You’re ahead of the AI game
Teams using Salesforce have a tremendous advantage when it comes to rolling out Artificial Intelligence capabilities. Salesforce is quickly adding AI features on top of your existing customer data allowing you to rapidly unlock potential cost savings and revenue gains.
RealZips delivers shortcuts to getting value from AI,
eliminating the need to run data cleanup projects.
Tap into Artificial Intelligence
AI technology is rapidly becoming available and 84% of leaders agree that generative AI will serve their customers better. A whopping 92% of large businesses that already have invested in AI are seeing returns.
Make sure to start testing existing AI capabilities in Salesforce already today, learning how to make predictive analytics. Keep a close eye on what’s gradually becoming available in the promising generative AI space right inside your Salesforce organization.
The data problem
Bad data quality and missing data are major hurdles for most organizations as they start tapping into AI opportunities. The premise of the new AI technology is however limited by the quality of your own data in Salesforce.
Hard way: Scrub your Salesforce data
There are few shortcuts to improving your data, while preparing for AI-driven workflows. Here are a few common approaches for getting your data in shape:
- Update Account records with address, industry and key data points.
- Update Contact records with address, title and valid email.
- Look into services that test if contact email addresses are active.
- Harmonize and standardize picklists where possible.
- Implement methods for record deduplication.
- Identify old open Opportunities and start cleaning up.
Once you start digging into customer data that’s been added over time, chances are that even a small data scrub project will take a lot of time and effort.
Keep in mind you probably have apps connected to Salesforce that use existing datapoints. Your Salesforce automation is very likely to use ‘bad data’ which makes data cleanup harder.
Easy way: Add RealZips GeoData
The RealZips app creates an automatic relationship between a Salesforce record and endless datapoints on the related zip code record. Instantly, you’ll have access to datapoints from the zip code, such as city, county, state, territory, and much more. Data you can add is actually endless. Have a look at the thousands of datasets available in our online store: RealDatasets.com
RealZips gives you immediate shortcuts for tapping into AI, since the RealZips app automatically augments existing data by adding contextual data to your records. For example you can geofence all customers by county, and prepare for AI predictive analytics by county!
Don’t break integrations, searches, reports & dashboards
The RealZips app does not need to change any existing data, making the implementation of RealZips completely risk free. RealZips is simply bypassing all the problems associated with updating existing data fields to new values.
Most of us have seen data update projects break app integrations, mess up searches, render list views useless, distort function formula calculations, not to mention making critical reports and dashboards useless. RealZips makes it possible avoid these issues simply by delivering a data augmentation solution.
Add automatic contextual data
Contextual geographic data unlocks tremendous possibilities, that your team will be using every day across marketing, sales and customer support.
Think about contextual data as an automated process that provides critical market conditions for each record in Salesforce. Contextual data makes it possible to focus marketing and sales in geographic areas where your team is most likely to deliver success for your customers.
Examples of contextual data from RealZips, used to improve all records in Salesforce:
- Local incentives that will help your team sell a product or service.
- Local laws and regulations that may promote (or block) the sale of your product.
- Automatic geofencing by for example county, organizing customers by local jurisdictions.
- Travel distance between sales team members and prospective customers.
- Distance between open opportunities and your own service locations.
- Distance between existing customers and your competitions’ closest locations.
- Insights into your customers’ customers: age groups, income and consumer preferences.
- Weather conditions such as sun hours per year, climate zone and FEMA based disaster risk.
Contextual data, providing risk for natural disasters. Distances for key locations – closest to each zip code – are automatically calculated.
Explore AI capabilities, powered by contextual data
Let’s say your team believes they are closing more Opportunities inside Metropolitan areas, with a really high population density.
You can test out the theory by adding RealZips data points such as ‘MSA Metro’ (your geofence) and ‘Population Density’ to all Won Opportunities. Next, run the Salesforce Einstein Prediction Service across the Opportunities and learn if the theory holds up.
Prepare for AI success
It’s possible to kick-start your team’s AI journey simply by adding RealZips contextual geographic data to your records in Salesforce in a matter of hours. Install the RealZips free trial from the AppExchange and launch your AI success journey.
Prepare for AI success by organizing all records by territories and geographic zones. Close more deals – by applying AI predictions – based on your own data and RealZips geographic data.
Learn about Salesforce Artificial Intelligence capabilities: AI for Sales and CRM
RealZips is a data-driven territory management app for Salesforce. RealZips automatically organizes and enriches global customer data records in Salesforce.
Use cases for RealZips range across all industries. The reasons for implementing RealZips are surprisingly similar across different organizations.
These are five common challenges that RealZips will address, enabling you to deliver a better Salesforce User Experience:
- Data Enrichment
- Territory Management
- Actionable Market Data
- Salesforce Automation
- Customer Focus
RealZips is designed to help your team save time and connect faster with customers. Let’s have a look at how you can solve these 5 challenges by implementing RealZips:
1. Data Enrichment
Lack of data points across your Salesforce records cause endless problems and inefficiencies.
