With Salesforce, sales reps quickly identify key opportunities from trade shows

In the past, Ovention Sales reps weren’t following up on sales opportunities in Salesforce, and they tracked their sales leads inconsistently.  Then, Emelar automated Ovention’s sales processes using Sales Cloud.®  Now, Ovention communicates effectively with representatives, distributors and customers, resulting in greater sales. 

Who is Ovention?

Ovention Fast Facts:

  • Industry: Foodservice Equipment Manufacturing
  • # of Salesforce Users: 6
  • Technology Platform: Salesforce Sales Cloud

 

Ovention believes that how you cook is just as important as what you cook.  Ovention is a small startup foodservice equipment manufacturer with a growing sales and customer base that requires multiple contact points in order to get the sale. Follow-up and organization are key to Ovention’s success, and Salesforce enables better processes and accountability for the sales team.

The Challenge


  • Ovention struggled to understand its sales pipeline, the estimated value of sales opportunities, and whether its sales numbers were reliable.
  • Sales reps tracked leads and opportunities inconsistently, a problem in a dynamically growing organization. 
  • Management had limited visibility into the sales pipeline.
  • Trade show leads were not followed up on consistently.

The Solution


  • Emelar established a consistent sales process that captured trade show data and gave a better way to qualify leads on the spot. 
  • Emelar created lead and opportunity stages in Salesforce that matched Ovention’s new sales process.
  • Salesforce helped simplify the tracking process for Ovention’s sales team with the creation of Manufacturers Rep Groups (distributors).

The Results


  • Ovention now has contacts that are easy to organize and ready to share with sales reps.
  • Ovention tracks the success of leads from each trade show and makes informed decisions about whether to participate in that show again.
  • Leads from trade shows receive an email automatically after each show.

“Emelar is very responsive and quickly got up to speed with our team to understand what we each do and the needs we had to be successful from the start.”

-Katie Cox, Inside Sales and Customer Care Manager – Ovention

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Emelar Consulting can deliver the results you need. Contact us today.