ProductsCustomer Case Studies
Catapult New Business
An Interview with David Currie, President
Company: Catapult New Business in Atlanta, GA., is one of the country's largest integrated new business development consulting agencies. We design and implement new business solutions for the marketing services industry. We work with some of the most prestigious agencies helping those organizations differentiate their brands and generate demand for their brands by building relationships with corporate marketers through direct representation in the marketplace.
Business Challenge: We have a number of three person new business development teams headed by seasoned new business professionals. These teams needed to be nimble not only in how they work together but also in the tools that they use. Before SalesGenius, we knew who was opening our emails, but not specifically which emails they were opening. We wanted to make our teams more efficient. Instead of calling everyone on a list, we wanted them calling only the ones we knew were interested. Additionally we didn't want our teams spending a lot of time entering information in multiple systems. We needed something that integrated seamlessly with Salesforce.com - SalesGenius was the solution for us.
"We've increased efficiency by 15% specifically in timing and productivity because we're only calling prospects that we know are interested."
- David Currie
President, Catapult New Business
Solution: We are more effective and have been able to increase new business leads using SalesGenius due to better use of our time. Knowing prospects with a genuine interest has allowed us to increase our efficiency and productivity. SalesGenius shows us not only who opens our emails and visits our web site but how long each person spends on the web site, which is a strong indicator of their level of interest. Because of the integration with Salesforce.com, each brand team also increased efficiency by not having to manually enter task info about a campaign.
Results: The primary benefits for us are in two areas: First, we've increased efficiency by 15% specifically in timing and productivity because we're only calling prospects that we know are interested. The Second benefit is a systematic change where our teams no longer have to double enter data in multiple systems. Using SalesGenius with Salesforce.com eliminated that need as all the information from SalesGenius activities are simultaneously written to Salesforce.com. When you consider the amount of time that was sucked up before SalesGenius, this is really big for us.
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