How we helped double leads and

boosted sales by 20% for our client

Overview

A home improvement company specializing in selling and installing energy efficient products noticed that their lead generation was plateauing. Our client’s processes for capturing, nurturing and converting leads to sales evolved and expanded over many past years of growth, adding overhead which reduced flexibility and scalability in their lead generation process. The company thought there must be a better way and that it’s time for an upgrade. This is where we came in.

The Challenge

Time

consuming process for lead management

Stagnant lead generation

Limited visibility into records of existing prospects

Inefficient internal communications

Manual and slow reporting methods

How It Was Solved

After a thorough review of our client’s situation, we recommended that the best fit solution would be a custom Salesforce implementation. This was seen as a huge undertaking from a no CRM tool to a custom Salesforce solution by the client’s team. A cloud-based CRM platform tailored to their requirements will modernize and update almost every order processing and billing process for their team. We worked closely with the client’s team leads to ensure we focus only on the critical changes first, and iteratively adopt and instil new fields, process and changes so their people are comfortable with the evolution and to not disturb their current manufacturing and delivery operations.

We identified and modernized their key processes, starting by migrating their entire sales and marketing data to Salesforce Sales Cloud. The implementation included:

• Company pricebooks integrated in Salesforce for convenient pricing

• Custom reporting and performance dashboards

• Streamlined appointment scheduling to assign reps based on customer location

• And ongoing training and clear communication to the organization at each step of the process.

The Results

Our client saw immediate results in two specific KPIs: a 50% increase in leads and a 20% increase in sales monthly. This was largely attributed to the process efficiency improvements achieved by the Salesforce cloud solution. Automation reduced the manual entry and data copying steps necessary to generate, nurture and close leads. In addition, the cloud-based custom Salesforce solution enabled teams to dive into the data to identify trends and receive actionable insights, putting them in a position to scale further.