Marketing can not effectively segment leads or run marketing campaigns in best-fit geographic areas. Sales can not automatically assign prospects and customers to the right sales resource. Assignments of Cases are delayed, creating friction with your customers.
The Zip code and Country fields on your Salesforce records are used to automatically relate endless data points from RealZips app.
For example, all customer records can instantly be enriched with data points such as city, county, state, MSA metro, time zone, sales team, closest store, and more.
Data enrichment unlocks new ways for marketing, sales and operations to better serve customers.
These are examples of what you will be able to do with RealZips:
- Add time zones to all records in Salesforce, so your team can time mailers better and schedule outbound calls at the best possible moment.
- Activate County and MSA Metropolitan data points, allowing you to automatically group prospects into manageable sub-territories. Your team can now run perfectly targeted marketing campaigns and sales activities.
- Set up automatic Drive Zones around sales and service team members, organizing customers records by distance. Enable your teams to maximize time with customers.
2. Territory Management
It’s virtually impossible to provide your team with a scalable Territory Management solution, complete with interactive maps, dashboards, and integrated reports.
The standard Salesforce Enterprise Territory Management (ETM) does not support granular territory management on a Zip code level. Most organizations therefore struggle to manage smaller geographic territories, that divide states and cities. Overlapping territories is another major challenge, as territories are stacked on top of different sales teams, service teams and channel partners.
Home-grown workarounds for Territory Management quickly become confusing and impossible to manage. For example, sales teams must oftentimes use multiple dashboards, reports and links to mapping tools to understand the geographic assignment and ownership of customer records. Salesforce Admins are then forced to build a dizzying array of automation for owner assignment and Sharing Rules.
RealZips is designed to deliver a data-driven, reliable and scalable solution for Territory Management.
RealZips provides a platform for territory management, completely integrated with global customer data in Salesforce:
- Out-of-box Territory Dashboards for immediate rollout
- Territory assignment templates for instant territories
- Management of overlapping territories across the world
- Map components for any Salesforce page
- Sales team management and ownership automation
- Rules-based territory teams, displayed on Salesforce pages
3. Actionable Market Data
Market data outside of Salesforce is very important, providing insights for strategic planning of marketing and sales teams. Stand-alone market data can range across demographics, consumer behavior, corporate data, regional incentives, local risk exposure and more. The problem is… it’s outside of Salesforce!
The day you start moving market data metrics into Salesforce – combined with existing customer data – is the day you’re creating a substantial competitive advantage for your team.
Market data provides a framework for where to engage in marketing campaigns and sales activities, once the data is in Salesforce. The RealZips app was designed to blend your own customer data with deep market data.
Samples of Zip codes based demographic datasets, available in the RealDatasets.com store. These datasets can rapidly be uploaded into RealZips and integrated with existing records in Salesforce:
RealZips automatically combines customer data and market data, ranking geographic areas and customers based on local market conditions. For example, all prospective customers can be flagged for local incentives, changes in real estate value, or demand for product and services.
Market data in Salesforce opens up endless possibilities to understand each customer’s local market conditions.
The RealZips app makes it easy to add actionable market data of any type to Salesforce. Here are a just a few examples:
The market data you choose to add, can immediately be added to existing customers records. Prospects and customers will automatically be ranked based on market conditions, distance to sales and service locations, and much more.
Market data in RealZips sets a framework for automating processes, and allowing your team to make instant decisions across territory design, marketing campaigns, and daily sales activities.
4. Salesforce Automation
Trying to automate business processes in Salesforce with missing and incorrect data is a tremendous challenge.
Most attempts to automate processes will be limited to the quality of your existing data.
The Salesforce Cloud has fantastic capabilities when it comes to automation, especially when using Lightning Flows.
However – without useful data points to use in the automation process and logic – you can not make full use of Salesforce Automation capabilities.
RealZips takes your automation and Lightning Flows to new level :
- Automate assignment of leads by combining territory information, geographic data and market data.
- Configure flexible rules-based sharing of accounts, contacts, opportunities and cases.
- Create assignment logic based on distance zones, applicable to stores, service locations, and sales team members.
- Geographic markers such as County, MSA Metro, Territory and more can be used in your automation logic in virtually unlimited ways to speed up your teams’ workflows.
RealZips provides built-in features for lead routing and ownership assignment, used by large global organizations to keep massive amounts of records assigned to the right team members.
5. Customer Focus
The RealZips app and data was designed to empower your team to focus on the right customers, in the right places, at the right time.
How RealZips unlocks your team’s customer-first focus:
- RealZips GeoData organizes your customer data into a geographic framework.
- RealZips Territories makes it possible to roll out a powerful global assignment of internal resources.
