Using Salesforce to be more effective at trade shows, a case study

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

Automated communication to representatives, distributors and customers enables quicker follow-up and increased sales. 

Ovention Fast Facts:

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

 

Who is Ovention?

Ovention believes 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, and Salesforce enables better processes and accountability for the sales team.

The Challenge:

  • Ovention struggled to understand their sales pipeline, the estimated value of sales opportunities and whether their 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 the new Ovention sales process.
  • Salesforce helped simplify the tracking process for Ovention’s sales team with the creation of Manufacturers Rep Groups (distributors).

“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.”

The Results:

  • Ovention now has contacts easily organized 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.
  • Salesforce emails leads automatically after each trade show to enable quicker follow-up.

Grow your bottom line with Salesforce Sales Cloud

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