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Plugging a Leaking Sales Funnel

Company Background

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Social Talent is an Irish start-up that have quickly become the leading global provider of online and social media training to the recruitment and staffing industry worldwide. To date, more than 15,000 recruiters from companies such as Alexander Mann Solutions, Oracle, Shell, Philips, L’Oreal, Sodexo and Apple have completed their Black Belt in Internet Recruitment training programme.

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The Challenge

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Social Talent already had a highly custom in-house solution that just could not scale with the company’s growth. There were many challenges to overcome including:

•   In-house development diverting key resources from the core product platform. •   A lack of comprehensive reporting capability. •   No proper end-to-end marketing. •   A sales process that was dropping leads and missing opportunities. •   Sales users that were accessing multiple systems to track leads with an unstructured and ad-hoc process.

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Vincent O’Donoghue, COO of Social Talent noted; “we had a large prospective company approach our founder at a recent event in the UK and told him that he had wanted to spend £50K with us but had not been contacted in spite of having left several requests on our website”.

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The Solution

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Salesforce was the natural choice for Social Talent – a platform that could not only solve their business challenges, but scale with the company as it continues to grow at an unprecedented rate. Multiple Salesforce products were used along with a host of apps from the AppExchange. The products implemented were:

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Our DEEP Methodology

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CLOUT’s DEEP Methodology is the key to rapidly deploying an initial implementation in line with our client’s desired business outcomes. Once the customer team has had a chance to experience the new solution and see the return on their investment, they typically start working on further Enhancements that drive improved business results and ultimately, Profit. Social Talent’s DEEP journey started with a Deployment of Sales Cloud and Pardot to achieve an end to end sales and marketing process. As they got better visibility into their pipeline and Experienced the value of the system they Enhanced the solution using Breadwinner to integrate their Xero financial system and integrate their core delivery platform, Mentor. A subsequent implementation of CPQ optimised the proposal and quote process leading ultimately to Profit as Social Talent scaled their business. Social Talent then started a second DEPLOY cycle implementing Service Cloud for their customer support needs.

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The Outcome

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Social Talent have now closed the loop between marketing and sales. Pardot provides a comprehensive lead nurturing process to the point where lead drop rates have reduced 100%. Feeding that information into Sales Cloud provides a 360 degree view of their customers and significantly reduces the time to create monthly management reports. Sales teams now have comprehensive and accurate pipeline visibility. In one particular instance, Pardot identified the that over 40 different people from a single company had engaged with Social Talent content over the course of a week and because they were able to respond effectively, it led to one of their largest enterprise sales to date.

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What Our Customers Say

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“We are reasonably tech savvy but Salesforce is a big implementation and having CLOUT was crucial for us to ensure a smooth transition from our old systems and getting us set up right from the start! It is a bit cliched but when investing in Salesforce or any software having the foundation right to then build on is crucial. The guys in CLOUT have certainly given us that foundation!”.

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Get to Know More

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CLOUT is unique in our focus on game-changing business outcomes delivered to our customers in transparent and easy to digest steps using DEEP – all assured by years of practical Salesforce business implementation experience.

To know more about how you can ‘ENHANCE Your Salesforce Outcomes’, get in touch using the form below or call on +44 203 875 0990.

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