- Market Data provides local market conditions, used to drive marketing, sales and support activities.
Salesforce Automation enriched with RealZips makes it possible to build meaningful workflows that help your team focus on what matters most: Customers.
Are you planning to expand your business new markets or even globally? Or do you already have an international footprint? No matter the case, the RealZips app streamlines global territory management across you Salesforce CRM data.
When expanding your business geographically, you likely have three critical questions in mind:
- Are we targeting the right geographic areas?
- Do we utilize the right local resources?
- Are we meeting with the right customers?
A data-driven global territory management app running in your Salesforce organization is a must for addressing these questions. The RealZips app is designed to enable your global sales teams to gain insights and drive success.
The RealZips GeoData Platform is one-of-a-kind Salesforce business process management software, since it’s powered by deep geographic data.
RealZips effectively organizes resources across geographical areas, encourages deep collaboration between multiple sales teams, and help your team focus marketing and sales activities in best-fit geographic areas. So, if you want to become a global leader in your industry, this geo-targeting software is a must-have for business.
RealZips Global: Transform your business with geodata insights
This RealZips Platform offers a dynamic global geodata structure that seamlessly enables enterprise territory management. International businesses with multiple branches and sales teams are seeing major challenges such as increasing local competition, and risk of internal overlaps and more. Such challenges can sometimes make survival harder in the industry because everything becomes dependent on the adaptability and alignment of internal resources with both existing and future customers. With RealZips data-driven and global sales-territory management software, you can mitigate these risks.
A 4-step approach to implementing RealZips and driving sales success
The RealZips GeoData platform primarily makes use of this 4-step approach to help you with strategic territory management:
1. Set a Global Territory Management Structure
The RealZips enterprise territory management app for Salesforce is an innovative and feature-rich tool for global enterprises. Being powered by zip codes, postal codes, partial postal codes, and deep market data, this app delivers global coverage, allowing for dynamic assignment of countries, states, cities, metropolitan areas, provinces, etc. You can plan and execute your marketing and sales efforts, based on the depth of these different geographic areas.
In the example below, the United Kingdom is dynamically divided by partial postal codes. Pay close attention to how the postal codes have different lengths. For example “E1” and “NW10” both represent a single postal code area, effectively managed by the software logic built into the RealZips app:
2. Sales Territory Assignment
Once the geographic structure is in place, the app allows you to proceed with sales territory assignment. The well-designed sales territories, in combination with effective territory management, attract more sales and give you great market coverage. Apart from it, you can offer better services to your customers.
RealZips allows you to:
- Assign complex team structures and overlapping territories across geographic areas.
- Manage your channel partner territories.
- Support growth with the inside sales team and lead assignment
The image below shows the territory for Greater London, complete with team members and a listing of postal codes with the most Accounts in:
3. Align your Salesforce data automatically with Territories
RealZips Salesforce CRM data allows for real-time resource allocation and territory ownership assignment. Your existing Salesforce records will automatically be assigned to a territory.
The RealZips assignment rules, when applied to your Salesforce data becomes is very powerful. You can rest assured that leads are assigned properly, and ownership of customers is always correct. . Each team member can immediately review the team managing a geographic area, and ensure instant collaboration to support each customer.
The lead assignment rules work on the basis of company size and product interest. Therefore, leads are instantly routed to the best-fit resource. In addition, your team will enjoy the RealZips “Nearby’ and Closest’ features, as they get deeper into using the application for daily planning, marketing campaigns, and sales activities.
In the image below, you can see lead being automatically assigned to a territory:
The image below shows the RealZips Nearby feature, used to identify prospects within a selected radius:
- Left side Lighting component: RealZips Maps provides an interactive map of Accounts in the area
- Right side Lightning component: RealZips Nearby let’s you set a radius of e.g. 4 km and drop all records into a Salesforce Campaign
4. Measure Sales Success through Global Territory Reports
Sales metrics play an important role in measuring sales performance and analyzing the success rate of the business. The RealZips GeoData Global territory management software output the global data analytics that help you to easily measure global sales across different marketing channels and campaigns, lead generation, opportunity pipeline, and revenue growth.
The image below accentuates the performance across sales territories the United Kingdom. It enables the company to quickly allocate resources for optimal growth across any market as well as sales territory:
Discover new opportunities with RealZips GeoData Global Territory Management in your Salesforce
The RealZips GeoData app can help you easily identify new opportunities in the international market and take your company to the next level.
This fully Salesforce-native app has extensive enterprise territory management features and lead assignment rules that help you easily automate business processes, manage global territories for channel partners and internal teams, and analyze sales performance. It further allows you to make better decisions and drive business growth.
To learn more and request a demo, please visit
Read our guest blog post on the AppExchange and the Salesforce Ecosystem blog:
Organizations that use RealZips in their Salesforce drive marketing success. This is how they leverage RealZips within their GeoTargeted Marketing.
