Building CRM Knowledge Using Trailhead!

 

Hey guys,

This week I signed up to Trailhead!

This is an online learning resource in conjunction with the Salesforce learning database. It has a huge variety of different courses and learning modules for upskilling as an individual.

Marketing AI: A Quick Look

The first course I completed was Marketing AI: A Quick Look. This was an interesting short snapshot of the use of marketing AI in the world today. The course was broken down into two different learning areas. Firstly, I learned the core tenants of Salesforce Marketing AI. The uses of this technology include content creation, scaling AI, CRM data trusted content and controversial interface with technology.

I found the volume of uses that Marketing AI has been exciting and interesting to learn about! It was intriguing to understand the capabilities it has for creating campaigns, content and plans quickly and efficiently.

Marketing Strategy with Account Engagement: Quick Look

This was module surrounded what a marketing strategy is and how account engagement can impact how you automate the marketing of a business. I learned that the market strategy refers to the businesses long term or strategic marketing planning goals for the future. The effectiveness of this plan comes from departments working together to achieve this common goal.

It was highlighted in the module that the two main elements of a marketing plan are Lead generation and Lead Nurturing. Lead Generation refers to the attracting potential customers to your business brand, whilst Lead Nurturing entails the number of steps needed to ensure the new customer relationship is a positive one.

 

Lead Qualification: Quick Look

This module surrounded Lead Qualification and how important it is within a business. This is a sales tactic of accessing potential customers financial ability to make a purchase from the business. the module explained between the difference of Marketing Qualifies Leads (MQLs) and Sales Qualified Leads (SQLs). (MQLs) refers to the prospects that are interested in purchasing from the business however they have not got the financial capability now. Whereas (SQLs) are former (MQLs) that have been nurtured over a period into now Sales Qualified Leads ready for purchasing from the business.

 

This module also delivered information about several Common Lead Qualification Models. The purpose of these is that there is no one model that will suit every individual in this process. The different models covered include BANT which stands for Budget, Authority, Need, and Timeline. CHAMP includes Challenges, Authority, Money, and Prioritization whilst MEDDIC details the Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion.

All these Lead Qualifications have different benefits and drawbacks which can be adapted to different business models and sectors.

That’s all for today everyone. Make sure to check out Trailhead to begin your learning journey on some of these topics!

Nathan