BuildSite
An online product database used by the construction industry
The Challenge: Although BuildSite offers a Sales 2.0 product, they were employing a traditional sales model that they thought would be most effective with their traditional manufacturing customer base. The problem was the outside sales model – driving from central Michigan to Cleveland and making four calls in a day and then moving on to the next town – was not only expensive, it wasn’t producing results. With a relatively unknown product, prospects were not returning calls or keeping appointments. BuildSite needed a way to find early adopters and that meant getting more prospects in the top of the funnel.
The Solution: Bring in Phone Works and give Sales 2.0 a try. Our engagement manager designed a whole new way for BuildSite to engage customers, then track every prospect contact and close sales without leaving the office. To engage customers, we employed our 7-touch sales process, which keeps their sales funnel full of qualified leads, while also getting the word out about their service. BuildSite makes calls, sends emails, media kits and updated collateral, even their BuildSite “Stimulus Package” with a $5 Starbucks card. The point? To have multiple touches and mix it up. And it has proven quite effective at starting conversations.
The Result
- Best-ever quarter in Q1 with projections for Q2 looking just as good
- No more “Hail Mary mode” at quarter-end; they know the probability of opportunities closing and accurately forecast revenues