How-to: Keep track of customers with Evernote Business for Salesforce
Keep track of customers with Evernote Business for Salesforce
You use Evernote to capture meeting notes, research people who are interested in your company's offerings, and share key information with potential customers. Salesforce helps you manage your leads and gives you detailed reports on your customer interactions. Evernote Business for Salesforce connects the dots between the information you're collecting in Evernote and the interactions you're tracking in Salesforce, so you can more effectively meet your customers' needs.
Here are some of the ways Evernote Business for Salesforce can work for you throughout the sales cycle.
Consolidate Sales Tools and Collateral
Make effective use of your time by keeping your company's key sales tools readily available. Collect all your sales collateral in an Evernote Business notebook and share it with your team. In the notebook, your sales and marketing teams can add up-to-date product specs, PDFs of white papers, FAQs and talking points, and presentation templates. With everything in one place, the entire team has easy access throughout the sales process.
Work Efficiently With Potential Customers
After you've collected your sales tools in a central location, it's time to begin working with the people who are interested in your offerings. Regardless of how your company generates interest among potential customers, you can centralize all of the information about your sales activities in Salesforce and organize all the related information about them in Evernote Business.
When you create a record in Salesforce, Evernote Business will display related notes you or your team have already collected about a person or company. For instance, if a team member previously had an introductory call with a key person at a company you're exploring a relationship with, the notes your co-worker took during the meeting may show up in the related notes area.
Attach a note to a customer's Salesforce record by clicking the link button. This way, you and your team can access the note quickly when the record is viewed online or on the Salesforce1 app on a mobile device.
As you continue to build your relationships, add your own notes to detail your work and add additional context to your customer relationships. Try adding the following items:
- Internet research you've gathered with Evernote Web Clipper, including a customer's bio, their company's profile, details about key individuals on their team, and information about their competitors
- PDFs of industry overviews to monitor trends that could impact your relationships
- Audio recordings with ideas about the customer's needs and potential solutions
- Email conversations with the customer that you've forwarded to Evernote
- Photos of handwritten Post-it® Notes
When you're at meetings with customers, use Evernote to review notes on your phone or tablet. You can also add new notes taken at meetings, including:
- Handwritten notes about your conversation
- Photos of business cards from the people you met
- Checklists with follow-up items from your meetings
Any new notes you add and any updates you make to existing notes will automatically show up in both Evernote Business and Salesforce. If you're collaborating with a member of your sales team back at the office, they'll see these changes on their computer or mobile device even if your meeting is in the field.
Since you've collected all your sales tools in Evernote Business, you can easily share FAQs, white papers, and other collateral with potential customers directly from your mobile device without having to follow-up after a meeting. This simple action can make a profound impact on sales by leveraging the moment and underscoring your team's preparedness.
You can add activities in Salesforce to track each interaction with a person or company. Alternatively, you can create either a single running note within the Evernote Business window in Salesforce to track your interactions, or you can create one note per interaction. Either way, the notes you create will automatically be attached directly to a customer's Salesforce record so you can easily track the history of the relationship.
As you're creating notes, add tags to help you categorize and find them later. Consider what information may be relevant for you and your team to easily find, create tags that match, and apply them to relevant notes. Tags might include:
- Scoring (hot, cold, etc.)
- Status (new, contacted, pending, closed)
- Salesperson assigned
- Whether a follow-up action is needed
Follow Up Effectively
As your relationship with a potential customer moves forward, you'll use Evernote Business for Salesforce to support your follow-up activities.
For consistency, and to speed your follow-up, create notes in Evernote Business for email templates you'd like to reuse (these can include attached files) and phone scripts. If you use these items all the time, add them to your shortcuts in Evernote Business for quick access as you work with prospects.
If you've been tagging your notes, create saved searches in Evernote Business to help you find the notes that are most important to you and ones you need to follow-up on. Set up saved searches for the tags (and/or combination of tags) that are essential to your workflow, such as:
- Hot + Needs Phone Call
- Pending + Send Email
- Hot + Key Industry
Think about the categories of of information you'll want to pull up quickly to help with follow-ups, and create saved searches accordingly.
You've taken the time to get to know your potential customer, worked through the sales process, and they're ready to move forward. Congrats! Here are some ideas for closing the sales loop.
In Evernote Business for Salesforce, store your proposal documents in notes, then share those notes directly with your customer. If there are supporting documents (such as industry research, PDF reports, or spreadsheets) that will help ease the process of onboarding the customer, share those too.
When everything is said and done, store your signed contracts in Evernote Business. If you receive a signed PDF via email, forward the email directly to Evernote Business and link the note to the customer's Salesforce record for easy access later. If you have a paper contract, use the ScanSnap Evernote Edition scanner to send it directly to Evernote Business, then link it to the customer's Salesforce record.
Look Back and Plan Ahead
Tracking all of your activities and collecting your work in Evernote Business for Salesforce makes it easier for you to stay organized and more effectively meet your potential customers' needs. With everything interconnected, you and your team can review progress and results and continue to improve your workflow. Here's how:
- Review the Chatter feed that shows what everyone has been working on, including notes they've been adding and changes they've been making.
- Send Salesforce reports to a shared notebook in Evernote Business so your team can easily review monthly sales stats, see trends, and plan for what's coming up.
- Create a shared business notebook for team ideas and brainstorms.
- Gather thoughts on potential strategies for upsell and cross-sell opportunities in a shared business notebook.