Case Study: An Engineering Firm With 100 Employees and Clients Across Three Continents Needed Salesforce Running Fast. Done in 90 Days!

Case Study: An Engineering Firm With 100 Employees and Clients Across Three Continents Needed Salesforce Running Fast. Done in 90 Days!

by | Nov 8, 2023

Client Type: SMB Engineering and Professional Services

Solution: Quick Start Salesforce Implementation + Training and Transition

Results at a Glance:  Salesforce Sales Cloud live in 90 days; 2 sales reps + 30 engineers/account managers off spreadsheets; targeting a 6,000-engineer US audience.

Situation

The General Manager and Managing Partner of a fast-growing specialized Engineering firm selling complex consulting and engineering deals needed to move his team of 2 sales reps and 30 plus senior engineers and account managers off spreadsheets and into Salesforce.

Challenge

The company had grown organically through their engineers’ Rolodexes. They were selling very specialized solutions to a finite audience of 6000 engineers across the US and sales were being managed from spreadsheets and home-grown project management software.

The GM and Managing Partner needed to implement Salesforce to be able to manage the sales process, support the sales effort and get visibility into the sales funnel to accurately forecast. This would help them ensure their capacity to close business, recruit more talent for growth and forecast revenue.

Solution

Company hired Gabriel Sales to implement Salesforce to meet their specialized needs and then train and transition their staff for ongoing use and management. Gabriel Sales executed their Quick Start + Transition Sales Implementation Solution.

Month 1

Gabriel Sales met with the GM, Managing Partner, Sales Reps and several representative engineers to understand:

  • Who is using the system?
  • How are they using the system?
  • Success Criteria?
  • Sales Process and Stages

Gabriel Sales also conducted an audit of multiple databases and home-grown project management software.

 

Month 2

After plan was approved GS kicked off the technical implementation including:

Technical Set-Up

  • Custom Fields
  • Lead Sources
  • Sales Stage Mirroring
  • Sales Tasks
  • Custom Page Layouts
  • Enhanced Components/Plug Ins
  • Third Party Email Systems
  • Lead Assignment Rules
  • Email Systems Integrations
  • View and Access Permissions

Custom Views

  • Lead Views
  • Contact Views
  • Opportunity Views

Database Import

Gabriel Sale then normalized the existing database and loaded into the system.

 

Month 3

Training

Gabriel Sales trained a core team in the use of the system and worked with the GM to train the trainer. This included:

How to Use to Manage Sales

  • How to navigate and access Lead Lists
  • How to use Views
  • How to Complete Tasks and Log Activity
  • How to leverage Email System
  • How to track progress and view individual reports

How to Access Basic Reports

  • Lead Reports
  • Lead Conversion Reports
  • Activity Reports
  • Opportunity Reports

Results

Sales Team and Engineers started using after 3 months.

After the team used for a quarter and with live data now flowing through the system, GM and Managing Partner circled back for some minor optimizations for increased visibility and insights including:

  • Sales Activity Dashboards
  • Forecasting Dashboards
  • Conversion Dashboards
  • Automated Task Triggers and Reminders
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About the Company

An engineering firm specialized in Circuit Board Design and electrical engineering with 100 employees serving companies across North America, Europe and Asia Pacific.

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About the Engagement

Company wanted to quickly implement and start using Salesforce.com to tighten their sales processes, effectively manage their growth and increase visibility for General Manager and Managing Partner.

Written by:  Carol Springer – Co-Founder Gabriel Sales, Head of Salesforce, Account Engagement (Pardot) & Marketing Cloud Next Consulting

Case Study: A Global Medical Device Company’s Salesforce Admin Team Couldn’t Find or Train the Marketing Automation Help They Needed. They Hired Gabriel Sales Instead.

Case Study: A Global Medical Device Company’s Salesforce Admin Team Couldn’t Find or Train the Marketing Automation Help They Needed. They Hired Gabriel Sales Instead.

by | Nov 8, 2023

Client Type: Mid Market Enterprise Medical Device and Pharmaceutical Therapies

Solution: Salesforce + Account Engagement + Data Governance + Training + Managed Services

Gabriel Sales becomes to go to resource to support Marketing, Salesforce and Sale Team to manage technology from inbound lead, to lead nurturing through a seamless hand off to sales to support complex sales account based marketing programs. Gabriel Sales provides Salesforce Development, Account Enagement (Pardot),  Automation Workflow Best Practices, Third Party Integration Implementation/Monitoring and Ongoing Marketing Ops, Data Governance, Dashboards, Insights and Data Support.  

