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High Velocity Sales: save time and stay compliant

Sales reps only spend 1/3rd of their time selling

According to the third edition of the Salesforce State of Sales report, inside sales reps spend on average 34% of their days only selling. The rest of the time they’re busy seeking out prospects, planning tasks and entering data. In addition, reps end up using on average 6 different tools to manage their sales activity.

With this in mind, it’s clear that something needs to change.

High Velocity Sales: less admin, more selling!

Two of the main benefits of selling with High Velocity Sales are the Lightning Sales Console and Work Queues. With these tools you have highly tailored and centralized workspaces which enable your sales reps to view everything on one screen.

Reps can see and manage their work queue in one place whilst simultaneously viewing all of the relevant information related to the lead or contact. Viewing and interacting with tasks efficiently means more time selling!

See everything in one place with High Velocity Sales

How do sales reps know if they can call a prospect?

If you’re cold calling as part of your sales strategy, you need to be careful. The country you’re operating in might have a registry of numbers it is illegal to call. For example, the USA has the ‘Do Not Call’ registry and the UK has the ‘Telephone Preference Service (TPS)’. You can get hit with hefty fines for noncompliance.

If you don’t know about the Telephone Preference Service (and corporate equivalent), then don’t worry! Ruth, our Marketing Director, wrote up this really handy guide to tell you everything you need to know.

If you are up to speed, then ask yourself how efficient is your process? Your reps could be wasting a lot of time using an external service to screen numbers. And can you really trust that a process involving extra manual effort is actually being done?

PhoneTools provides manual and automated TPS and CTPS screening right from within Salesforce. This means sales reps can see at a glance whether the number is safe to call or not.

How do sales reps know when to call a prospect?

Having all of your sales information in one place is great, but it’s what your reps do with it that counts. This is where a nifty piece of AddressTools functionality comes in.

Reaching out to a prospect at 2am or scheduling a meeting without considering their timezone frustrates the client and leaves your sales reps feeling unproductive.

AddressTools is great for making sure your address data is verified, validated and standardized, but it also displays the current time to the sales rep. Best of all, it’s right there within Salesforce so no extra windows or manual effort for your sales team! This small piece of functionality can make a huge difference for both the sales rep and client experience.

High Velocity Sales: optimizing your sales process

In this article you’ve learned the importance of:

  • taking the time to review your sales process
  • cutting down on the number of different tools you need
  • keeping everything at your sales reps’ fingertips in Salesforce

What’s left? Make those changes and watch how you save time, stay compliant and ultimately sell more!

PhoneTools

Screen against the UK TPS and CTPS databases to stay compliant and avoid fines.

AddressTools

The award-winning package for address standardization, validation and verification.

ProvenWorks wins 2021 Salesforce Partner Innovation Award! 🎉

ProvenWorks win the 2021 Salesforce Partner Innovation Award in the Nonprofit Industry for their work with Malala Fund

Salesforce announced ProvenWorks as the winner of the 2021 Partner Innovation Award in the Nonprofit Award category for our work with Malala Fund.

With over 400 partner success stories submitted for consideration, we are delighted to have been recognized for our transformative impact as a Salesforce ISV Partner.

ProvenWorks win Nonprofit award for work with Malala Fund

Malala Fund is working for a world where all girls can learn and lead. Malala Fund advocates for resources and policy changes needed to give all girls a secondary education, investing in local education leaders and amplifying the voices of girls fighting for change.

ProvenWorks win Salesforce Partner Innovation Award with customer Malala Fund

“We at Malala Fund are thrilled to be recognized as a forward-thinking, innovative nonprofit by Salesforce. We are grateful for ProvenWork’s support in implementing AddressTools to help us better manage our donor data and are excited to continue refining our systems in partnership with ProvenWorks and Salesforce!”

– Lena Alfi, Chief Development Officer @ Malala Fund

Time to celebrate!

We’re delighted to be recognised for this award as a small but mighty UK-based Salesforce ISV Partner. We’re excited for everything that is to come over the next year. Watch this space!

“It’s a huge team effort. We’d be nowhere without our Development team creating these valuable solutions, our Sales team ensuring our products are the best fit for our inspiring clients, and finally our diligent Customer Success team who won’t stop until our clients experience impact that is truly transformative.”

Joel Mansford, Managing Director @ ProvenWorks

Interested to learn more about our solution?

We’d love to show you around AddressTools

The Salesforce Ben review of AddressTools is live 🚀

Andreea Doroftei talks through the key features of AddressTools as well as ideal use cases, setup effort, and how this app could be a great addition to your Salesforce org.

AddressTools is the ultimate package for address validation, standardization & verification.

Check out this in-depth review of AddressTools for Salesforce by Andreea for Salesforce Ben.

Interested in seeing it for yourself?

If you’re interested in finding out more about AddressTools, use the scheduler below to book a call with our team.

AddressTools Premium: Understanding standardization in AddressTools

What is address standardization?