Lead Generation Challenges
Marketing teams have a tremendous responsibility of finding and qualifying best-fit leads for sales. However, it’s not uncommon for marketers to unknowingly deliver low quality leads to the sales team, overwhelming the sales pipeline with incompatible prospects.
Figuring out which leads are best suited for a sales team is oftentimes a complicated process. Lead profiling is often based upon metrics related to the industry, company size, decision-makers’ access, buyer intent, creditworthiness, and more.
Location data is often neglected in lead profiling because the marketing team has little or no supporting data for meaningful geotargeting. This lack of user location data makes lead generation inefficient.
Half the money I spend on advertising is wasted;
the trouble is I don’t know which half.
— John Wanamaker
Switch to RealZips Geotargeting
When your team utilizes geotargeting with RealZips, it becomes possible to leverage location data throughout the entire lead generation process.
These are the six basic methods to use RealZips for your geotargeting efforts, helping you generate sales success:
Geographic boundaries. Existing boundaries such as states, cities, and sales territories play a critical role in effective lead generation. For example, using County Business Patterns (CBPs) as part of a framework of lead generation is proven to be very effective.
Industry hotspots. Similar companies tend to be clustered geographically. It’s essential to break down Total Addressable Market (TAM) into geography-based industry hotspots from a geo-targeting lead generation perspective.
Local economy. The economic outlook in MSA Metropolitan areas will have a direct impact on lead generation. Economic factors can range across people moving to or from an area, shifts in local unemployment levels, changes in state and local taxes, fluctuations in building permits, competitive organizations setting up outlets and offices, and much more.
Proximity planning. Sales teams often prefer lead generation in concentrated areas such as near airports, close to their stores and field offices, and even far away from competitive locations. Companies with a proximity strategy for lead generation tend to reap substantial benefits related to logistics.
Action triggers. Marketing teams using action triggers in their lead generation have a competitive advantage. They use time zones as a powerful action trigger, sending outbound emails at the best possible local time. Sellers of electric cars may use local gas pricing as an action trigger, spending more on lead generation as gas prices rise.
External data. External data managed in RealZips opens up endless possibilities for lead generation. For instance, use sun hour data by zip code to sell solar panels, leverage local water quality data to provide filtration technology. Tap into flooding and hurricane risk data to provide insurance or new building technology. Leverage financial incentives issued by state and local agencies to promote your products and services. There are no limits to how external data can be used within the RealZips platform, driving success across both marketing and sales.
Generate Quality Leads with GeoTargeted Marketing
Organizations that properly use these methods for geotargeting will likely see an increase in their best-fit lead generation.
The goal is to deliver market-qualified leads in the best possible geographic locations, allowing the sales team to close deals faster. Save time by eliminating leads that are hard to service and avoid marketing in areas where there are few reasons to purchase your product or service.
Quality Over Quantity
Lead generation is about reaching the right prospect, located in the right place, with the right message, at the right time.
When you deliver leads to your sales team, quantity is not always better. If they end up disqualifying a high percentage of leads, your team will lose valuable selling time. Additionally, they may even start doubting if the lead generation process works.
Improving the lead generation process seems to work very well for many organizations, initially setting focus on generating high-quality leads in the best-fit locations. Once the quality of marketing-generated leads meets the needs of the sales team — it becomes possible to increase the number of leads — while maintaining a high close rate.
With RealZips GeoTargeted Marketing, the marketing and sales teams can align efforts and deliver results. RealZips has the potential to enhance your geotargeting, boost your lead generation, and close more deals.
The Salesforce CRM platform is fantastic, empowering your team to connect faster with customers, partners, and potential clients. Salesforce is the number one software for customer success, helping organizations like yours manage customer activities and stay in constant touch with all your stakeholders.
However, there is a challenge when it comes to your own data in Salesforce. The data that your team manages is not structured into critical geographic structures such as cities, counties, metropolitan areas, sales territories, or partner regions.
Global Territory Management Powered by Zip Codes
Customer records that don’t have geographic data will “float around” in your Salesforce CRM, creating all kinds of challenges for your team. Without an automatic geographic data structure, it becomes hard to assign ownership to customers, manage marketing and sales activities, and understand where your team will find your future customers.
“The more we can organize, find, and manage information, the more effectively we can function in our modern world.”
RealZips provides a robust solution for these issues with the RealTerritories add-on. RealTerritories delivers a powerful territory management system, based on the robust geographic data structures within the RealZips GeoData platform.
RealTerritories offers an easily accessible and customizable framework, making it possible to manage territories and sales team hierarchies. Businesses can now enable collaboration within their own teams and will channel partners with the intent to drive revenue acceleration.
You can help your teams drive success by automatically matching customers and sales teams in any geographic area. In short, you will enable your organization to get in touch with the right customers at the right time.
