant and adaptable, everyone within the organization must continue to hone their skills in line with the landscape around them. While this is often overlooked, it is of vital importance: to continue getting the most from Salesforce, you need to learn, learn, learn. And doing so takes initiative.

So, one of the most valuable features you can use is Salesforce’s extensive knowledge base. You will have noticed that we’ve made reference to Trailhead throughout this guide. As Salesforce’s official learning center, with Trailhead you and your employees will find the latest information, guides, and tutorials—the kind that will allow them to continue using the platform to its optimum capacity. And that is priceless.

4110. Learning And Development

Are You Fully Utilizing Your Salesforce Platform?

What features on your Salesforce platform are you not getting the most out of? Let us know your thoughts in the comment section below.

And, by unlocking these key

features, not only will you see

immediate results but you will

gain the tools to propel yourself

ahead of the pack tomorrow and

long into the future. It’s time to

make it happen.

We hope that these suggestions will

help you get the most from your

Salesforce account. As one of the

world’s most powerful CRMs,

Salesforce has the potential to

transform your business in ways

that you never thought possible.

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We create amazing experiences on top of Salesforce. We believe you unlock the power of Salesforce best when it’s tailored for your industry and your organization’s unique needs. Brands such as Verizon, Humana and PG&E trust ForceIQ to support their own Digital Transformation journeys.

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