Developments in B to B and B to C Marketing and Sales Automation Systems

Stone, Merlin; Woodcock, Neil

doi:10.1080/1051712x.2021.1920702

Cited by 7 publications

(1 citation statement)

References 44 publications

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“…This study results corroborate those of other studies that have shown CRM systems to improve company performance. Studies that have focused on Salesforce's function in automating sales and engaging customers have shown that both metrics sales productivity and customer satisfaction have improved (Stone & Woodcock, 2021). Although there has been little research on the subject before, this study fills a gap in the literature by offering data on the distinct monetary advantages linked with different degrees of Salesforce usage.…”

Section: Discussionmentioning

confidence: 94%

Economic Benefits of Using Salesforce in Business: Analysis and Practical Recommendations

2024

Futurity Economics&Law

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This research examines the economic effects of Salesforce, a prominent customer relationship management (CRM) platform recognized for its innovations in cloud computing efficiency, sales automation, and company analytics. With the objective of uncovering the tangible economic benefits of Salesforce, we embarked on an investigation involving a survey of 300 businesses varying in their level of Salesforce implementation. We used Logit analysis to determine the main parameters influencing the successful implementation of Salesforce and its impact on ROI. Our research shows a clear connection between the level of Salesforce utilization and notable enhancements in operational efficiency, cost reduction, and revenue increase, especially in companies that fully utilize Salesforce's analytics and artificial intelligence features. The research is notable for its systematic examination of the many economic advantages of Salesforce, offering actual proof of the platform's ability to enhance financial results. The scientific uniqueness is in the precise use of Logit analysis to measure the connection between Salesforce adoption levels and economic results, providing a detailed insight into how strategic integration and user adoption help in optimizing ROI. This study emphasizes the crucial need for organizations to not just implement Salesforce but to use its technical capabilities to the fullest extent, in order to achieve better financial outcomes and make well-informed decisions. This report provides significant insights for firms looking to improve their CRM strategy by highlighting the strategic and user-centric criteria crucial for successful Salesforce adoption. It adds to the overall discussion on the economic impacts of digital transformation, highlighting how sophisticated CRM systems promote business intelligence and operational effectiveness.

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Section: Discussionmentioning

confidence: 94%