Situation

To ensure HIPAA compliance, Gabriel Sales was initially engaged by the Global Salesforce Admin support team to assist Company in optimizing and finalizing the implementation and integration of two Salesforce Account Engagement (Pardot) instances. One instance was seamlessly integrated with Salesforce Health Cloud, while the other was linked to a B2B instance of Salesforce.

After helping to implement and optimize both instances Gabriel Sales trained the Company’s internal marketing resources to manage the Health Cloud instance (to meet the more complex HIPAA compliance issues).

The decision was then made by the Global Salesforce Admin Team to retain Gabriel Sales to support the Global Marketing team for continued day to day management and optimization of Salesforce Account Engagement (Pardot) and its Engagement Studio features to support the Global Marketing Team.

Company had developed a database of 80% of the local target market.

Challenge

Global Salesforce Admin team was tasked with supporting the use of Salesforce Account Engagement and Salesforce for Global Marketing Efforts. After trying to train their existing team and several failed recruiting efforts they hired Gabriel Sales to support the Global Marketing Team.

The Global Marketing Team, skilled in brand, creative, strategy, HIPAA Compliance and live and virtual event planning, was tasked with supporting the marketing of multiple products and markets across North America, South America, Europe and Asia. The primary focus of these tools was to support the company’s primary channel of Account Based Marketing through digital channels with a primary focus on both virtual and live events. Company was running major events monthly with smaller events on a weekly basis in addition to constant SEO and Digital Media Spends.

Company needed a team of Certified Account Engagement (Pardot) Specialists and Certified Salesforce Admins to support these efforts in North America while simultaneously helping to build repeatable processes to support the same processes globablly across multiple divisions with different ABM campaigns.

Solution

After Gabriel Sales assisted with the initial integrations and optimizations to get Salesforce Account Engagement (Pardot) ready for live deployment, the Global Salesforce Admin Group and Global Marketing Group retained Gabriel Sales to support the day-to-day execution of multiple Account Based Marketing Programs and continued technology system optimizations.

The Global Marketing Team then supplied the content and creative, the strategy and the desired markets. Gabriel Sales then managed:

Salesforce Engagement Studio Programs and Campaigns including:

  • Audience Segmentations
  • Email Templates
  • Custom HTML
  • Workflow Logic
  • Reporting
  • Forms
  • Triggers
  • Testing and Q&A

Gabriel Sales also Manages:

  • Data Hygiene
  • Global GDPR Compliance (with Legal Team’s Oversight)
  • HIPAA Compliance (with Legal Team Oversight)
  • KPI Reporting
  • Conversion Reporting

Results

Year 1

During the first year of the engagement Gabriel Sales was able to collaborate with the Salesforce Admin Group and Global Marketing Team to launch the technologies and simultaneously create all the necessary process, workflows and best practices to support one product in North America.

Year 2

With SOPs, Processes and Workflows in place Global Marketing Team was able to roll out support and scale to additional Regions for Multiple Product Groups

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About the Company

A medical device company that develops technologies and therapies. The company markets its products through a network of distributors in North America, Europe, South America and parts of Asia.

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About the Engagement

Gabriel Sales worked with the company to develop processes and Standard Operating Procedures in the US Market one division at a time for North America. Once processes were defined Gabriel Sales supported scaling globally.

Marketing

The company has multiple solutions and needs to sell to and educate specific markets including distributors, practitioners and hospitals and existing customers.

Primary Focus

Filling both virtual and live events with specific audiences.

Written by:  Carol Springer – Co-Founder Gabriel Sales, Head of Salesforce, Account Engagement (Pardot) & Marketing Cloud Next Consulting

“What is Lead Scoring?” Whitepaper

by | Aug 11, 2017

Why Lead Scoring is Critical for Your Sales Team’s Success

In 2016, we witnessed the near universal embrace of content marketing, with 93% of B2B “marketers” claiming that they have at least tested content marketing in some part of their sales and marketing efforts. Buyers now complete two-thirds of their purchase journey online before ever contacting a vendor or seriously engaging with sales.  Your sales team needs to track that digital conversation!

This whitepaper will help to demystify the most basic areas of how to use content marketing, email, reps and automation tools to drive more sales ready leads. It will also help you answer the following questions for your specific sales process:

 

  • Can lead scoring generate more sales qualified opportunities?
  • What will I need to budget to score leads?
  • Will it work for my business?

