Today, The Global Associates uses Salesforce for both internal as well as customer-facing processes.
Internally, the sales team uses Sales Cloud to streamline lead and pipeline management. The sales team can segment and score leads, while keeping track of all sales conversations in one place.
“Sales is all about follow-ups and closing. With all data now stored in one place, our team can make informed choices on when to follow up and how often to follow up,” says Roy.
“We also use Salesforce Inbox to send emails and proposals to clients. This means we don’t have to toggle between windows – it’s just one interface for everything – and that has really boosted efficiency.”
The sales team also uses Pardot to run email campaigns. The data from Pardot automatically flows into Salesforce, empowering the team with a unified view of all campaign-related data.
All this automation has helped the sales team free up valuable time, leading to a 30 percent increase in employee productivity.
“The new data-driven processes have also led to an increase in conversion rates,” says Roy.
More importantly, The Global Associates uses Salesforce to drive its business model and delivery of solutions.
“My job is to ensure that we deliver on our customer promise – so really ensure that we deliver good quality leads to our customers and help them meet their sales goals,” says Roy. The team leverages technology to meet this goal.
Using Pardot, sales reps run multiple effective outreach campaigns for clients across the world. The leads obtained from these campaigns flow back into Sales Cloud where they are cleaned, evaluated, and qualified.
“Email performance data like open rates and click rates can be tracked through simple, yet rich dashboards,” explains Roy. “This helps our reps assess leads, structure them, and send them across to our customers.”
With Pardot at its fingertips, The Global Associates has seen an uptick in email campaign performance. With better open and click-through rates, email lead-generation effectiveness has improved by 20%.
Also, this kind of automation is allowing the team to scale fast. Currently a team of over 70 sales and marketing professionals is able to run over 30 campaigns at a time across geographies.
Rich sales reports have helped the company establish trust and transparency with its customers.
“With the increased level of automation and data accuracy, we now work swiftly on our deliverables and see longer engagements with clients. They’re very happy with the level of service we provide,” says Roy. “As shown by the high number of repeat customers.”