Operating since 1974, the client is one of Australia’s largest and most trusted suppliers of sands and sand blends to the construction, building, and water filtration sectors.
The Challenges
With a highly reactive approach to sales, the client faced a spectrum of challenges, including the absence of cross-selling or up-selling initiatives, inadequate access to a comprehensive customer account overview, and lack of internal reporting and dashboard metrics.
Further, the client did not have a system for tracking customer activity, which hindered their ability to provide timely and relevant support. Without an efficient mechanism to rate or score their most valuable customers, the client lost customers to competitors who were more proactive in their approach. Additionally, with no visibility into upcoming requests for information, proposals, and tenders, they were experiencing poor engagement with vendors and suppliers, which was compounded by the fact that there were multiple divisions on both the client’s organization and the customers’ sides, leading to confusing, repetitive, and unprofessional conversations.
The Solutions
Persistent delivered comprehensive solutions to address the client’s challenges, including the establishment of multiple sales teams across different business units and geographic territories, integration of Pronto ERP and Cordell Projects with Salesforce for streamlined operations, implementation of automated workflows with custom lead referral processes to external third-party vendors, development of a customized quoting interface with tailored customer pricing capabilities, introduction of key account planning and activity management tools, and the creation of a range of reports and dashboards catering to individual, team, manager, and director-level insights and analytics.
The Outcomes
Our efforts yielded significant outcomes for the client, including enhanced pipeline transparency that fostered proactive collaboration, more precise revenue and product projections, real-time visibility into all aspects of operations, standardized sales processes for efficiency, a comprehensive 360-degree view of customer interactions for both sales and support teams, the establishment of a single source of truth and real-time reporting, increased sales and customer retention rates, improved engagement with vendors and suppliers, and enhanced visibility into the activities of sales representatives.
Technology Used
- Sales Cloud
