August 21, 2023
Best Salesforce Integrations for Your Sales Team
Along with HubSpot, Salesforce is one of the most common CRM tools used across B2B SaaS organizations. While various functions depend on both tools for account data and history, Salesforce is most common among RevOps and Sales teams.
Salesforce CRM is a source of truth that helps leaders and reps keep a finger on the pulse of account activity, progress through the funnel, and revenue data that empowers the team close business faster. And with Salesforce being a popular data source for revenue and sales operations, most apps come equipped with Salesforce integrations, ensuring that the data used across the business is both accurate and robust.
Taking advantage of the best Salesforce integrations SaaS has to offer can help your team do more with less, and ensure that your business operations are more streamlined and less siloed.
Best Salesforce Integrations for Your Sales Team
Research shows that reps only spend around 30% of their time actually selling, using the rest their time on administrative tasks, internal meetings, and researching. Salesforce integrations give your team more time to do what they do best: sell your product and close deals. Here are 6 Salesforce integrations that can give your sales organization the upper hand:
LinkedIn Sales Navigator
When seeking business connections, networking opportunities, or courses for upskilling, LinkedIn is the place to go. LinkedIn Sales Navigator is a premium feature of the social site that allows sales reps to reach out to prospects and contacts within their ideal customer profile (ICP). Not only does LinkedIn Sales Navigator allow your reps to be hyper focused in their outreach to target accounts, but it also provides crucial insight into prospects. By integrating LinkedIn Sales with your Salesforce instance, you can keep track of account activity and the entire sales organization abreast of who has been contacted, what messaging has been used, and where they are in the sales process. This integration is crucial for organizations that use a multithread omnichannel approach to prospecting and account outreach.
And, of course, Contractbook is one of the best Salesforce integrations for your team. Too often, Sales and Legal operate like estranged family members: begrudgingly dependent on each other, yet they only reach out when it’s absolutely necessary. As a result, one team doesn’t know what the other is doing at any given time. But since contracts are integral to closing business, it’s crucial that sales teams know the status of a contract, and that Legal understands the context around a deal in order to create an agreement that’s in the best interest of the business. Integrating your Contract Lifecycle Management tool (CLM) with your CRM enriches your data, allows you to make more informed decisions, and keeps Sales and Legal on the same page.
Slack has replaced email in many modern businesses as the most common tool for internal communication. It’s excellent for real-time collaboration and allows teams to create several channels based on departments, projects, or in the case of sales teams, accounts. Integrating Slack with your Salesforce instance enables your entire team to close deals faster by sharing notes and updates in one place, so reps don’t have to go digging for information. In Slack, you can share recordings of conversations with your point of contact, which then automatically updates the Salesforce record. This way, handoffs are smoother throughout the funnel and everyone can stay updated on the progress of the deal.
Asana is a workflow automation and project management tool that teams use to track and manage tasks in a project. By streamlining the various moving parts involved in closing a deal, Asana’s workflow automation capabilities, when integrated with Salesforce, helps keep all reps and stakeholders in a deal aware of what needs to be done to move forward. Asana helps provide additional context into a deal, notifies relevant parties of remaining tasks, and provides easy access to deal updates, so reps don’t have to waste time with the back and forth of asking for status updates.
Given that business runs on data, it’s important that you have accurate and complete account data in your Salesforce instance at all times. While the internet sometimes provides satisfactory contact information, it’s hit or miss whether you’ll find everything you need or even whether the information is up-to-date. ZoomInfo helps enrich crucial account data in Salesforce your team needs to reach out to the right contacts, focus your messaging, and position your solution in a way that appeals to your audience. This way, not only is your strategy more likely to be effective, but it’ll help you to find the right accounts to sell to and increase your chances of closing deals.
One of the most sophisticated tools sales teams can integrate into Salesforce, 6Sense is software that provides accurate buyer intelligence. That is, it lets teams know which accounts are interested in your solution and therefore more worthwhile to pursue. While Salesforce allows you to input account data that keeps your entire sales organization in the know, it doesn’t tell you which lead is warmest or who visits your website product pages most frequently. But using the 6Sense Salesforce integration, your revenue generating teams will have all that intent data and intelligence right at your fingertips, allowing you to increase your win-rate, grease the wheels of your sales cycle, and improve your sales velocity.
Using the Contractbook and Salesforce Integration to Get Deals Done Faster
Combining your CLM with your CRM puts your team in a position to excel, because not only does it encourage cross-functional collaboration between teams, but it also means that contract automation is a seamless part of your sales process.
Here are a few ways to use the Contractbook and Salesforce integration to improve your sales team performance:
Update Salesforce with Contract Status
Back and forths between the sales and legal teams can add weeks to your contract process, not just because it’s a manual process that leaves more room for error, but also due to how busy each team is. Fortunately, integrating Salesforce with Contractbook makes the process of updating the Salesforce record with contract data automatic. Not only can you automatically populate your contract with Salesforce data, but you can also, simultaneously, select the appropriate triggers to update your Salesforce record at the same time.
Create New Contracts When Deal Stage Changes
Contract creation in general can be yet another timesuck in both the contract and sales processes, especially if you don’t have a pre-existing process for generating templates easily. Combine that with the need to go back and forth between Sales and Legal, you’re looking at extra time added to your sales cycle — time that you can’t afford. Using this integration, you can automatically generate a contract when the deal stage has changed, and you can choose the trigger in Salesforce that will automatically create the contract draft in Contractbook.
The beautiful thing about the Contractbook and Salesforce integration is that you don’t have to perform manual data entry twice, and Sales and Legal don’t have to constantly check in with each other to get what they need. With such crucial parts of the revenue generation process being automated and streamlined, your sales team can spend more time selling and winning business, feeling confident that your contracts will be taken care of.
Setting up Your Contractbook/Salesforce Automation
Integrating your Salesforce and Contractbook platforms may seem like a tedious process, but it’s simpler than you think. Additionally, we have resources that can walk you through the process and get you up and running in no time.
For one, our support articles walk you through connecting your tools and setting up the integration, and provide tips for troubleshooting connectivity issues. For more visual learners, this walkthrough on Arcade can help you get your bearings on the benefits and how-tos of integrating Salesforce and Contractbook.
Equally as important as ensuring that you have the right tools to do your job is ensuring that your tools play well together. The better your tools integrate with one another, the more seamless your internal collaboration becomes. Even better, syncing your data to your — which, in most companies, is Salesforce — empowers your RevOps and sales teams to make smarter, data-driven decisions for repeatable, streamlined revenue generation. This doesn’t extend only to “sales” technology, but also to tools that are a crucial part of the sales process — like your CLM.
Integrating Salesforce with Contractbook takes the headache out of creating contracts and attaching agreements to account records. Together, the tools can give your team everything you need, all in one place.
Contract Data Management: How to Maintain Data Integrity Across the Organization
By Mikkel Borris
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