A 400-person law firm needed Salesforce to finally match how its sales team works. We rebuilt it, moved the team off Pipedrive and set it up to handle a 10x jump in daily leads.
The problem
The firm ran sales out of Pipedrive after a previous contractor's Salesforce setup went wrong. Reps worked from a weekly manual export to their dialer, paid leads slipped through and nobody trusted the data.
What we did
Mapped the sales process with stakeholders and ran a findings and gap review
Rebuilt opportunity stages and required a Lost Reason on every closed lost deal
Set up duplicate and matching rules for leads, contacts and person accounts
Replaced the weekly dialer export with a daily call list built in Salesforce
Planned a phased go-live by team so sales never stopped
Results
Live in October with a 9-person pilot team, then rolled out team by team through November
Ready for a 10x jump in daily leads after launch, from about 70 to about 700 a day
No more weekly manual dialer export, so paid leads stop slipping through
The firm kept working with us on digital engagement, marketing reporting and billing automation
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