Key Features of RealTerritories
RealZips is used to generate revenue by providing sales reps, management, operations teams, and executives with powerful tools that will drive sales success. Common use cases for RealZips span across:
- Territory planning
- Territory optimization
- Territory management
- Addressable market data
- Sales & activity quotas
- Cross-team collaboration
- New reps ramp-up
- Territory analytics & change history
- Lead & customer assignment
By dividing your customers by territories, you can assign ownership to the right sales rep in a matter of hours. You can empower your sales field teams by potentially saving them 15 or more hours of drive time per month. When sales reps can effectively target zip codes with the highest number of potential clients, your team will simply be spending more time with ‘best-fit’ prospects.
Businesses may free up 15% of the total workload across the marketing operations team, thanks to RealZips. Marketing campaigns can be highly targeted by automatically segmenting geographic areas by market potential.
RealZips makes it possible to manage global territories by providing a powerful geographic data structure across all countries in the world. Needless to say, there are millions of postal codes across all countries—so the RealZips app can dynamically use both partial and full postal codes—which makes highly complex global territories simple to manage.
Other proven use cases for RealZips span across routing 100,000 or more leads to franchise locations, adding 550,000 plus medical procedures for territory optimization, automatic division of contact by time zone, increased lead generation, and smaller sales teams to incur yearly revenue for the staff and your business.
While Salesforce offers you an amazing platform for all your CRM data, there are always ways to help your business improve your organization’s customer service levels and team’s performance. The RealZips app, combined with the RealTerritories add-on, makes it possible to optimize territory planning, set your sales and field teams up for success in lead generation, allows for highly targeted marketing, and helps to uncover what drives business success.
RealZips is built to help you and your team get the most out of your Salesforce CRM system, enabling your team to focus on helping your customers succeed.
More and more businesses are turning to Salesforce to manage their customer relationships. The payoff is amazing – since organizations can finally get a single view of their customer data – and connect faster with their customers! However, rapid-growth companies are now realizing they need to structure existing CRM data. They go deeper into CRM data – adding a solid foundation of geographic data beneath their existing data to better serve their customers.
How it works
Above the surface, your team is using the standard CRM data every day to close more deals, find more customers, run marketing campaigns, manage opportunities, run customer support and much more.
Unfortunately, all these daily tasks are not supported by a solid data structure that automatically makes it possible to organize and prioritize workflows, such as where to market, which customers to visit first, plus figure out which cities need additional sales and support resources.
How you can solve these challenges and transform your CRM data into a competitive advantage:
- Let the RealZips app automatically structure the CRM data into geographic structures such as time zones, states, metro areas, counties, sales regions, and territories.
- From that moment – your CRM data really comes alive – allowing you to improve search capabilities, reports, and dashboards for your team.
- Add deep market data and run comparisons against customer data. Your team can now discover geographic areas where they will have their greatest growth opportunity.
We’re seeing companies improve marketing and sales strategies with RealZips. They used to put too many resources into geographic areas with too low potential, while leaving areas with high market potential open for their competition.
With the RealZips app in their Salesforce Sales Cloud – these companies are now driving success thanks to fingertip access to geographic data structures and market data previously invisible to their team members.
Source: Why Do Organizations Need Zip Code Data? (Salesforce Blog)
After managing and developing CRM systems for over 25 years, it became clear that organizations are missing out on substantial opportunities to grow revenue. Countless meetings with management, sales, and marketing teams always had the same topics of discussion, which is how to solve the main challenges at hand:
- Our CRM database is growing rapidly and is becoming unstructured.
- We can not effectively run marketing and sales activities across counties, metro areas, or even territories.
- The sales team needs to know exactly where to focus their efforts.
Without geographic data to structure and enhance existing CRM data, and no market data to track against current market share, it’s impossible to effectively manage sales territories for growth. Organizations will therefore continuously ask themselves:
- Are we adding sales reps in geographical areas with too little potential?
- Are we marketing in places where we can generate many new leads?
- What is our market share across zip codes, counties, and metro areas?
And when these questions go unanswered, organizations stand to lose millions of dollars in potential revenue.
Need for Geographic Structure Based on Zip Codes
In order for your organization to know your market potential and effectively track sales performance, a geographic structure for all CRM data should be put in place.
The solution is to add a complete zip code database to your Salesforce organization. Each zip code must hold data points such as city, county, metropolitan area, number of companies and demographics to describe your white space for growth. Each existing CRM record will then automatically link to a zip code, instantly creating 40,000 micro-markets. All market data by Zip code is rolled up into cities, counties, sales territories, and regions, providing your team with unprecedented analytics.
Now, that you have a powerful geographic structure in place, all CRM data is automatically organized by sales region and territories. Leads are instantly routed to the right sales representative. You can adjust ownership across 100,000 contact records in minutes. It’s now possible to give everyone powerful search capabilities, plus powerful geographic drill-down reports and dashboards.
