United Stationers Member Company, Midwest, declares sales-i a great success as the ‘Next Generation’ of sales intelligence tools makes it mark -
Solihull, UK – September 3rd , 2008 – sales-i, (www.sales-i.com) the real-time sales intelligence service for front line sales people today announced that Midwest Office Supply, one of the fastest growing independent office supply and furniture dealers in the US, is reaping early sales successes thanks to the customer buying behavior data and intelligence provided by the sales-i sales intelligence service.
Midwest Office Supply (MOS) is no stranger to technology. As the first US dealer to implement SAP’s enterprise resource planning software, the company is used to the benefits that technology can deliver to its business. So when Managing Partner, Steve DeMarco first saw sales-i, he instinctively knew that it would revolutionize his office supplies dealership.
“I was introduced to sales-i by Jeff Gardner of Maximum Performance Group, a respected industry sales practitioner and training specialist,” explained Steve. “Midway through the online sales-i demonstration, I knew this was something special and that it would transform how our sales team operates by delivering actionable customer alerts straight to their laptops or Smartphones.”
Although Midwest would have always prided itself on the quality of its customer knowledge and data, getting access to that data often took until month-end when account summaries were completed, frequently too late to change buying patterns with current customers. Now with sales-i Steve’s sales team is delivered customer buying alerts by email every Monday morning and direct to their smartphones putting this vital actionable information instantly into the hands of the front line sales people. As Steve points out, a job that used to take a very long time and typically involved 2-3 people is now automatically done by sales-i and the data instantly made available to the sales team at the push of a button.
Speaking of his sales team’s reaction to sales-i Steve comments, “Sales people have a hunger for data. Accurate and timely data is a tool which helps them sell more. If data is easy to find and accessible from a laptop or a mobile device which they are already use, the tool is much more effective. This is exactly how our sales team has reacted to sales-i. They love it and can drill down endlessly to whatever detail they need.” Steve continues, “sales-i is what we have been waiting for at Midwest for a long time and it is already making a big and very visible impact on our sales.”
To demonstrate the power, ease of use and speed of sales-i to his sales team, Midwest devised a short quiz comprised of 5 personalized questions for each sales person to answer pulling data from the sales-i program. Everyone found the answers in less than 10 minutes!
Midwest has now extended its use of sales-i to complement its targeted marketing campaigns. Using sales-i the marketing team reviews customer accounts that have been inactive for a period of time, or accounts that have not ordered certain products, janitorial supplies for example, for quite a while. Armed with sales-i data, a targeted email blast is designed and sent to those customers offering a variety of time based incentives. “This ability to respond to timely information and offer the customer an incentive to respond, is very powerful indeed. We will be expanding these targeted marketing campaigns to take advantage of the data that sales-i is giving us,” adds Steve.
Looking forward, Midwest plans to further extend its sales-i use by taking full advantage of its integrated contact management software, CRM Light™. Access to hard data, like actual sales figures, is clearly one of the most important tools a sales team can have. To have the ability to combine this data with ‘soft’ information (personal details about the main contacts and a history of recent correspondence and meetings) can make all the difference when closing a deal. sales-i takes care of the ‘hard’ data and the CRM Light functions provide the ‘soft’. Steve agrees, “This is what makes sales-i the next generation sales intelligence system. With integrated CRM and sales intelligence in one system, our sales team is armed in the best possible way to close deals.”
About Midwest Office Supply
Midwest Office Supply is as an independent office supply and furniture dealer, providing thousands of commercial, governmental, educational and not for profit businesses with office commodities, technology accessories, office furniture, janitorial cleaning supplies and food service consumables.
Midwest has become one of the fastest growing independent dealers in the country, bucking industry trends by sticking to the basics; delivering to customers what they want, when they want it. To learn more about this company, visit the company website on www.midwestofficesupply.com.
sales-i© is a real-time sales intelligence service for frontline sales people. Through sales-i, sales professionals are equipped with real-time customer buying behavior alerts which are delivered by email and text messaging, empowering them to make better informed, personalized and faster decisions which maximize repeat sales and reduce customer slippage.
sales-i is a true Software-as-a-Service solution charged on a per-user, per-month, basis.
Sales and marketing organizations rely on sales-i to maximize their sales intelligence. This delivers protected customer share, better margins, visible cross-sell and up-sell opportunities and increased customer buying behavior know-how resulting in more intelligent, profitable selling.
sales-i is a privately held company with offices in California, USA and Solihull, UK. For more information about sales-i visit www.sales-i.com or email firstname.lastname@example.org
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