Success Stories

18 Month Inside Sales Lead Generation Project with a Customized CRM implementation for a market leading European software Provider.

A general high level overview of the project included:

• Created, developed, and structured the Lead Scoring System
• Created, developed, and structured the Lead Qualification Process
• Designed and configured SalesForce.com to represent the Lead Scoring and Lead Qualification processes
• Imported test accounts and added all internal documents to support the lead generation into SalesForce.com
• Created a mini campaign to test-run the process
• Reviewed initial findings with senior executives and the US Sales Team
• Designed and implemented a Management Dashboard for reporting
• Created training materials / standards for using SalesForce.com
• Created and developed Sales Campaigns and implemented the process in SalesForce.com
• Initiated the use of Social Media to grow customer sales and revenues
• Developed and conducted quality management process- creating the review process, creating the customer (internal / external) satisfaction survey, database management, and defining the escalation process
• Conducted research- research internal database, research prospects(includes messaging / touch points for 3 target roles CIO, CFO, CAO), research markets, liaise with influence multipliers
• Designed and created the Sales communication process– informing Sales, informing Executives, receiving / processing feedback, and actualizing sales channels
• Collaborated with each Sales Executive to develop a lead generation tactical plan for their territories

That was fun!

And we grew that pipeline from roughly 80MUSD to over 160MUSD within 13 months (6 months were preparation)