Leveraging Salesforce™ High Velocity Sales and Pardot to boost sales and drive efficiencies
One of the largest privately held independent insurance brokers in Texas needed to streamline their processes and empower their sales team with effective tools. This organization realized to stay on top, they needed more relevant and pinpointed engagements with their prospects and clients. Using several disparate systems, their sales and marketing teams were out of alignment and as a result, not capturing the right prospects and the right time. To solve this issue, they appointed Vantage Point Consulting to implement Salesforce™, the world’s #1 sales platform.
Client
Financial Services
Insurance
Texas
Solution
Tailored Implementation
Salesforce™ Products
Sales Cloud
High Velocity Sales
Lightning Dialer
Pardot
Our Approach
Vantage Point’s approach to the project was consultative in order to understand their pain point, current processes, and future goals. From there, we created an iterative approach to development with client approval throughout the process. This enabled a cohesive transitions from their disparate system to one efficient and effective client engagement platform.
Actions & Impact
Implemented Sales Cloud to centralize prospects and clients, along with implementing more efficient processes
Implemented High Velocity Sales with Lightning Dialer to incorporate a unified and intuitive sales experience
Provided sales cadence to streamline the sales team’s actions and focus on hot prospects
Aligned marketing and sales efforts to a common goal with the use of Pardot, Salesforce™ Marketing Automation Tool
Challenges
Lack of a centralized CRM system and strong sales processes
Too many disparate systems that decreased efficiency of the sales process
Lack of sales cadences for consistent interaction and follow up with prospects and clients
Ineffective marketing strategy that did not align with the sales team initiatives
Lack of clear vision of marketing initiatives that work towards what the sales team is doing
Now that this company can manage their sales and marketing from one integrated platform., they have found that better interactions drive more revenue. With these applications, they are now more efficient at coordinating every form of communication and channels to better engage their prospects and clients.
