Dec 8, 2022
Tis the Season for ‘23 Renewals
Succeed with Salesforce in the New Year
As the 2022 bowl season kicks off, it’s time to start prepping for 2023 Football renewals. Outside of a National Championship, providing your loyal fans with a smooth renewal process is the best gift you can give them heading into the next year. Some simple yet effective best practices utilizing the Salesforce platform can help set up your organization to navigate the renewal process efficiently.
Work with your salesforce administrator to load renewal opportunities for all eligible accounts. The Opportunity can then be your cornerstone of data for all things 2023 on an account-by-account basis – seat location, quantity/amount due, required donation, Ballena selection time, etc.
Work with your Salesforce Administrator to set up automated functionality to close renewal Opportunities for accounts that renew online. Utilizing this functionality allows the technology to work for you by automatically closing Opportunities to a ‘Closed Won’ stage for accounts that take advantage of online renewal access. This can free up crucial selling time for your account executives and shift the focus to at-risk or unresponsive accounts.
Work with your salesforce administrator to build reports and dashboards that reflect key data points and KPI’s during your renewal period. Provide visuals to tell success stories from month to month. Compare data from last year to this year, showing growth year-over-year. Use reporting to get aggregate data on added and dropped seats as account executives work through their call lists. Work with your administrator to set up reports that work for you so you don’t have to use your time working on reports.
Setup a Lead Score for your Renewals:
Take advantage of free lead scoring available in the Eloqua platform if you are a marketing automation customer. These lead scores can be incorporated into Salesforce to highlight key accounts allowing your reps to focus on the most likely candidates to renew. Work with your Salesforce and Marketing Automation Rep to set up the lead scoring tool. By tracking your opening and closing scores, you can also see if your reps are driving engagement when discussing renewals while simultaneously measuring the accuracy of your model!
Additional ideas for renewal Dashboard components:
- Accounts who have opted out of email communication
- Accounts who have/have not interacted with email communication
- Accounts who have paid for their tickets but not their donation
- Accounts with partial credits that need to complete payment
- Accounts who missed their Ballena selection time
Post by Harrison Gore, Analyst - CRM, Paciolan