Sales Process Optimisation

 

In today's economy, you need to be confident that sales and marketing investments are measurable within a short space of time.

At Industrial Marketing Solutions, we help companies to streamline their sales processes through appropriate segmentation strategies, the set-up or refinement of CRM Systems and the execution of targeted sales and marketing promotions.

Our experience means that industry best practice in the area of sales process optimisation is adapted to suit the technical nature of your products and unique sales pipeline. .

Our approach can include some/all of the following:: 

Segmentation

The key to targeted sales and marketing promotions is a well thought through segmentation strategy which categorises the types companies in your market and what their characteristics and potential needs are. IMS will work with your Sales Team to develop the most appropriate segmentation approach for your products and business.
 

CRM Process Development

We can work with your current database software or manage the specification and set-up of a new CRM Database for your business. Our delivery includes the customisation of the database to ensure the stages of your sales pipeline are captured, what the appropriate sales and marketing tasks are at each stage, and the generation of metrics and reports to ensure you have measurement of the sales and marketing process.
 

Targeted Promotions

Once the system is in place we can execute targeted and professional sales and marketing promotions which are trackable and measurable. We have the ability to integrate a number of approaches including direct mail (electronic and postal) and outbound telephone calls into our campaigns
 
 

 

Case Study: IT Company 

 

Background:
The company had no formal system in place for managing its sales process. They didn't have visibility on the success of their marketing promotions and as a result lacked confidence making marketing investments.
 
Delivery:
Industrial Marketing Solutions worked closely with the company in the planning and set-up of their new sales and marketing process. Once the current sales pipeline was understood we chose a CRM system (www.salesforce.com) that suited their business needs. Along with the set-up of the system we ensured that the input screens and reports were customised to provide transparancy on every stage of their sales pipeline. We worked closely with each of the users ensuring there was consistency in the use of the system making modifications along the way. Once the system was operational we developed a number of sales and marketing campaigns that were targeted (eg product area, current competitor, etc).
 
Result:
The process has proven to be very successful and is viewed as a reliable sales forecasting tool in the business. Marketing promotions are more agile and integrate with the sales plans of the company with results discussed on a monthly basis.