Need for Market Data by Zip Code
There is a tremendous amount of geographic market data available. Market data can display the number of companies by NAICS industry code, or the number of people in a certain job position, targeted by your team.
With regards to consumer targeting, there are endless datasets related to age, income and spending habits. Even if you don’t target consumers directly, almost all companies benefit from knowing the downstream market potential for their sales channels.
To understand market share and growth opportunity, many companies invest in sales data related to competitive products, used to compare against their own sales numbers. However, high-level market share analytics is hard to turn into useful data for the marketing and sales teams across local markets.
With Zip codes in Salesforce, data over competitive performance and your company’s own sales data can be broken down geographically and integrated with existing CRM data. The combined data becomes extremely valuable for marketing and sales. The system can automatically propose the best sales strategy for each Zip code, such as “Avoid – too low potential”, “Maintain – high market share”, and “Grow – few competitors and many leads”.
Combine CRM and Market Data
Next, all data must be automatically combined based on Zip codes. It is now possible to pinpoint each geographic area’s market potential and compare against existing customers.
As soon as your CRM data is integrated with market data, your team can use customer data in completely new ways. For example, territory management becomes a very powerful process, allowing everyone to collaborate in the best target areas.
By adding automated drive time to records in Salesforce, it becomes possible to target leads and customers by these zones. Drive time is an incredibly useful tool for sales reps, service reps, and of course event planners.
With Zip codes in Salesforce, you are giving the field sales team unprecedented insights on where to focus efforts, while they are using Zip code data on the Salesforce1 mobile app.
Improve Marketing and Sales Strategies
Amazing things happen when your team can compare a geographic area’s market potential against existing customers. The moment people can view their growth opportunity in real time, they are very often left speechless. We’re seeing organizations rethink and improve their marketing and sales strategies, as soon as they get their hands on these market insights.
By automatically scoring each Zip code by market potential and sales performance, your marketing and sales teams will have real-time guidance over where to run marketing campaigns and focus sales activities. Your CRM data has now become actionable, and your team will find more customers and close more deals.
How One Organization Thrives on Zip Code Data
A recent client, who sells medical devices to doctors, rolled out our 100% native app, RealZips, to their sales team. This allowed their Salesforce Admin to quickly match their own customer data against competitive sales data.
From there they focused on geographical areas with clusters of leads, picking areas with 10 more leads (10 employees or more), where the competition had over $50,000 in sales. They uncovered over 1,000 new leads in a matter of months and closed 300 new opportunities at an average initial order value of $800. These 300 new customers are expected to generate $2,000 per year in repeat orders.
In short – this organization truly put Zip codes to use – generating an additional yearly revenue of over $500,000.
Integrating geographic structure and market data with their existing Salesforce CRM data, organizations can accelerate their revenue growth. The added market data allows your team to proactively focus on geographical areas with the highest growth opportunity.
With Zip codes and market data in Salesforce, you will have a competitive advantage; enabling everyone in your organization to target the right areas, talking to the right customers, at the right time.
Organizations using the Salesforce platform are implementing the RealZips app, empowering their whole team.
Users of RealZips are continuously sharing how they are now closing more deals with our app.
This post shows you the 7 steps successful teams take, as they accelerate their revenue with the app and our market data.
What is the RealZips app?
RealZips adds a geographic structure and market data to all CRM data in Salesforce. Your team will have powerful territory management, thanks to our extensive geographic database based on zip codes. The app and it’s data are 100% native, ensuring no security risks and instant user acceptance.
How will we benefit from RealZips?
The app automatically structures existing CRM data by zip codes, cities, metropolitan areas, counties, sales regions, sales territories and more. The benefits are immediate since your team can search and report customer data in new ways – focusing activities in geographical areas that will generate most sales.
How does the RealZips app work?
RealZips is the world’s only GeoData Platform. This is the quick-take:
- 40,000 zip codes are added to your Salesforce in 15 minutes.
- Zip codes have 50 data points, for geographic structure and market data.
- Existing CRM data records are automatically linked to a zip code.
- Sales territories are based on zip codes, linking all CRM data to sales territories.
What are the steps to get started?
RealZips enables organizations like yours to identify growth opportunities and drive sales results. These are the seven steps organizations take while rolling out the RealZips app:
1. Identify Addressable Market
The RealZips app has very deep market data by zip code, enabling your team to pinpoint the total addressable market. The app describes for example corporate targets across 1,000 industries and ranges of employees, including headquarter locations. The demographics data is incredibly deep, ranging across income, age, and lifestyles.
In RealZips, it’s now possible for organizations to distinguish their total addressable market by their primary market and secondary market.
For example, the primary market for your team might be neurosurgeons, while the secondary market would be patients served by these doctors.
Secondary market data is one of the most powerful ways for sales teams to drive trust in discussions with their prospects.
For example, a rep can showcase the RealZips demographics data for the area surrounding the customer’s office.
