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Leveraged Salesforce to Transform Bank’s Lead Conversion

Worked with client stakeholders to identify sales process gaps.  Addressed gaps by building Salesforce solution that enhanced inbound campaigns, improved prospecting efficiency, and measured end-to-end effectiveness.

Problem

Fortune 500 bank struggled to grow due to lack of lead generation, ineffective campaigns, and insufficient outreach automation.

Approach

Inbound Leads -

Used industry data to prove that 82% of prospects would research solutions to their pain online before speaking to a seller.  Built email and lead nurturing campaign engine to get content in front of prospects early.

Lead Scoring -

Developed Salesforce Lead Scoring System to focus sellers on most engaged leads and provide context for lead follow-up using data gathered from digital channels.

Prospecting -

Trained sellers to use Salesforce lead context and Next Best Action questions on cold calls to set more discovery appointments. Established tools to track follow-ups, improve engagement timing, and optimize number of follow-ups.

Prioritize Pain Points -

Developed 360-degree customer view to help sellers better identify and prioritize pain points in client discovery meetings.

Standardized Pre-Sales Material -

Created library of standardized quotes and pitch decks for products sold most frequently to increase efficiency.

Measure & Refine -

Developed Salesforce dashboard to measure funnel and continuously improve.

Results

+61% Revenue Increase

+6% Lead Conversion Increase

© 2024 Frontline 1st LLC.

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