Modernizing the Sales Process: Leveraging CRM and Website Visitor Tracking
How Nourish & Sow replaced an inefficient sales process and turned it into an modern, automated sales system.
NECS, Inc. is a long-standing software company that specializes in Food Distribution Software. After decades of helping other businesses run more efficiently, the NECS Sales process needed an upgrade. Lead sourcing was limited to phone calls and emails, and there was no comprehensive way to evaluate client or prospect analytics.
Without a consistent way to track possible or trending sales, NECS was not maximizing the time or skills of their sales team. NECS provides and maintains an exceptional, high-ticket product, so an extended sales cycle comes with the territory. But when N&S reviewed the NECS sales process it became clear that leads could be turned into deals at a faster rate by revamping their customer relationship management approach.
Challenges
- Existing CRM product was insufficient and unmaintained, as a result the NECS sales team wasn’t using it.
- Client communication network was narrow and limited, which made it difficult to track client engagement and prospective client interaction and progress.
- Lacked digital booking infrastructure and relied on an antiquated scheduling process.
- Unnecessarily long sales cycle.
- Missing an accessible, comprehensive client database.
- Unable to calculate possible closing amounts.
SOLUTIONS
- Created a custom program that fortifies the positive aspects of the previous sales process by utilizing more modern resources.
- Implemented Zoho CRM to track new prospects, and began tracking sales cycles with Zoho’s Deals module.
- Increased transparency between sales team members by integrating email accounts to track all email communication with prospects and customers in a central location.
- Established a discovery form on the NECS website, which sends an automated email drip and prompts prospects to schedule a call to learn more about the product.
- Instated an automated prospect outreach protocol.
- Updated scheduling process with a booking link.
- Standardized new client discovery process, whether information was entered by sales staff during initial calls or prospects self-submitted via the NECS website.
Results
- Positioned to condense the sales cycle from 6-12 months to 3-6 months.
- Clients receive automatic reminders based on engagement.
- Created a user friendly client database to support customer relationship management and review sales analytics.
- Saved daily staff hours by updating the scheduling process.
- Unified sales team by establishing a consistent and accessible flow of client and lead information.
“ The entire process has been pretty easy, pretty streamlined. We set up an initial call where they (N&S) learned a little bit more about us, and ever since that call, it's been full steam ahead. They learned a little bit about our business and instantly came back with a bunch of different suggestions on things to improve and help move us forward….the whole process of working with Nourish & Sow has been very easy. I highly recommend Nourish & Sow. ”
- Nichole Zingarella, Director of Operations, NECS, Inc.
Discover new game-changing resources
Are you tired of relying on outdated systems? Book a call today to learn how Nourish & Sow can help update your customer relationship management strategy so you can communicate with your client base with more speed, sophistication and efficiency.
