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.