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Bertrand led the group to develop a software requirements review (SRS) checklist of CRM features that WLS Companies needed. She searched for CRMs that would enhance marketing efforts, track deals rather than just people, and offer insight into the company’s pipeline of opportunities.
“We did our homework. There were more than 30 CRMs on our initial list. We didn’t want to make a mistake,” said Bertrand.
One of those CRM options was Salesforce.
“I’ve looked at Salesforce three times during my tenure and ruled it out all three times. It was being sold to us as one stop shop for everything we’ll ever need. It really wasn’t.”
In the end, WLS Companies chose Pipeline CRM.
“We’re a project-based company and Salesforce does not track deals as well as Pipeline CRM which is more conducive to our business model. Salesforce was designed for call centers. It wasn’t designed for what we do,” she said. “Then there was the cost factor. Not only is Salesforce much more expensive, it doesn’t have the customer support that Pipeline CRM has.”
Understanding their own needs and their clients’ needs, DaguenÃ© turned to Pipeline CRM. He researched the success Pipeline CRM has had among small and midsize businesses for more than a decade including in categories such as ease of use and adoptability. He also knew Pipeline CRM would be loved by sales teams for another reason: flexibility.
“Salespeople are great individuals but they’re also very stubborn. They don’t like to change so you have to offer and train on a CRM that is very flexible to their needs and wants.”
“Adoptability needs to be considered. If you’re looking for a 100 percent buy-in, you’re not going to get it from your sales team right away,” said Hensarling. “What you need is something like Pipeline CRM. It is quick and easy to learn, and it is very user-friendly so that’s why training was an easy process for our entire sales team.”
Hensarling and Bertrand agreed that Pipeline CRM’s customer support was “phenomenal.”
“We introduced eight new types of software to our company thanks to our growth. The best service experience has been with Pipeline CRM,” said Bertrand.
After more than a year of using Pipeline CRM, WLS Companies has seen a 100 percent uptick in efficiency and sales process. Bertrand says she is confident that the company’s data is accurate and updated, thanks to the easy adoption of their CRM. Now, they can produce the reports they need to make better business decisions.
As far as experiencing a return on investment (ROI), WLS Companies aims to double or even triple their revenue by 2020. Since they began using Pipeline CRM, the company has hired 30 percent more staff so far to help reach their profit goals.
Another characteristic stood out to WLS Companies about Pipeline CRM: a commitment to relationship building.
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