Simplifying the Path From Information to Opportunity at Mesirow Financial

Fragmented systems made it difficult for Mesirow’s sales teams to access and act on client information, creating friction throughout the sales process:

• Client information was siloed across systems and disconnected from sales activity, limiting access when teams needed it
• Reports were confined to individual systems and required time-consuming manual consolidation
• Sales teams lacked visibility into services clients already received, limiting context for additional opportunities
• Manual systems and a cumbersome sales process created unnecessary effort throughout the sales cycle
• Limited team communication and no lead campaign capabilities made it harder for sales teams to coordinate outreach

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Mesirow Financial reshaped its sales environment around connected information and automated workflows, giving teams greater visibility throughout the sales process.

• System Integration: Connected external systems with Sales Cloud to make client information accessible within the sales process
• Sales Cloud Configuration: Customized Sales Cloud for Mesirow Financial’s goals and configured the environment to improve sales efficiency
• Workflow Automation: Automated key workflows and approval processes to reduce manual effort and save sales reps time
• Sales Campaigns: Implemented campaign capabilities so sales reps could manage lead outreach without relying on email blasts
• Team Collaboration: Implemented Chatter and Files to streamline internal communication, collaboration, and file sharing

Mesirow turned previously fragmented client information into actionable sales insight, helping teams better understand relationships and identify opportunities.

• Sales Visibility: Sales and executive teams gained centralized access to sales information and pipeline activity
• Real-Time Reporting: Teams gained real-time access to reports, improving visibility into sales activity and performance
• Client Insight: Sales teams could access previously sold services to better understand relationships and identify upsell opportunities
• Sales Execution: Salesforce-driven processes gave teams a more structured way to manage sales activity and opportunities
• Team Collaboration: Chatter and Files enabled company-wide collaboration, communication, and file sharing