Custom Salesforce Solutions to Transform Your Workflow

The Hunley Group specializes in optimizing sales operations for the building products industry.

Improved Targeting
Increased Visibility
Higher Productivity

Our Approach Puts Business Process First

Our solutions begin with an in-depth review of your business operations. Once we understand your challenges, we customize Salesforce to meet your needs.

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Salesforce, is like a suit off the rack.
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The Hunley Group is like your tailor.
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When our job is done, your custom Salesforce solution will fit, like a perfectly tailored suit.

A Few Success Stories

Here are a few success stories to give demonstrate the positive impact our approach our practices can have on business outcomes.

Commercial: Instant ROI by Attacking Competitors’ Specifications

Problem

Our client had a minority market share for their commercial-application products; growth in specifications was a key business goal for them.

Solution

We developed a packaged integration for the Dodge construction project database to Salesforce, then built a package of automations for an inside sales team to qualify projects, generate and send substitution request packages with 2 clicks, and track follow-up with specifiers. A custom dashboard provided transparency for reps and management on where to focus follow-up.

Results

Within three months, the solution was generating over $500,000 in new opportunity pipeline per month. The return on investment paid for Salesforce licensing and implementation in less than six months and led the client to the number one market share position within the next few years.

Residential: Delivering Homeowner Leads to Contractors

Problem

The client enjoys commanding brand presence with homeowners but had no way to capture leads and send them automatically to contractors to follow up and quote the work.

Solution

We built a Request a Quote capture form into the website using Pardot, then built a matching engine within Salesforce to find the closest contractors. Salesforce picked the best matches and sent them a notification with an offer to “accept” the lead. Upon acceptance, the full lead details were sent. Salesforce would keep picking and offering until at least three pros had accepted the lead.

Results

Within six months, the client was generating thousands of leads per month and matching virtually all to a contractor for follow-up, driving revenue, and building loyalty with their trades.

Customer Service: From Paper to Digital

Problem

In their busy season, a client was receiving thousands of custom quote requests each month from their dealers. Everything was tracked through email queues and printed-out documents in manila folders, a very manual process with no transparency.

Solution

We implemented Service Cloud for Salesforce, automatically capturing all requests as cases, capturing all documentation within the database, and replacing all their manual processes with automation.

Results

All paper was eliminated, customer communication and satisfaction improved, and customer service became more efficient. And management gained critical transparency into their responsiveness and follow-through.

Marketing: Automating Engagement with Architects

Problem

With a 100% commercial construction product line, engaging the specifying community is critical for our client. With reliance only on architectural reps to physically visit firms to educate and pursue specifications, they had little efficiency, and marketing had not a good way to work with sales to help.

Solution

We built a database of architects within Salesforce, created an automated lunch & learn registry mobile app to capture attendees directly to Salesforce, and tied construction projects from ConstructConnect to those architects through an automated integration. We then linked those architects to the Pardot marketing automation platform, segmenting lists by which products those architects were interested in, and identifying architects who were specifying only the competitor’s products. We then building drip marketing nurtures into Pardot to feed those architects highly-relevant educational materials.

Results

Marketing was able to automatically support sales efforts, reinforcing their efforts in an “air support” fashion. Specifications volumes and direct requests for sales support increased.

Customer Portal: “Where’s My Truck?”

Problem

The client’s dealer customers demand frequent, high volume deliveries of their product to maintain stock without high inventory. Because scheduling deliveries across all their vendors is a balancing act, knowing the status of the next delivery is crucial for smooth operations. But historically, the only way they could tell was by phoning their sales rep, who called customer service, who called transportation, and then called the customer back. Expensive, slow, and painful.

Solution

We built a Customer Community for the client with a direct back end integration to their TMS (Transportation Management System) and ERP. The customer could see their open and historical orders, their trouble tickets, and pending shipments. Most critically, a live map displayed the location and expected arrival time of shipments out for delivery.

Results

Customer satisfaction rose, internal support costs fell, and the client gained a jump on their competitors, who could not offer this feature.

Sales Applications: Driving Focus on the Customers Who Need Attention

Problem

The client knew who their biggest customers and best prospects were, but didn’t have a way to dynamically surface which of those companies needed a call, like, now, because something wasn’t going right.

Solution

By integrating the company’s ERP system into Salesforce, we were able to capture orders and quotes. But most importantly, we were able to analyze trends – which top-tier customers had a negative overall sales trend, which customers are flat – but have a negative trend on one product category, and which top prospects have big open quotes that haven’t been followed up on. Building those indicators into individual sales reps dashboards, and into management dashboards, we were able to surface priority calling targets. And show which priority accounts had NOT been called upon recently.

Results

The client was able to focus sales efforts on the most important accounts, reduce attrition, and increase their quote conversion rates.

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