Zimmic's Blog

This is where we share some of our thoughts, a couple of the cool things we did or experienced and information that could be important for you.

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A closer look...

How the digital transformation was essential to sales survival during the pandemic

 The work of the sales area is constantly changing, but the global pandemic made it necessary for it to adapt to very quick changes.

Sellers are working as strategic relationship builders, adapting to the needs of buyers with empathy and intelligence. 

At the same time, the operations area is gaining importance and is increasingly working on sales strategies.

Let's talk a little about these adaptations...

A new path for sales

Digital sales strategies have changed a lot over the last decade, responding to changing customer needs. However, since the COVID-19 the change in customer behavior has been radical, this change was predictable but in a much more gradual way, so 79% of salespeople say they have had to rethink their strategies.

These salespeople took the maximum principles of sales by empowering them through digital strategies, the importance of strategies according to salespeople is as follows:

86% Greater importance of long-term customer relationships.

83% Greater importance of confidence building before a sale.

80% Greater importance of building trust after a sale.

72% Changing the metrics of sales success.

  Sellers have a long list of job responsibilities, in addition to building relationships with customers. In 2018, tasks such as data entry and paperwork took up so many hours of their work, so they only spent a third of their time selling.

In this 2020, automation strategies were strongly implemented with the use of artificial intelligence (AI), to decrease the time of repeated and mechanical tasks.

 The acceleration of the digital transformation gave great value to some tools:

- Video conference: It is ranked as the most valuable tool during the pandemic.

- Artificial Intelligence (AI): Many companies chose this tool to be able to focus their resources on studying new strategies to reinvent themselves.

- Mobile sales applications for employees: This tool organized and facilitated communication between collaborators, to act together.

- Customer relationship management (CRM) system: Salesforce worked on specific strategies to help its customers work with digitalization quickly and securely, being a flexible platform and providing the possibility of being integrated by many of the tools mentioned above.

These technologies expanded the analysis and measurement of data with respect to behaviors, helping to anticipate actions to be taken and being specific in choosing strategies.

This new stage must be taken into account, even though it has accelerated its arrival has come to stay, so to be part of the companies that lead the change you must take them into account.

76% increase in the use of artificial intelligence in companies from 2018, and will continue to increase in the coming years because its impact is extremely positive.

The impact ranking with respect to digitalization this year:

- Understanding customer needs and personalization in communication.

- Forecast of figures and behaviors, and therefore of opportunities.

- Greater organization of work and strategy proposals.

- Optimization of working time.

Don't be a spectator of this change, work to be part of it.

At Zimmic we can help you in the digitalization of your company, we have a team that specializes in salesforce consulting, contact us!

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Why choose Salesforce as your CRM

What is Salesforce

Salesforce is the most reliable and complete CRM "Customer Relationship Management" platform.

It's a 360-degree customer relationship management service that delivers exceptional experiences focused on sales, commerce, services, TI, from anywhere.

Salesforce's technology allows you to track customer activities, coordinate direct marketing actions and organize sales.

Salesforce has been the most innovative CRM since its inception

Before CRM solutions operated on-premise, installations were made in companies with servers that were maintained internally, almost all the work was inhouse, companies had to have an TI department.

And then a cloud-based CRM emerged, hosting all the applications on its own servers, and giving companies the possibility to access their data from the web. What allowed to get rid of the idea of having an TI department, this changed the business of CRM, made them more accessible.

More than 160,000 companies in different parts of the world use Salesforce as their CRM, with annual revenues exceeding $14 billion. Having leading companies as customers, such as Adidas, American Express, Toyota, etc.

Why implement a CRM

CRMs establish longer lasting and more personalized relationships with customers. Although communication with the customer always depends on good management and the importance the company places on it, the tools offered by CRMs allow for customer retention of up to 25%. 

A CRM achieves a deep and direct analysis of the motivations, desires, demands and disconformities of customers directly, and allows companies to take action in the knowledge of these circumstances. All customer information must be recorded in a database that allows routing of actions taken and responses, to continue building in the future.

The more up-to-date the technology that the company uses, the more sophisticated the tools and the greater the accuracy in categorizing and labeling the reports that are derived from the exchanges with the clients.