2. Set Geographic Structure
The RealZips app structures CRM data dynamically across all geographical level. Your team can instantly use e.g. metropolitan areas and counties, to drive successful marketing and sales activities. New geographic levels can be added on the fly, to include areas for specific marketing campaigns!
With a geographic structure in place, existing CRM data is dramatically enhanced and becomes actionable for both marketing and sales teams. With drive time data in RealZips, a lead can be automatically assigned to the closest sales representative or location. Also, drive time data can be used for marketing campaigns based on all customers’ proximity to your sales representatives or locations.
3. Index Market Potential
Many companies miss out on tremendous growth opportunity – simply by not relating each geographic area, to the local market potential – right in Salesforce.
Without market potential in Salesforce, there is no method to track revenue growth against the total addressable market, optimize territories based and prospects, and empower the sales team across territories.
Marketing teams running campaigns without geographic market potential will not be able to target the best-fit areas, missing out on lead generation and revenue growth.
The RealZips app creates automatic indexes for each zip code. Your team will be able to act on each area’s’ market potential and real-time revenue data.
4. Implement Territory Management
The Territory Management module in RealZips effectively combines each territory’s zip codes, market potential and existing leads, accounts and contacts.
Key metrics for each territory roll up from zip codes, giving the sales team a real-time view over where to find and close deals.
A RealZips Territory can quickly be divided into zones based on drive time for the sales representative.
Sales hotspots can be created on the fly within territories, to manage revenue growth in areas with highest market potential.
As territories are changed – customers can quickly and accurately be reassigned to a new territory – complete with a track record of changes.
5. Focus Marketing Activities
It’s a marketers dream to have all leads and customers organized by MSA Metropolitans, cities, CBSAs, counties, sales territories, and regions. The marketing team can run campaigns in zip codes that can be targeted with Google AdWords campaigns, within a 20-minute drive time of the closest representative or location!
Campaigns can be geared towards areas with the high market potential and no current customers. Events can be launched in the exact areas where most leads and customers can quickly travel to.
6. Empower Sales Teams
Most sales teams struggle to build a pipeline of new customers, and closing deals. The RealZips app is simply designed to empower salespeople to be at the right place, taking to the right customers, at the right time.
RealZips cuts down on the search for new customers, allowing the whole organization to focus on areas with most prospects, as close to as possible to your company’s locations.
7. Accelerate Revenue Growth
RealZips can often be implemented in a matter of days. Our customers love to report back on their sales success. We are seeing motivated organizations drive results within weeks, generating net new revenue streams.
Our app is built on 25+ years of CRM experience within companies producing hyper growth. You can now apply our experience of accelerating sales, by rolling out RealZips and market data to your team.
Help Your Field Sales Team Spend Their Time More Productively
How should selling time be divided between existing customers and new leads? If too little time is spent with existing customers, long-term contracts will be lost. If not enough time is invested in building relations with new leads, not enough new business will be generated.
Balancing selling time is a classic Catch-22 paradox; If you take great care of existing customers, it’s hard to find time with new leads. If you only chase new deals, you will lose existing customers.
Balance Sales Time
One method to combat this is simply putting in extra hours — doing more of both farming and hunting — however this is not sustainable. Instead, learn from successful sales professionals who are very effective in how they geographically manage their sales territories.
Avoid the Wild Goose Chase
Over the years, we’ve witnessed how certain sales people focused on a fairly small area of their existing sales territory. They build up relationships with potential customers in their own backyard. On the flip side, we have seen sales reps covering large territories, driving great distances in the process. Can you guess which type of sales professional is capable of building the most sustainable business for themselves?
Lead in Salesforce.com complete with the closest sales rep and service rep, plus approximate Drive Time in minutes:
The Marketing Campaign That Fizzled
We have all seen it before: The marketing team runs a great campaign and creates warm leads for the sales team. The sales team is excited and starts visiting the new leads. But after a few weeks, few of the once-warm leads are getting closer to a close.
Marketing Sending Sales out on Field Trips
Let’s say a marketing campaign generated 20 leads across a sales territory. The sales rep is excited and starts calling the leads and books 5 visits. The first visit turns out to be a 45 minutes drive and the second is a 2.5 hour field trip. The second lead just made our sales person spend almost a whole day of valuable selling time driving instead. From that point, the interest in pursuing more leads usually diminishes significantly.
Run Successful Marketing Campaigns Based on Drive Time
Fortunately, it’s now possible for marketing and sales to coordinate campaigns and lead follow-up in a much better way. By automatically adding the Drive Time between each sales representative and their respective leads in Salesforce, the Marketing team can drastically improve their targeted marketing campaigns.
Salesforce Report with 15,312 Leads Divided by Drive Time Zones
The report below is from Salesforce.com. All leads are automatically put into “Drive Time Zones”. The marketing team intensifies their campaigns in the areas closest to each sales person:
The Benefits of Drive Time Zones in Salesforce.Com Are Compelling:
Marketing can deliver highly targeted leads to the sales team.
