Overcoming Issues with Lead Conversion Using Salesforce (Case Study)


We all know targeting the right customers plays a key role in enhancing the revenues of a company and ensuring its growth. Unfortunately, many companies fail to identify and establish timely connections with the right prospects, and this affects their bottom line adversely. This problem can be resolved by using a robust Customer Relationship Management (CRM) system such as Salesforce; the CRM system provides real-time insights that help them pinpoint and reach out to potential customers with high levels of efficacy.


Today, we’ll see how Solunus helped a well-known chain of restaurants identify the right customers, using Salesforce, and thereby, enabled the company to improve their lead conversion rates considerably and increase their sales revenue by nearly 32%.


About the Client

The client is a leading, family-owned chain of restaurants with presence across North America, headquartered in Beaumont, Texas. The company has been serving its customers healthy, delicious cuisines for the last 35 years.


Project Overview

The client approached us to help them use their Salesforce CRM system effectively to reach out to prospective customers. They also sought our assistance in developing a highly effective market intelligence system, which could be integrated seamlessly with Salesforce.


Challenges Faced by the Client

  • The client was using Salesforce CRM but was unable to reach out to potential customers effectively

  • They had no proper business intelligence system, and this badly impacted their ability to take the right decisions

  • They were unable to run targeted marketing campaigns for their services

Solution Provided by Solunus

As part of our custom-built solution for the client, we implemented Data.com, a robust and powerful marketing intelligence solution. Our team also integrated Data.com with Salesforce CRM using web services (REST API). Our solution also included the following.


Customization of Product Search Criteria

We worked with the client’s IT team to customize search criteria for their products. This went a long way in facilitating hassle-free access to information about the multitude of cuisines offered by the chain of restaurants.


Development of a System to Present Search Results in the Desired Format

Our experts developed a system to present the search results to end users in the desired format. The system enables the end users to identify which food items are being searched for in a particular area, at a given point in time, enabling them to prepare menus accordingly.


Business Results

  • 35% Increase in Lead Conversions

  • 34% Increase in ROI on Marketing

  • 32% Improvement in Sales Revenue

What Can Travel and Hospitality Firms Expect by Partnering with Solunus?

  • Get the complete picture of the customer and his expectations

  • Use the latest technology to ensure frictionless, memorable experiences

  • Remain in constant touch with customers throughout their journey

  • Ensure seamless coordination between travel agents, on-property teams and other stakeholders

  • Leverage data to predict seasonal demand and come up with the right strategies

About Solunus

Solunus is a dedicated Salesforce partner organization, headquartered in Dallas, Texas. Our unrelenting focus on comprehending the unique needs of our clients coupled with our unrivaled expertise of the Salesforce platform enables us to deliver the perfect solutions that create the best value for IT and business analytics firms.

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