Standardization is the process of converting multiple known values to a single predetermined format. For example, “United States”, “USA”, “US”, and “United States of America” can each be standardized to “US”.

The same behaviour can also be applied to states. For example, “TX” can be standardized to “Texas”. Standardization is a crucial piece of functionality for organizations running reports on country and state data, or relying on duplicate rules where these field values are compared.

What address fields can be standardized in AddressTools?

Standardization is available for the following fields:

  • Country
  • State

What formats are acceptable for country standardization?

There are five formats available for country standardization, an example for Egypt is provided below:

  • Full name – Egypt
  • ISO-2 – EG
  • ISO-3– EGY
  • Local name (Latin characters) – Miṣr
  • Local name (Native characters) – مِصر‎

This data is stored on the Countries object installed with the package.

An additional object “Alternative Country Names” is also installed with AddressTools. This allows you to store additional common names and/or misspellings of countries that will then be standardized to the parent country record during upsert. Some are installed by default such as “England”, “Scotland”, “Wales”, and “Northern Ireland” which belong to “United Kingdom”.

What formats are acceptable for state standardization?

There are two formats available for state standardization, an example for Texas is provided below

  • Full name – Texas
  • Sub-code value – TX

An additional object “Alternative State Names” is also installed with AddressTools. This allows you to store additional common names and/or misspellings for states that will then be standardized to the parent state record during upsert. Some are installed by default.


Back to the AddressTools Premium installation walkthrough

Improving location analysis with quality address data

Salesforce is one of the best CRM platforms out there, and with the acquisition of MapAnything, we’re pleased to see a focus on the importance of location-based use cases. But there’s STILL a problem… These solutions are only as good as the data you put into them. Whilst Salesforce offers a fantastic backbone for storing, organizing and reporting on your data, and MapAnything allows for advanced location analysis, what happens if the address data is invalid?

Many of our customers initially reach out to us with the low quality of their address data dragging down their mapping solutions. Whether it be data missing entirely, or incorrect values, poor data cripples the effectiveness and value of their mapping.

On average, 5% of deliveries will fail. Each failure carries not only the monetary cost of administration, re-handling and re-sending, but also the hidden costs of customer dissatisfaction. Marketing mailing is worthless if the copy never reaches the prospective client. Site visits can be delayed, or flummoxed entirely by an incorrect street or postal code.

So we understand the problem, how can we solve it?

At ProvenWorks, we provide an address quality solution called AddressTools which battles bad address data at the point of entry, both interactively and automatically.

Whether ensuring that spellings are correct or standardized, or that values are entered for certain countries, or fully verifying the address to the exact premise internationally, it all gets handled in Salesforce. Records are automatically flagged to notify the user whether or not an address is valid and deliverable.

Want to try out AddressTools?

Great news! Try AddressTools for free on the Salesforce AppExchange and start cleaning up your address data.

Want to find out more?

Get in touch with our Sales team to find out how we can improve your data quality in Salesforce!

What is the impact of poor quality data?

Data is an incredibly important asset to any business. Bad quality data is not just a time sink to remedy, it can also cause active damage to an organization. Starting with good quality data is key, especially in Salesforce where qualifying leads, assigning key accounts, and ensuring cases are routed to the correct queues are paramount.

What are the consequences of bad data?

  • Damage to relationships with clients and partners
  • Lowered credibility
  • Poor productivity
  • Poor decision making
  • Lost revenue

How can I get accurate data in my Salesforce Organization?

Salesforce provides various ways to keep data accurate such as validation rules, required fields, workflow rules, and duplicate management rules. We believe that good data is the basis of success. This means correct data at the point of entry, and where that’s not possible, it means having the ability to highlight and intelligently cleanse poor data.

We offer a range of solutions for the Salesforce CRM platform to promote and assist accurate data entry, to provide methods to cleanse your data, integrate it, and help keep your business compliant with GDPR.

AddressTools

AddressTools can verify address data both at the point of entry, or as a clean up task. With the data being verified against local postal authorities in over 240+ countries, you can rely on AddressTools to ensure that Salesforce is your master source of knowledge. Ensure that users in your Salesforce Organization are spending their time efficiently, rather than fixing the issues caused by poor quality address data.

IndustryComplete

IndustryComplete uses NAICS, SIC and iSIC classification systems to verify industries in Salesforce. With an easy-to-use component, users can search for an industry using keywords which will populate the standard Salesforce industry field. Having an interactive and easy to use component to enter in industry data not only saves users time, but ensures accurate data is entered.


SimpleImport

The Managed Import component from SimpleImport allows users to import data into Salesforce directly, but safely into predefined fields, mapped by an administrator. Standard users are empowered with streamlined import functionality, but with strict, customizable controls to ensure security and data integrity.


PhoneTools

PhoneTools allows you to screen against UK TPS and CTPS lists to assist with PECR compliance, all within Salesforce with no coding required. Manually check numbers when you need them or automate screening to keep you up-to-date.

For more information on our products discussed above please check out our AppExchange listings for AddressToolsIndustryCompleteSimpleImport and PhoneTools.

