For phase one of the project, Galvin Technologies migrated Gregory & Appel into Salesforce Sales Cloud. In just under a month, Galvin had a set of Sales Champions trained as power users. The team retired a legacy pipeline tool called Salestracker and used Salesforce for logging all phone calls, emails and other sales activities. Leveraging the new data, the team started generating pipeline reports and forecasts for a better sales picture. Galvin also configured the system for easy implementation of Pardot, giving Gregory & Appel new marketing campaign capabilities for lead nurturing and pipeline assistance. The Salesforce implementation introduced process automation and efficiencies never experienced before in the company’s history.
Phase two, which is currently underway, extends the sales reach further by going direct to consumer and deploying Financial Service Cloud for a better relationship management with policyholders.
For a company already priding itself on innovation, Gregory & Appel’s migration to Salesforce introduced a new era for landmark sales and service.
Governance – with better visibility came improved accountability. System-generated reports illuminated returns on engagement, sales conversion rates, and deal timelines. As a result, leaders could manage commission splits and lead assignments more strategically for maximized productivity and motivation across the team.
Lead Nurturing – when it comes to insurance, consumers have many options and online platforms make shopping around easy. With Pardot, Gregory & Appel could feed information continuously to leads keeping the company and its products top of mind for the consumer. The marketing platform increases the amount and quality of communication as it applies specifically to the needs of the lead without creating additional work or headcount. As a result, the company is starting to see increased sales pipelines with better qualified leads.
Data Management – a company in business for more than 135 years amasses a great deal of data in that time. Galvin Technologies successfully migrated all necessary sales data into Salesforce seamlessly, creating a single system of truth for the company. Three business lines included in the sales process launched without issue. Galvin thoroughly trained about 50 users, which represents nearly one-third of the company’s employees, on Salesforce and the new process. The migration leveraged legacy information while creating new, better data from users for an overall improved sales process.