The Challenge

When Bastian Stosic became Head of Media Sales Operations at HolidayCheck, he stepped into one of Europe’s leading travel and hotel review platforms.

At HolidayCheck, he found a motivated sales team - but a sales process held back by limited data reliability and visibility into the pipeline.

“We had Salesforce, but no consistent data, no activity tracking, no structured reporting, and no repeatable forecasting process,” Bastian recalls. “The team worked hard, but the data foundation wasn’t there.”

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Unreliable data and a lack of pipeline visibility

The company’s sales motion - selling advertising campaigns to hotels, tourism boards, and destinations - relies heavily on relationships and communication. 

But without any way to track or analyze those customer interactions, it was difficult to understand what truly drove success.

“I wanted to build transparency,” says Bastian. “We needed to know what defines a successful opportunity, what our winning deals look like, and how we can repeat that success.”

At the time, Salesforce data was incomplete and inconsistent. Many activities were logged manually, if at all. 

Pipeline stages were often outdated, and opportunities regularly went stale without follow-up. 

Forecasting was based on intuition rather than data, and leadership had no reliable metrics to measure engagement or deal progress.

“If I wanted to understand how sellers were engaging with customers, I would have had to join every meeting myself. That’s neither scalable nor efficient.”

Bastian continues:

“Ideally, I have a solution that can do both: capturing Salesforce data reliably and freeing reps from admin work.”‍

The Solution

Bastian’s goal was to create data-driven sales operations built on visibility, structure, and measurable success. 

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Finding a European Gong alternative for Salesforce

Having previously used Gong, Bastian knew that conversation intelligence and activity capture could provide clean Salesforce data on autopilot.

“Conversation Intelligence and Activity Capture are absolute essentials every company should have by 2025,” says Bastian. 

But this time, finding an affordable, EU-made solution was crucial to him.

“Our legal and IT teams are very strict about data hosting,” Bastian explains. “We needed a European alternative that could deliver the same level of insight and performance - ​​something that could match Gong’s capabilities without the compliance risk.”

His search led him to Weflow - a European alternative to Gong, purpose-built for Salesforce teams.

“Weflow ticked all the boxes: GDPR-compliant, tightly integrated with Salesforce, simple to use - and without the heavy price tag of U.S. vendors.”

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Quick and seamless implementation

The team needed a solution that was simple to deploy, easy for sellers to adopt, and deeply integrated with Salesforce to eliminate manual admin work.

“My goal was to enable the sales team with better data and insights,” Bastian says. “Not overwhelm them with another tool, but give them something that just works in the background and delivers visibility.”

Bastian recalls the implementation:

“It took less than an hour to install the managed package and start syncing data. Everything was live immediately.”

Revising the onboarding process and support, Bastian continues:

“The onboarding was super simple, the team was responsive, and the communication felt like a partnership. Feedback gets heard and acted on - which you don’t always get with big vendors like Gong.”

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One platform that drives data hygiene and pipeline visibility

With Weflow, HolidayCheck consolidated multiple needs into one platform:

• Automatic activity capture - All emails, meetings, and contacts are synced automatically to Salesforce. Reps no longer spend time logging activities manually, ensuring every touchpoint is recorded and visible.
  
  
• Conversation intelligence - Calls are recorded, transcribed, and analyzed for better sales coaching and insights. At the same time, Weflow automates routine Salesforce tasks like field updates - helping reps focus on selling, not admin.
  
  
• Pipeline visibility - Managers can now instantly identify overdue opportunities, inactive deals, or missing next steps. Visual cues and inactivity alerts make it easy to drive accountability and follow-up.
  
  
• Accurate reports & metrics - Activity types, frequency, and opportunity changes are tracked reliably, enabling trend analysis, leadership reporting, and data-backed decision-making.
  
  

“I’ve worked with Gong before, but Weflow’s simplicity and real-time sync are game-changing. Whether I update a deal in Salesforce or Weflow, it’s instantly reflected everywhere.”

Beyond the technical setup, Weflow also made it easier to coach sellers and improve data habits. The team now uses Weflow’s pipeline insights to run structured pipeline reviews, focus on high-priority opportunities, and measure activity quality over quantity.

“The visibility alone changed behavior,” Bastian notes. “Reps come into meetings already aware of what’s overdue or inactive. They’re more proactive now, because they can actually see what needs attention.”

The Outcome

Since adopting Weflow, HolidayCheck’s sales operations have become more structured, transparent, and data-driven.

Overall, Weflow has helped HolidayCheck:

• Improved Salesforce data quality and reduced past-due opportunities by ~75%
  
  
• Reduce inactive opportunities by over 60%
  
  
• Enable data-driven coaching and improved sales discipline
  
  
• Increase forecast accuracy and reporting confidence
  
  
• Save hours of manual admin work through automated workflows
  

“The biggest win is data quality,” says Bastian. “We finally trust our Salesforce data. It’s consistent, reliable, and actionable.”

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Real-time deal and pipeline visibility

With Weflow, both managers and leadership now have full visibility into how deals move through the pipeline. They can instantly see which opportunities have stalled, who’s engaging effectively, and where coaching is needed. 

Pipeline reviews have become far more productive - focused on strategy and decision-making rather than data cleanup.

Reports and dashboards in Salesforce now reflect reality. Forecasts are built on accurate, real-time data, and productivity metrics finally make sense.

Leadership can confidently measure what’s working and what isn’t.

“We can identify what actually moves the needle - who’s engaging customers effectively, and where our messaging works or doesn’t.”

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Smarter coaching through conversation intelligence

Weflow’s conversation intelligence feature has also changed how the team learns and improves. 

Calls are recorded and transcribed, giving Bastian and managers direct insight into how sellers communicate with customers.

Combined with automatic activity capture, the team finally has a complete view of customer engagement, deal momentum, and the quality of each interaction.

This visibility enables more targeted coaching and better alignment between leadership, managers, and sales reps.

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Higher rep productivity and adoption

Weflow also drives a measurable boost in rep productivity. 

Routine tasks - like field updates, next-step tracking, and opportunity management - now happen automatically.

Sellers spend less time on admin and more time building relationships with customers. The result: faster follow-ups, cleaner data, and higher-quality pipeline updates.

“With Weflow, our sales team can leave the unnecessary admin behind and focus on selling. Admin will never disappear completely - but AI now handles most field updates for us,” Bastian reports. 

Adoption across the team has been strong. Reps appreciate Weflow’s intuitive design and the instant visibility it provides. Visual cues like color-coded inactivity warnings make it easy to stay on top of deals and maintain pipeline hygiene.