Sales can reach more leads and build relations faster.
Customers are better serviced by having their sales rep close by.
Save the Sales Team Thousands of Hours in Drive Time
The people behind the Salesforce app RealZips.com spent years making Drive Time in Salesforce.com possible. Fortunately, your whole team can now take advantage of this new technology within days.
After developing and managing CRM systems for 25 years, it became clear to us that organizations are missing out on large revenue opportunities.
We had discussions with well over a thousand people in management, marketing and sales and the outcome was always the same:
- Our CRM database is growing rapidly, making it hard to find information.
- Sales can’t manage customers across cities, counties or metropolitan areas.
- We don’t know revenue potential across geographic areas.
Every discussion leads to more unanswered questions:
- How do we know we’re adding sales reps in areas with enough potential?
- Are we spending marketing dollars in areas where we can generate leads?
- Does the economic outlook for an area impact our chances to win deals?
- How much more growth can we capture in local markets?
These unanswered questions cost any company millions of dollars in lost revenue. When marketing and sales spend time and effort in geographical areas with slim growth potential, they are leaving greater opportunities in other locations open for their competition.
Most organizations do not have the right data to find the best areas for revenue growth.
Pinpoint market potential with zip codes
Zip code data have been proven to drive sales success. There’s a tremendous amount of geographic data related to zip codes, that must be used to understand the market potential and track sales performance.
Zip code-based market potential, for example, is the number of companies your team targets, and the number of decision makers to be contacted. Market potential can be demographics data based on age, income, and spending preferences. There are thousands of zip code-based datasets, describing your company’s potential.
Most companies sit on a gold mine of their own market and sales data! But the highly detailed data is unfortunately locked away in invoicing systems and databases that cannot be easily be accessed by marketing and sales teams.
What happens when existing CRM data is structured by zip code?
What if we would put all zip codes into your Salesforce CRM system? Next, we could automatically structure all existing CRM data by Zip code; so all data is highly organized and useful. Every zip code would have the associated city name, county, metropolitan area, number of businesses your team is targeting and many more data points that help describe your true market potential.
Your CRM database will be much more useful when your team can search and report all data by zip code, city, county, sales territory, metropolitan area, sales region, state, census region and much more.
Combine external market potential with your CRM data
When external geographical data – number of decision makers and companies your team should target – is added to each Zip code, many of the original questions are immediately answered. It’s now possible to pinpoint a geographic area’s potential and compare with the number of existing customers.
Salesforce report: Compare the number of potential customers – “Software Publishers” – with existing Leads and Accounts. Review activity level and won opportunities.
The difference between an area’s potential number of customers and the number of existing customers is a true eye-opener. Having instant access to this data changes how companies focus their marketing and sales resources. The data is often used to optimize sales territories and empower the sales team to focus efforts in the right areas and beat sales quotas.
Adding zip code-based sales data to your CRM data
Next type of geographic data to add is your internal data for sold products and services on an aggregated zip code level. The data can be from your own sales, channel sales or from partners.
Drive success by aggregating data by zip code in real-time
It’s a huge upside to automatically combine existing CRM data and zip code based business data.
When adding external data over sales potential with internal sales data, your organization is creating a true competitive advantage.
Zip code-based GeoData is proven to connect you faster with the right customers in the right geographic areas.
Get zip codes and GeoData in Salesforce now; you can’t afford to wait.
How can a sales team plan where to look for growing their business?
Throughout my 20+ years in business development, I’ve been part of mapping out where to find new sales opportunities. It was either my own territory, my team’s territories or a whole company’s regions and territories. The questions are always very similar:
- Where do we have customers today?
- Where can we find new customers?
- How can we find clusters of new customers?
- How do we measure our success?
Business Density Key Metrics
One of the absolutely quickest ways to understand where to look for new customers is the key metric Business Density by zip code, categorized as follows:
- High – 200 or more businesses per square mile
- Medium – Between 30 and 200 businesses per sq. mile
- Low – Less than 30 businesses per sq. mile
This business density metric creates “islands” on a map used to identify general areas where a company should focus their marketing and sales activities. No matter which industry your company specializes in, it provides a powerful guidance for where field teams should engage. Simply start in high density areas and work outwards (see image below).
We have compiled high quality Business Density maps for 30 major markets across the United States.
Empowering sales with RealZips Key Metrics
These key metrics originate from our RealZips app for Salesforce. The RealZips app has many out-of-the-box metrics, which can be combined with your own customer data and sales data. You can add customized data over business density for your industry focus.
Overview of Zip codes and Key Metrics
These key metrics will empower Salesforce.com user in your company, providing guidance to areas where your team can close more deals.
Key Metrics for Zip code 10019 in New York City