Are you stuck with a sales team with unrealized potential and/or a Salesforce platform that no one is using?
Introducing FOCUS – your outsourced Sales and Salesforce management partner.
FOCUS, a Toronto based company, partners with organizations to provide outsourced Sales Management and Salesforce CRM Management. Whether organizations need a helping hand refining their sales process, developing their sales talent or ensuring optimal ROI from their Salesforce CRM investment, FOCUS stands out as a unique, go-to resource.
Founded in 2003, the company started off as a Sales Implementation agency working on one-off sales improvement projects. They soon realized that once their improvement projects were completed, many clients would regress back into old habits as there was no one internally to assume accountability.
Over time, FOCUS became more intertwined with their clients, taking on more Sales Management responsibilities such as: strategy development and execution, recruiting, coaching, implementing and tracking KPI’s, and establishing and driving CRM best practices. Now performing all the functions of a Sales Manager, they realized the market need for Outsourced Sales Management.
As engagements with larger clients began to grow, they saw another need in the marketplace – larger companies had capable Sales Managers in-house, but there was no one managing their Salesforce CRM. It didn’t’ take long to realize that a significantly high proportion of companies had invested in Salesforce but were barely using it. In an effort to help these companies realize the ROI of their investment, FOCUS launched their Salesforce CRM Management Division. Today, FOUCS is a registered consulting partner for Salesforce.com.
FOCUS – A complete sales solution for SMBs
With decades of combined experience, FOCUS is ideally suited to companies that are big enough to require Sales Management and/or Salesforce CRM management but too small to warrant hiring full-time resources.
Fractional Sales Management
Whether you require a manager to take full responsibility for your sales department or you need a mentor for your existing Sales Manager, FOCUS would be a valuable partner.
Salesforce CRM Management
If you’ve invested in Salesforce CRM and want to ensure you get what you paid for, you’ll need FOCUS. Whether you’ve just purchased Salesforce and require an experienced sales organization to help set it up, trying to integrate it with your other systems or are struggling with user adoption, the dedicated team at FOCUS can make it happen.
Partnering with MoreSALES
To add some fuel to their growth plans, FOCUS engaged MoreSALES to help define their brand and provide strategic and tactical marketing guidance. Among the initiatives undertaken by MoreSALES were:
- New message development for unique sales positioning
- Enhanced website design and SEO strategy
- Creation of strategic marketing content
- Lead nurturing via marketing automation
- Enhancing the use of Pardot, Salesforce’s Marketing Automation Platform, for FOCUS and their clients
Clarity of Message
Sharing a similar client base, MoreSALES and the FOCUS team, led by partners Steven Wright and Lisa Rodrigues, recognized an instant synergy and began brainstorming new branding and messaging concepts. Our collaboration resulted in a clearer, simpler messaging that would better resonate with FOCUS’ target audience.
“With two related yet distinct branches in our business, we felt our messaging was not as clear and succinct as it could have been. MoreSALES provided an expert second set of eyes and simplified the way in which we position ourselves in the market. We now feel our new messaging is stronger, simpler and resonates better with our audience.”Steven Wright, President of FOCUS
Improved Website ROI
At the same time, MoreSALES assessed FOCUS’ website and took a deep dive into the analytics which revealed low traffic, low engagement and low conversion rates. We then set out to boost these statistics by enhancing their website with clearer messaging, more engaging imagery and implementing a simpler, more strategic layout. With a fresh look and feel to the website, MoreSALES created and implemented a new SEO strategy to drive more traffic to the site. Within a few months, FOCUS was seeing upward trends in traffic, engagement and conversions improving overall website ROI.
“In our monthly review meetings with MoreSALES, their team walks us through the analytics of our marketing initiatives so we can measure results and track the trends. We are pleased to see upward trends in our KPIs.”Steven Wright, President of FOCUS
Strategic Content Development
When it came to developing strategic marketing content, FOCUS was experiencing the same issue faced by most SMB’s which is lack of time and resources to create content on a consistent basis. To help in this matter, MoreSALES met with FOCUS leadership to help define strategic marketing and sales direction. Once defined, we mapped out their existing content (blogs, white papers, infographics, etc) to identify what supported the customer journey and where the gaps were. We then established a calendar outlining specific content needed to fill those gaps and a timeline for their release. To take on some of the heavy lifting, FOCUS provides us with bullet points for content and we do the writing. This ensures they are putting out consistent content of value for their prospects and clients. These professionally written blogs are sent out as monthly newsletters as well as posted to FOCUS’s website and social media channels to add more exposure.
“We always recognized the importance of generating quality content of value but could never find the time to do it consistently. MoreSALES has been a great help ensuring our content is created with strategic purpose and regularity which we know is helping to build trust and credibility with our audience, not to mention boosting the SEO value of our website.”Steven Wright, President of FOCUS
Marketing Automation Management
With expert knowledge of Sales processes and enablement technology, FOCUS understands the value of utilizing Marketing Automation to their competitive advantage.
MoreSALES proudly partnered with FOCUS to optimize and manage their Pardot Marketing Automation platform which is driving more traffic to their website, improving sales efficiency, providing valuable insight into their customer’s behaviour and informing them on how to best utilize their marketing budget.
MoreSALES appreciates the ongoing partnership with the talented team at FOCUS and looks forward to working on future projects together.