|
|
Servometer, located in Cedar Grove, NJ, manufactures custom pressure-responsive bellows, seals, couplings and springs. The company’s business requires frequent detailed communication with its design professionals, engineers, sales representative, and customers. This creates a sales cycle that often lasts months before an order is completed.
Servometer recognized that handling sales opportunities efficiently was critical to their bottom line. They created a database of customer-contact information and later added lead management to this database. However, merely storing sales-lead information wasn’t delivering total value. The challenge was to implement software that could address this need and still adapt to Servometer’s way of doing business. The data had to be readily accessible within a secure environment, dynamically intuitive to monitor leads, and provide timely notification to the appropriate team member as the sale and order progressed.
Servometer contacted IndustrySuite, LLC for Sales Support Advanced™ (SSA) software, an integrated operations, communications and sales-management technology. IndustrySuite configured its software to serve as the hub of the company’s communication, data-gathering, and analytical processes. Now, as a lead progresses from first contact through quote generation and order receipt, engineers, estimators sales representatives are connected, involved, and responsive in real-time. Sales momentum is maintained through tools such as email notifications that prompt team-members and indicate when each are needed in a sales cycle to maintain momentum. A rules-based automation of communications governs what information is sent and to whom and when. These advanced capabilities provide the tools necessary to proactively drive the sales process.
SSA compressed Servometer’s sales cycle by more than 50 percent through the elimination of superfluous communications. Additionally, organizing data and automating many of the required communications produced faster, more effective responses to prospects and customers. Servometer depends on SSA to monitor the progress of an opportunity, manage communications, and accelerate efficiencies among their companies worldwide. With SSA, Servometer now works faster and smarter as a unified team even though they are geographically dispersed and most importantly, Servometer efficiently sustains its competitive edge.
|
|