Salesforce is characterized by having the most sophisticated technological tools, but also the easiest to implement. Figures regarding Salesforce reveal a 25% increase in revenue for companies using this CRM and a 35% increase in customer satisfaction. (https://www.salesforce.com/crm/what-is-crm/is-salesforce-a-crm/#)

The variety of services provided by this tool can be easily adapted to the needs of each company. To customize Salesforce services there are companies called Salesforce Partners, which specialize in customizing Salesforce license services. 

If you want more information about how to customize Salesforce licenses you can request a demo of our work, or you can send us an email with your questions to ...

These are some of the possibilities that Salesforce offers within its services:

Commerce Cloud, Sales Cloud, Service Cloud, Data Cloud, Marketing Cloud, Community Cloud, Analytics Cloud, and App Cloud

Commerce Cloud

This platform offers the best e-commerce experience with excellent functionality to ensure more conversions. It facilitates the administration of orders, sales and marketing tools and it is possible to customize them and adapt them to various digital channels.

Sales Cloud

This is one of the most popular options within Salesforce. It helps sales teams, improving productivity, with a case and task management interface, automates tasks regarding the scheduling of important events, as well as analysis tools, connection to social networks, and more.

Service Cloud

A software that perfects customer service, making it more intelligent, sensitive, intuitive and flexible to anticipate customer needs. 

This software provides support to customers at any time and in any channel, telephone, mail, social networks, chats, communities, etc.

In addition to providing metrics and ways to analyze all communications.

Cloud Marketing

For the marketing area, there is an option with specific tools that include: the quick creation of a landing page, email marketing, campaign tracking with panels that show the progress to redesign future campaigns according to the strategies that work best. This tool is mainly designed for companies working B2C, for companies working B2B there is a service called Pardot.

Community Cloud

With this software you can create sites, portals, forums suitable for any digital platform, you can create content, use case specific solutions, import data, and much more.

Analytics Cloud

Any application can be accessed from the Analytics Cloud, either from the cloud or locally. You can also incorporate data from any system: SAP, Oracle, Workway, all from Salesforce.

This platform helps in making important decisions by using artificial intelligence in terms of reading relevant data about customers.

App Cloud

Salesforce also provides software that makes it easy to develop and design social and mobile applications with fast tools.

These applications are scalable and capable of integrating business functions and data.

Lightning 

This tool is used to develop applications that can complement the main Salesforce application by enhancing its uses and customizing services.

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Announcing ISO/IEC 27001

What is ISO/IEC 27001?

The International Organization for Standardization 27001 Standard (ISO/IEC 27001) is an information security standard widely recognized and internationally accepted. The ISO/IEC 27001 specifies security management best practices and comprehensive security controls, using them enables organizations of any kind to manage the security of assets such as financial information, intellectual property, employee details or information entrusted by third parties. These certifications run for 3 years (renewal audits) and have annual touch point audits (surveillance audits). 

ISO 27001 is the only standard that sets out the specifications for an information security management system (ISMS). Organisations increasingly have to show they can be trusted for information security and privacy management and having ISO 27001 demonstrates that an organisation has identified risks and put in place preventative measures to protect the organisation from information security breaches.

Why is it important for us to be certified?

Early 2019 we were driven to achieve the ISO 27001 certification upon request of one of our existing customers which required us to prove the reliability of our information security management system in order to continue to do business with Zimmic. 

Throughout the process of becoming certified we challenged to set high standard procedures to implement a thorough ISMS. We have identified many advantages of being ISO 27001 certified, here our 2 key ones: 

Retaining customers and winning new business: There are growing numbers of stakeholders much more interested in how their valuable information is handled and protected. The risks involved in cyber security and data breaches of any kind are too great to simply go on a handshake and a promise that a new supplier is acting responsibly with information. Furthermore, ISO 27001 certification demonstrates robust security practices, thereby improving client relationships and client retention.

Improving processes and strategies: In addition to improving how your organisation is perceived by your clients, suppliers and other stakeholders, ISO 27001 certification benefits your organisation’s internal systems, structure and day to day processes and procedures. The processes required to meet the ISO 27001 standard results in better documentation and means that all staff will have clear guidelines to follow, which helps to keep the organisation secure and free from attack.

Other advantages include compliance with comercial, contractual and legal responsibilities, as well as prevention of fines and loss of reputation. 

As of February 2020, Zimmic has been certified with the ISO/IEC 27001. We are committed to provide our customers, partners, collaborators, and our community with quality work that meets international security standards.     

If you have any questions about ISO/IEC 27001 or are interested in learning more about our experience becoming certified, contact us!