Prolifiq
Native Salesforce Sales Enablement for Account-Based Selling

Over the years, the world of customer relationship management (CRM) has grown exponentially and has paved the way for enterprises across industries to cater to their customers in ways unimaginable a decade ago. Widely considered to be a modernized “systems of engagement” for sales teams, CRM systems are primarily used to document sales activities, track accounts, keep an eye on opportunities, and lastly to forecast and run efficient operations. With platforms such as Salesforce, many companies have been able to successfully connect with their clientele to enhance both customer relationships and their business as a whole. However, even with such robust systems of engagement, sales representatives are often underequipped. Although CRM systems provide access to vital and sensitive information, they do not necessarily help in translating the value of that information into sales to help them sell, or to engage with customers the way they want to work. This particular predicament led to the rise of several “systems of enablement”—tools and processes that equip sales teams with the content, guidance, and training they need to engage with buyers effectively. So, if a company combines the power of these two systems, wouldn’t their sales go through the roof? With that being said, they must now go through the clutter of managing multiple tools, which gets harder and costlier as the business expands. In effect, firms cannot realize the notion of “a single source of truth” that transcends across every facet of their sales process and functions.

“PROLIFIQ is smack dab in the middle! Our native solutions allow sales professionals to create, manage, and execute account plans, and deliver content within Salesforce,” says Vrahram Kadkhodaian, CEO of PROLIFIQ.

Bridging the Sales Enablement Gap

Prior to joining PROLIFIQ, Kadkhodaian served as a VP of sales at Salesforce and has been a Salesforce executive customer for more than a decade. As such, he noticed several setbacks with such systems of engagement and learned first-hand the many benefits of adopting third-party native-only solutions.

Kadkhodaian highlights that according to Salesforce research, more than 75 percent of business buyers expect salespeople to serve as trusted advisors and they expect the same positive experience they have grown accustomed to when buying for themselves as consumers. The same study also indicates that nearly 57 percent of sales reps miss their quota due to operational inefficiencies. In conclusion, there is an increasing gap between what is expected of a salesperson and what is being delivered. The reason behind this void is that these professionals do possess vital information but lack the proper means to leverage it when stored outside of the CRM systems in siloed applications. Sales representatives want to utilize these data within CRM systems in ways that actually help them sell, but have had no way of doing so until now.

Although there are many solutions on the Salesforce App Exchange, there are barely a handful of “truly native” applications. PROLIFIQ’s uniqueness lies in the fact that it was created within Salesforce’s platform—the firm calls it “PROLIFIQ Inside.” Due to the ecosystem in which CRUSH and ACE exist, they are trusted, secure, intelligent, multitenant and mobile, and they allow customers to completely leverage their entire investments in Salesforce training, administration, and data. They’re also maintenance-free (cost-wise) and are updated three times per year to coincide with the Salesforce platform release schedule.

“Since conception, we have had a productive relationship with Salesforce—from research and development through sales, marketing, and customer success—and we are completely invested in and committed to the success of the Salesforce ecosystem even in the future,” says Kadkhodaian.

Additionally, PROLIFIQ partners with other Sales Transformation and Sales Enablement organizations such as the SOAR Performance Group to ensure that clients receive an incremental value throughout their journey with the app that they can continue to scale and leverage overtime. As of today, SOAR helps users with the change management while PROLIFIQ offers support on technical aspects. Such associations also help the firm focus on the technology and increase customer success exponentially.

Driving Success at Every Step

Commenting on the commitment PROLIFIQ has toward their customers, Kadkhodaian highlights an instance wherein they streamlined one of their client’s entire sales process. Not so long ago, a global company with over a thousand sales reps leveraged the Salesforce platform but only for opportunity, activity, and forecast management. Despite having a robust CRM system in place, everyone used spreadsheets, PowerPoint, and Google Drive for account planning, which was time-consuming, manual, ineffective, and inefficient. Not only was the firm unable to make the most out of their investment in Salesforce as it was barely used as a reporting tool, but no leader or executive had any sort of visibility as to what was happening. After recognizing these issues, they were looking for a partner that could help them strategically sell, better their account planning, and help unlock the investment they made in Salesforce. PROLIFIQ helped reduce their client’s time in their overall account management process by over 70 percent, increase win rates by 10 percent, and lastly, improve user-adoption—all within Salesforce in less than a month.

Over a span of 20 years, PROLIFIQ has successfully changed the sales game for many such companies and has penetrated across industries, establishing itself as an international sales enablement organization. The firm aims to further improve its offerings by leveraging technologies such as AI and predictive analytics.

“In addition to checking all the boxes when it comes to the value our customers are receiving, our fundamental vision is that we want to provide simple yet robust solutions,” says Kadkhodaian. He continues, “We want to disrupt the market not by building our own platform but by leveraging Salesforce’s world-class robust technology and combining it with our capabilities—making us the perfect solution that helps sales professionals sell more and service their customers better.”