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The client, which delivers personalized, multichannel automated information solutions to enterprises and network service providers, knew that its sales reps were not effectively using Salesforce.com in conjunction with the other sales tools at their disposal. They lacked a cohesive strategy for lead qualification, so reps were cherry-picking leads based on their own knowledge of the market. Lead management and processing was inconsistent, so too much time was being spent researching leads that turned out to be inappropriate, and not enough time was spent pursuing leads that were of potentially high value. After evaluating a number of sales intelligence solutions to address these issues, the client chose Before the Call because of the seamless integration of the Before the Call solution, mitigating the ramp-up time of the reps, best-known data sources available without leaving Salesforce.com, and the ease of the configuration to meet their specific business needs. This resulted in immediate return on investment using Before the Call. Says the client, "It’s an amazing product that no sales organization should be without. Today’s world is about doing more with less, and Before the Call is a solution that allows my team to make the best use of their time and allows us to focus on those opportunities that will have the greatest impact on revenue.”
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