CUSTOMER SUCCESS STORY 

Driving Higher Lead Conversion Through Salesforce Transformation

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Truck Transportation Case Study Image

Our client, a prominent freight brokerage firm, specializes in both truckload and less-than-truckload shipping. Their distinctiveness in the logistics sector stems from their adept use of advanced technology to streamline information exchange between customers and carriers. Committed to delivering enduring and personalized solutions, they customize their services to align with the distinctive requirements of each client, serving as a vital component of their logistics strategy.

Challenges

  • The sales team faced challenges in efficiently managing and tracking leads in sales pipeline.
  • Critical gaps in account, contact & opportunity management, along with the absence of robust analytics, hindered the sales process.
  • The necessity for seamless integration of salesforce with Outlook
  • A need for enhanced capabilities in CTI integration, specifically in viewing and saving recordings within Salesforce.
  • The absence of timely notifications for missed follow-up dates across accounts, contacts & leads posed a challenge.
  • The process of data cleanup and migration was identified as a crucial task to ensure better insights from reporting system.

Solution

  • Implemented a customized lead conversion process that ensured seamless creation of accounts and mapping of opportunities and lead tasks at the account level
  • Introduced a comprehensive account follow-up solution, with multiple contact follow-ups, note-taking, and timely missed notification alerts
  • Improved CTI integration by adding recording view and save capabilities within Salesforce with outbound/inbound call reporting
  • Implemented automated notifications for next follow-up dates across accounts, contacts, and leads
  • Migrated to Einstein Activity Capture for automated event and email synchronization at the contact level
  • Enhanced custom reports, with Lead scorecard for a clearer view of sales reps' progress with options for weekly, monthly, and yearly views

Benefits

  • Increased lead conversion rates by 20%, with more efficient tracking
  • 25% reduction in time spent accessing, analyzing and saving call recordings
  • Lead scorecard in the reporting system, has provided management and sales reps with valuable insights into periodic sales performance
  • 15% reduction in missed opportunities across accounts, contacts, and leads
  • 20% improvement in data accuracy, ensuring reliable and up-to-date information
  • Increased Salesforce user adoption rates by 15%, reflecting the user-friendliness and effectiveness of the implemented solutions

COMPANY

Freight Broker Agency

COUNTRY

North America

INDUSTRY

Supply Chain Solutions and Warehousing (Transportation)

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