“Middlemen connect us to the customer, but we do not want them to be an influencing factor for our business. So, our objective is to get very close to the customers,” says Rajesh.
This makes the salesperson at Concretia very important. But prior to Salesforce, the sales team at Concretia operated in an adhoc manner.
Salespeople manually noted down customer information on data sheets. This meant that key details could be omitted or jotted down illegibly. In the absence of technology, leadership had no way of monitoring these loopholes and fixing them quickly.
Also, with insufficient data on customers, sales conversations were not tailored to customer needs and did not result in enough conversions.
Implementing Salesforce has helped the sales team easily understand the sales process and sell in a smarter way by enabling relevant, targeted conversations with customers.
The sales team uses Salesforce to geo-tag construction sites and upload site images. Extensive data on each site is consolidated on the platform, including details such as status of the site, type of customer and materials used.
Such granular customer data is helping salespeople explain value propositions better.
For instance, if the customer is an engineer, the salesperson emphasises how a certain quality of aggregate would mean greater durability for the project, despite the price being higher. However, a conversation with a contractor would focus on the best possible grades of aggregate available at a certain price point.