Streamlining the Agency Customer Acquistion to Project Delivery with Salesforce.
The Substance Group is a dynamic agency dedicated to delivering exceptional event planning, brand exposure, and audience engagement. Valuing creativity and authenticity above all, The Substance Group ensures that every project transcends the ordinary. With a unique approach that shuns mediocrity, the agency consistently delivers extraordinary results that resonate with clients and their audiences alike.
COMPANY NAME
The Substance Group
WEBSITE
LOCATION
Ontario, CA
INDUSTRY
Advertising, Marketing
TECH
Salesforce Sales Cloud, Salesforce Automations, Document Generation Tool, Docs Made Easy, eSignature, Sign Made Easy
THE CHALLANGE
The Substance Group's client, a rapidly growing enterprise, faced significant challenges in enhancing their sales and project management processes. The client's existing systems lacked the integration and efficiency needed to keep up with their fast-paced growth. Specifically, they struggled with inefficient lead management, inaccurate sales forecasting, and a cumbersome handoff process between sales and project delivery. These issues hindered their ability to drive business efficiency and effectively manage their expanding operations.
THE SOLUTION
To address these challenges, The Substance Group implemented a comprehensive solution that streamlined the client's processes and integrated key systems.
Streamlined Lead Management: The client's website was successfully integrated with Salesforce, allowing for seamless lead capture and management. A qualification process was implemented to ensure that only the most promising leads entered the sales pipeline, optimizing the client’s resources and focus.
Enhanced Sales Management Process: A comprehensive sales management process was developed to improve accuracy in sales forecasting and pipeline management. Key elements included:Approval Automation: Streamlining the approval process to reduce bottlenecks and improve response times, ensuring quicker decision-making.
Proposal Document Generation: Automating the creation of customized proposals, allowing sales representatives to respond swiftly and accurately to client needs.
Contract eSignature Integration: Implementing electronic signature capabilities for contracts, accelerating the closing process and enhancing the overall customer experience.
Salesforce Configuration for Proposal and Approval Support: Salesforce was configured to handle the specific needs of proposal generation and approvals, taking into account event-related and project management expenses. This customization ensured that all financial aspects were transparently addressed during the proposal phase, providing clients with comprehensive project outlines.
Automated Handoff from Sales to Project Delivery: To ensure a smooth transition from sales to project execution, the handoff process was automated. Salesforce was configured to automatically create a project based on input from the sales team, ensuring that all necessary details were captured and the project delivery team was well-prepared.
