Customer Profile
Our customer is a leading manufacturer of storage area network equipment who has sales people and customers all across India.
 

Challenge
The customer had a large team of inside sales people who called prospects across the country and pre-qualified them in terms of product need, budget availability and purchase probability because of the high cost of their products. These pre-qualified leads were then passed along to sales people in the field. The customer wanted a comprehensive CRM solution that the inside sales people could use for tracking information on their volume sales calls. They also needed an automated system to pass along leads to the appropriate sales people. 
 

Solution
PK4's implemented the Marketing Automation and Sales Force Automation modules of Impel for the customer. The inside sales team used the tele-calling modules of Impel to record the interactions of each call that they made. Managers could track the calls and the interactions and advise the callers of further steps to take with each prospect. Once the prospects were qualified, the tele-callers could set up an appointment for the salesperson in that territory based on the salesperson's appointment calendar. The qualified lead with all the details of previous interactions would then get passed along to the appropriate sales person for the territory where the prospect was located.  
 

Benefits

• Tele-callers were able to have a much better tracking of calls
• Quality of leads improved by over 50%
• The number of missed calls to prospects dropped by over 28%
• The automatic routing of leads to salespeople increased the effectiveness of the sales person