NEW SALES APPROACH
Kameleon Solutions and Salesforce at the SALES Congress in Belgrade
On October 13, Kameleon Solutions and Salesforce participated in the second SALES Congress organised by MCB, held at the Crowne Plaza Hotel in Belgrade.
In front of hundreds of attendees, Milan Radulović (CTO, Kameleon Solutions) and Tina Hodkinson (Account Executive Adriatics, Salesforce) presented the potential of Salesforce Sales Cloud and showcased concrete results achieved through real-life implementations.
A new approach to sales: Intuitive, conversational, and data-driven
In the opening part of the presentation, Tina Hodkinson spoke about the three key ingredients of a successful Salesforce project and reflected on how customer expectations are evolving today.
Today’s customer expects a personalised approach, added value, a digital experience, and an advisory role from the salesperson. As Tina pointed out, sales today must be intuitive, conversational, and data-driven.
The three key elements of success she highlighted are:
Automation powered by artificial intelligence (AI) - to enable more efficient engagement between customers and sales representatives.
Efficiency - provided by all customer data in one place, within a single platform. This gives sales representatives complete information, whether they are working from a computer or a mobile device, directly improving team performance and sales results.
Business intelligence - enabling informed decision-making based on detailed sales analytics.
Success story: Generali Osiguranje Srbija
The second part of the presentation was led by Milan Radulović, who showcased the results of the Sales Cloud implementation at Generali Osiguranje Srbija (Generali Insurance Serbia), the largest private insurance company in the Serbian market. This project was also the first in the country to receive regulatory approval for the use of a cloud-based CRM solution.
“Kameleon Solutions is not just an IT company. We are a business consulting firm. To apply the right solution, we must first understand the core of our client’s business needs,” said Milan.
In the Generali project, the Kameleon Solutions team dedicated most of the time to business analysis and defining user needs together with the client, while the technical implementation followed afterwards.
A crucial factor was the involvement of the internal sales team from the very beginning, through business analysis, testing, and implementation, which resulted in a simple and highly useful solution.
Tens of millions of data points were integrated, giving agents a 360° customer view through a unified application accessible even on mobile devices. The client achieved remarkable business results, including a 6% increase in policy renewals through automated processes and 85% First Contact Resolution (FCR), thanks to comprehensive customer data visibility.
Based on this project, Generali company also created its own brand - GIA, the Generali Interactive Assistant for the internal sales team.
“Salesforce brought the technology, Generali brought the ambition and vision, and we combined it all into a project that today stands as one of the most successful examples of digital transformation in the financial sector in Serbia and the region,” concluded Milan.
📖 You can read the full success story about the Generali Osiguranje Srbija's Salesforce Sales Cloud implementation here.
🎥 Watch the full presentation here.