Topics include:

  • What is lead scoring?
  • Why does lead scoring matter?
  • Will content marketing, lead scoring and marketing automation work for my business?
  • How to decide if your business is ready for lead scoring.
  • The basics of a lead scoring program.
  • The ROI you should expect from a lead scoring campaign.

 

 

 

 

 

 

 

 

 

 

 

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Trade Show Marketing – Sales Ready Leads Best Practices [White Paper]

Trade Show Marketing – Sales Ready Leads Best Practices [White Paper]

by | Jul 26, 2017

80% of trade show leads are ignored. Make Leads Count!

Enterprise companies expect a 4:1 return on their trade show marketing because 92% of trade show attendees say they are looking for new products. But 70% of SMBs exhibiting at trade shows don’t have any trade show marketing lead gen strategy. As a result, 80% of leads that are generated during a trade show are ignored after the show. Download this trade show marketing white paper to see how to:

— Drive more booth traffic

— Identify immediate sale opportunities

— Score leads to prioritize and automate follow up

For companies that lack the internal team and capacity for short term lead generation and sales pipeline, we invite you to watch our Turnkey Trade Show Support video here.

 

 

 

 

 

Reasons Start Up Executives Should Consider Outsourced Sales and Marketing

Reasons Start Up Executives Should Consider Outsourced Sales and Marketing

by | Nov 14, 2016

Here are several reasons Start-Ups may want to consider outsourced sales and marketing:

You Don’t Have Time to Wait to Go-To-Market

As an entrepreneur launching a new business will require you to spread your time addressing multiple responsibilities including managing finances, human resources, account development, product development and sales and marketing.  Hiring an outsourced sales and marketing company will help you to immediately maximize your sales and marketing operations.  You will immediately have an executive peer that can make your vision for sales and marketing a reality.  And this sales and marketing executive will also help you to avoid the pitfalls that have encountered to help you succeed faster.  And you outsourced sales and marketing executive will already have a full team in place behind them to put soldiers on the ground quickly all armed with the tools and technology they need for immediate success.  Most start-ups simply don’t have the runway and bandwidth they need to gain revenue traction fast enough to please their investors.  An outsourced sales and marketing team can move from strategy to execution 4 times as faster than building on your own so you start selling faster.

Lack of Funds for Multiple Full-Time Hires

Finding the best individual marketers and sales people is hard and getting harder. And the reality is that the top talent in this business environment have their choice of where to work, and in many cases do not have the unique skill sets working in a start-up environment requires. To compound the complexities for start-ups, successful sales and marketing efforts now requires multiple skill sets to help the buyer the way they now buy.  Success now requires having a database marketer, a content marketer, a marketing automation expert,  someone to help with content production, a sales and marketing strategists,  business development reps and a closer.   Hiring even a handful of these professional full time would cost you a minimum of $250K annually and there would be no guarantee that they would work well together as a team. And odds are that you would not need most of these hires on a full-time basis.

An outsourced sales and marketing company can bring a blended team to your company overnight at a fraction of the cost.  You will immediately gain access to all the talent you need at a fraction of the cost.  And one of the things that we believe makes Gabriel Sales unique is that when we craft our outsourced sales and marketing solutions we remain open to transitioning some or all of this team over to your team as revenue grows and your sales maturity increases.

Lack of Core Sales and Marketing Domain Expertise

Most start-ups are founded and driven by incredibly competent and passionate professionals and leaders.  But our experience has been, even when being founded by core sale executives,  the founders of most companies have not been in the trenches of the daily grind of sales and marketing on daily basis for many years. So, especially with the advent of marketing automation, most Start Up companies simply can’t afford the learning curve of building a sales infrastructure and process that will produce day after day consistently. In addition, hiring a sales and marketing team, without having the recent experience of managing these employees (often part time) can be time-consuming. An outsourced sales and marketing company with a blended part-time and a full-time team will help you move faster with less of your executive’s team bandwidth. As a result, your executive team can spend their time on higher value activities.

Every entrepreneur should examine their own situation and decide whether or not it makes sense to outsource sales and marketing in some capacity. If you have the funds, time, and expertise, you should hire full-time employees. You should consider a consultant to help you grow your business if you are lacking in any of these key areas. Please contact us if you would like to talk and determine whether outsourced sales and marketing are right for your organization.