Refined Salesforce to Boost Pro Services Firm’s Growth
Enabled client to use existing Salesforce solution to address critical sales gaps. Revamped Salesforce to improve digital campaign effectiveness, focus seller follow up, and improve decision maker engagement.
Problem
Approach
Gap Analysis –
Conducted client and seller interviews to analyze end-to-end business process and identify gaps. Prioritized gaps based on expected ROI and Salesforce technical feasibility. Focused on solving top gaps with minimal Salesforce customization.
Inbound Lead Generation –
Created Salesforce campaign hub to enable more pointed outreach and deliver content that piqued target market interest. Developed alerts to prompt seller outreach and advance lead down funnel.
Funnel Management –
Designed and developed weighted scorecard system based on prior engagement, intent data, and fit to target segment. Empowered sellers to call on highest scoring prospects first to improve probability of close.
Outbound Prospecting –
Integrated Salesforce with key marketing platforms to consolidate customer view. Trained sellers to research prospects using a single pane of glass, which empowered them to understand prospect’s context, decision makers, prior engagement with digital channels, and common industry pain points. Enabled sellers to reach and attract decision makers more effectively.
Differentiation –
Used client data to clarify firm’s advantages in pitch materials and refocused messaging on solving decision maker pain.
