Sage CRM Customer Success
Sage CRM optimises business processes for LEAD Solution
Customer LEAD Solution Industry Sales consultancy Location Spain Solution Sage CRM
‘The adaptability and flexibility of the product which will allow it to grow as our needs grow was key, and finally, it had the right quality to price ratio.’ Miguel Espinet, Director, LEAD Solution
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At a time in which there are so many different means of communication in the market, such as the internet, potential customers are bombarded with ever-increasing information. This undoubtedly makes the job of the sales force that bit harder, and makes it more difficult to book quality meetings and visits. To help companies improve the quality of their salesmen’s visits, LEAD Solution was born, a service company which brings the concept of “Lead Generation” to companies, focussed on optimising and modernising the B2B sales process, generating an organised and continuous flow of sales leads and acting as an effective sales consultancy. With headquarters in Madrid and Barcelona, the company has a workforce of thirty employees and more than 50 customers that manage around 500 employees.
Profile of LEAD solution LEAD Solution is one of the first companies in Spain to begin working in this innovative area, helping salesforces obtain high quality sales leads. As noted by Miguel Espinet, Director of the company, “at a time in which the sales network need to carry out a large number of visits to implement a project or to recruit a new client, it is vital that these visits are of a high standard and quality and involve the right people”.
Challenge The management of LEAD Solution identified a number of needs, not only in connection with the company’s own internal activities, such as having control of results and statistics, management of dashboards or producing accurate estimates for project management, but also with regards to its own external-facing business.
Solution Sage CRM has helped LED Solutions to increase productivity, increase controls over workflows and drive improvements through their customer service teams.
With a staff of 30 professionals, and offices in Madrid and Barcelona, LEAD Solution works to identify the needs of companies, introducing the “Lead Generation” concept and developing projects tailored to the needs of each customer while also providing sales consulting.
Results The main benefits which the company has obtained with the introduction of Sage CRM include a 400 per cent increase in the customer portfolio, the team has doubled its productivity and there has been a 50 per cent reduction in sales-cycle costs and a 30 per cent reduction of costs in winning potential customers.
Sage CRM Customer Success
‘With Sage CRM we have achieved better coordination of our customers’ sales efforts, as well as automating the process of generating leads.’ Miguel Espinet, Director, LEAD Solution
As Miguel Espinet explains, “at the moment we are a service company capable of solving any sales-force problem. We coordinate the sales network while generating leads and defining the target market for our customers. The current crisis can create growing de-motivation of the sales team, as well as a lack of control and supervision, which increases the difficulty in finding new markets. Against the backdrop of such problems we offer a customised solution for each organisation”. Specific problems, the right solutions LEAD Solution identified a range of needs in their own organisation, primarily in two areas: in its internal externally-facing structures. Miguel Espinet says, “our own growth led us to require a computer solution adapted to our needs, giving us proper database management, control over results and statistics, management of the dashboard and accurate forecasting for project management.” “We identified the need for a platform to facilitate the coordination of the sales-force and reporting.” It was against this background that the company carried out a market survey to find a technology platform offering a solution for these two areas. Two possibilities were looked at: developing a custom solution or implementing a standard platform. “In the end we settled on the second of these two options, and after analysing different suppliers, we went for the Sage platform, specifically Sage CRM. Among the major factors that led us to take this decision was the creditworthiness and prestige that SAGE has in the market, and also our confidence in Process Control, the company who implemented the solution in our organisation. The adaptability and flexibility of the product which will allow it to grow as our needs grow was key, and finally, it had the right quality to price ratio,” says Miguel Espinet.
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A perfectly planned implementation One of the factors that most contributed to the success of the implementation was the careful planning of its phases. As the Director of LEAD Solution stated, “We decided to establish a number of phases to make the implementation more efficient and to ensure that its implementation would not interrupt our activity”. The first of the phases planned was the introduction of Sage CRM Premium to 5 work places, then to 5 more and finally to 15 more. Next the web diary module was installed and then everything related to statistics was installed. “We decided to start with the management of customer contacts, because it is the most strategic aspect of our work and then to move onto both internal and external reporting systems,” says Espinet. Benefits and strengths The introduction of Sage CRM has brought LEAD Solution a number of benefits including those that Miguel Espinet notes as most strategic: increased productivity, increased control over the work and the improvement of customer service. “With Sage CRM we have achieved better coordination of our customers’ sales efforts, as well as automating the process of generating leads. But the benefits not only relate to our externalfacing work but also within our organisation. Sage CRM has led to improvements in internal management and to the qualitative and quantitative reports that we can now generate,” says the Manager of LEAD Solution. Some of the major aspects of the new solution that the company highlights are the creation and segmentation of databases of potential clients and the overall management of these contacts, which improves the recruitment of new customers and also the work done with existing ones. In Miguel Espinet’s opinion, “thanks to the new application we have a record of all the actions we carry out with a client, and can set up alarms and know the state of play of each one, reducing associated administrative tasks. All this is helping us in our growth and in the expansion plans that we have made”.
Sage CRM Customer Success
Results These factors have helped LEAD Solution increase its customers by 400 per cent since the introduction of Sage CRM, at the same time as increasing the profitability of each account and doubling the team’s productivity, reducing the sales cycle costs by 50 per cent and the cost of customer acquisition by 30 per cent. “But in addition to the quantitative results which are easy to measure, we have organised our sales-force more efficiently and improved the yield from our databases. Now we have a tool that facilitates decision-making, by putting all the information at your fingertips in a quick, simple and efficient way,” says Miguel Espinet.
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Future projects Although all the functions of Sage CRM are not yet fully implemented, the company already has new projects underway that would not be possible without it. In addition to expanding the company abroad, the next step will be to put the customer diaries in online format, thereby allowing an almost real-time assessment of sales visits, establishing a continuous flow of information that will make it possible to compare the quality of these visits.
About Sage CRM Over 15,000 small and medium sized companies across the globe use Sage CRM every day to accelerate sales, drive business productivity and make every customer interaction count. It is used by enterprising, growing companies seeking new ways to interact with customers, leverage the power of social media and take advantage of the latest mobile developments to further grow their business. When combined with Sage ERP, our customers enjoy better business insight, increased efficiencies and productivity, and gain a single, customer-centric view across their entire business. So whether you’re just starting out or have already grown to several hundred employees, Sage CRM can help accelerate your business success. Accelerate your business success with a free 30-day trial at www.sagecrm.com
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