Our top priority was streamlining and digitising the sales process. First we made sure that every call the inside sales team did and email they sent, would be logged. We structured their sales workflow in a comprehensible overview that was easy to use for all inside sales agents.
We also made sure that we projected the sales pipeline. We know exactly how much sales are projected and we can act on these data if needed.
Lead scoring was also implemented. Each lead gets a custom score based on which info he or she has provided, which pages they have visited and how many emails they have clicked. Sales get a notification when a lead score exceeds a specific number, so they can immediately get in touch with the hot lead while it’s still relevant.
We have a few basic, but important automations in place. When a lead doesn’t pick up the phone after the inside sales wants to book a meeting, the lead gets an automatic e-mail that gives them the opportunity to schedule a sales meeting themselves. This way, leads that would initially be ‘lost’, still can be followed up on.
This simple mail is automatically signed off by the lead owner, with their name & contact details so they can get in touch directly.
The communication between inside sales and outside sales is also automated. When a meeting with a customer is confirmed, the outside salesperson that is responsible for the area the potential customer is situated it, gets the lead’s contact details and all information that they have ever filled in in one of our contact forms, so that they are fully prepared to ace the sales meeting!
Even practical information to the lead is automatically personalised, so they know who will be visiting them for a sales meeting, when they will be coming and they have a direct number to call to cancel or change the meeting if anything comes up. This way, SipWell saves hours per week of manually following up on leads and scheduling meetings.