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In an otherwise grim, recessionary market we found our saviour in sales-i.

- Improved sales team productivity, closer customer relationships and upbeat sales forecasts attributed to integrated sales and customer intelligence from sales-i -

Solihull, Uk – June 14th , 2010 – sales-i, (www.sales-i.com) the sales & customer intelligence service for office-based and front-line sales people, today announced that A. Proctor Group Ltd, a long–established Scottish based supplier and manufacturer of innovative products to the construction industry, and a sales-i customer for more than two years, is more reliant than ever on sales-i’s sales and customer intelligence capabilities to help see the company through difficult market conditions.

The A. Proctor Group was amongst the first to invest in sales-i back in early 2008 when the company was faced with a growing information overload challenge. The more information collected; the greater the challenge to interrogate it and identify customer / market trends and changes within it. This was impacting directly on customer service. Furthermore this lack of visibility was resulting in missed cross selling and up selling opportunities, unproductive customer calls and inefficient use of front line sales people’s time. The A. Proctor Group, attracted by the sales-i SaaS model and its intelligent alert features quickly and simply began to unearth business it didn’t otherwise have a good grasp on, making the sales process simpler and improving the customer experience.

“sales-i is part of our sales teams’ daily routines,” explains John Johnston, The A. Proctor Group’s Northern Sales Manager. “We make better informed decisions based on real and accurate information. This allows us to focus on where the business opportunities really are and identify any buying pattern changes so our sales people are prepared and ready for every call.”

But A. Proctor Group, despite its market position and service history, was like everyone else directly affected by the market downturn and had to respond with some cost cutting exercises of its own. The company faced some redundancies at the end of 2008 and looked closely at the costs within its business, inevitably cutting back in most sectors of the business as a result.

sales-i too came under the spotlight but rather than switch it off, the decision was made to re-energise the project and positively embrace it to help drive sales awareness, productivity and share of the customer spend. That decision has paid off in spades as John explains, “In an otherwise grim, recessionary market we found our saviour in sales-i. We increased our focus on customer buying patterns, identifying who was buying what and more importantly who wasn’t! - thus making every call count. Our sales team is now very focused on each call and the customer responds very well to this professional, targeted approach and this increases their loyalty to the A. Proctor Group.”

Sales management too is benefitting from this renewed sales intelligence with instant visibility of the customer history, product buying trends, orders etc. sales-i is an integral part of sales meetings and used to assess accounts and give real-time break down and understanding of what product groups the customer is buying from the A. Proctor Group.

“We make extensive use of sales-i alerts to spot and evaluate when customers increase or decrease purchases. The system also allows us to identify new cross selling opportunities,” said John. “We have seen great results particularly during the current climate when we need be close to our customers and identify new sales opportunites in these valuable accounts. It is no co-incidence that our highest achieving sales person uses sales-i every day and this spurs friendly and positive competition in the team. Our sales people are judged on sales performance, sales-i has been proven as a critical sales and business tool for the future growth of the Proctor Group.”

About A. Proctor Group Ltd

Blairgowrie in Perthshire is home to the A. PROCTOR GROUP LTD. The company’s history stretches back to the 1800’s when flax spinning and textiles were one of Tayside’s major industries. Owning mills originally in Dundee and then Blairgowrie, the PROCTOR family has strong ties in the area.

Diversification into specialist agricultural and construction products began in the 1950’s, now having five divisions and solutions for Acoustic Insulation, Thermal Insulation, Condensation Control, Timber Cladding and Geo Engineering products. Today the Group operates out of The Haugh, which now acts as a high tech office for the thirty local staff involved in administration and customer services.
To find out more visit www.proctorgroup.com

About sales-i

sales-i© is a sales and customer 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 tellmemore@sales-i.com

PR Contact:

Carina Birt, Sarum
PR for sales-i
+44 1722 411150
carina@sarumconsultancy.co.uk

This press release was distributed by ResponseSource Press Release Wire on behalf of Sarum PR in the following categories: Business & Finance, Computing & Telecoms, Construction & Property, for more information visit https://pressreleasewire.responsesource.com/about.