Known bug with ‘Enable Secure Static Resources for Lightning Components’ forces delay to Summer’21

Update: 10/MAY/2021

Salesforce have now postponed the enforcement of the Release Update ‘Enable Secure Static Resources for Lightning Components’ indefinitely. Due to a number of issues that were introduced, their advice is now “Don’t enable it”. We recommend all organizations should follow this advise.


Update: 13/JAN/2021

The initial issue has been resolved however another issue has been introduced which has caused a further delay to the forced enablement of this Release Update. Full information on the issue is logged via this known issue.


Original post:

An issue has been introduced by Salesforce with their latest Release Update ‘Enable Secure Static Resources for Lightning Components’ which has resulted in Salesforce having to delay the forced enablement to Summer’21. When enabled, Aura components provided within managed packages that make reference to static resources also packaged with the solution result in Cross-Origin Resource Sharing (CORS) issues.

A quick way to check whether this affects you is by analyzing the browser console for CORS errors when you try to use your Aura component once the Release Update is enabled (example below displaying the AddressTools override when the Release Update is enabled).

Salesforce have officially acknowledged that this is not desired behavior and have delayed the enforcement of this Release Update until Summer’21 with the aim to have a fix completed and available in Spring’21. The official Salesforce release notes have been updated to reflect this.

You can also track the known issue. By using the This Issue Affects me, you will receive updates from Salesforce as they work on resolving the problem.

This Release Update affects AddressTools & IndustryComplete. We suggest disabling this Release Update until Salesforce have released the update resolving the issue. For more information, contact support@provenworks.com.

What is AddressTools?

We’re glad you asked! AddressTools is our 5* app for Salesforce which takes the worry out of bad address data by keeping all of your addresses validated, verified, corrected, and standardized. Like the sound of it? Try it for yourself on the AppExchange!

What is IndustryComplete?

Another great question! IndustryComplete is the ultimate industry code search tool for Salesforce. Look up NAICS, SIC and ISIC data without ever leaving your org to improve your industry data. You can even attach multiple industries to your accounts. Want to try out IndustryComplete? It’s on the AppExchange!

IndustryComplete: industry classification and listings

What are NAICS, SIC and ISIC?

NAICS, SIC and ISIC are all systems for industry classification. NAICS is more country-specific than the other two which will be clarified below, but all data collected is accurate and authenticated.

NAICS

NAICS stands for the North American Industry Classification System and is used to collect statistical data for analysing and distributing for the US business economy. All NAICS codes have 6-digits and are part of a hierarchical system whereby the top sector, (Level 1) is the least specific to the industry and Level 5 is the most specific, directing users to the desired industry.

For example:


NAICS groups services which do similar things such as service or goods production together and by being for government use, the results are exact and reliable.

SIC

SIC stands for Standard Industrial Classification and uses 4- digits to categorize industries. These industries are then classified into 4 levels.

For example:


SIC is mainly used for business targeting the private sector, as it assembles together industries based on production or demand.

ISIC

ISIC means the International Standard Industrial Classification of All Economic Activities, and is the system in which data is classified on both international and national levels. It is structured in a hierarchical 4-level classification system.

For example:


ISIC provides data that assists in employment demographics including enterprises as well as statistical national accounts.

Want to populate these values in Salesforce?

IndustryComplete provides Salesforce users with NAICS, SIC, and ISIC data searches within Salesforce. Just start typing and you’ll be able to select the relevant industry which will automatically populate the relevant classification onto your Salesforce accounts.


Try IndustryComplete for free

Want to take IndustryComplete for a spin? Try out IndustryComplete for free today on the Salesforce AppExchange.

Alternatively, take a look at our YouTube video or get in touch with us if you have a question.

New and improved address verification features for Salesforce!

If you already have a subscription to AddressTools Premium and address verification credits, then good news! You get all the following upgrades included in your current plan.

If you’re here and don’t use AddressTools Premium but see something you like, get in touch with us to find out more. Alternatively, take AddressTools for a spin on the AppExchange with a free trial!

Typeahead address verification for Salesforce

We have released typeahead PowerSearch for premise-level address verification.


As you start typing, a list of addresses will appear that will narrow down as you enter in more information. This will allow users to quickly look for available addresses and save time by allowing them to select the correct address as soon as they see it in the picklist.

To get this enabled, upgrade to package version 7.50 or later and email support@provenworks.com so that we can make the switch to PowerSearch.

Batch Address verification for Salesforce Reports

We’ve made it even easier to verify your existing Salesforce address data as you can now verify addresses defined in a report. Either verify the addresses in the report as a one off, or take advantage of the scheduling feature to run the job daily.


To get this enabled, simply upgrade to the latest version on the AppExchange and follow this guide to test it out!

How do I upgrade to the latest version?

Please see our release history for information on additions to the package. We recommend upgrading in Sandbox first before upgrading in Production.

I want to try out AddressTools Premium for myself!

Great news! Try AddressTools Premium today for free on the AppExchange.