A Near Decade Partnership: Pipeline CRM Builds Custom Sales Features and More for XpressConnect

2. Comprehensive Activity and Sales Tracking

XpressConnect wanted to expand their customer base, so they shifted from a reactive to a proactive sales approach. This strategy involved building a national sales team of business development and outside sales representatives. While these new roles were crucial for driving growth, measuring their impact had proven to be challenging.

Unlike the inside sales team, which produced quantifiable results through order processing, the outside sales team’s contributions were less direct. To address this, XpressConnect enhanced the use of Pipeline CRM, creating a robust sales framework and activity tracking system. This allowed them to monitor all sales activities, identify opportunities, and encourage healthy competition among salespeople.

“[Pipeline CRM] helped us grow over the last five years to the point where we started investing in more national business development roles and outside salespeople. That’s when we started using Pipeline CRM to help manage [the sales team], what their activities are, and what opportunities they’re pursuing,” added Carpenter.

3. Effortless Data Organization 

Additionally, Carpenter praised Pipeline CRM’s advanced data management capabilities, including data cleaning, import, export, and updating functionalities. He highlighted Pipeline CRM’s ability to seamlessly import customer data from Outlook, accurately organizing contacts without data loss. This efficiency was put to the test when XpressConnect imported 70,000 email addresses, with Pipeline CRM delivering exceptionally clean results.

“Our corporate marketing team has a service that they can run all the email addresses through to validate whether or not they’re valid. The results are extremely accurate,” said Carpenter.

This seamless data exporting process allowed the team to transfer information easily into spreadsheets for further analysis. Carpenter emphasized Pipeline CRM’s intuitive interface, which makes data filtering, organization, and manipulation significantly easier than traditional spreadsheets.

“What I’ve enjoyed most about Pipeline CRM is how the data is presented. The ease of filtering, the ability to move columns around and organize data is so much easier in Pipeline CRM than in Excel in many ways. Pipeline CRM is extremely user-friendly,” said Carpenter.

And how does this impact the business?

Clean data ensures the effectiveness of XpressConnect’s marketing campaigns by enabling targeted outreach and personalized messaging. This leads to higher conversion rates and improved return on investment. Additionally, it safeguards valuable sales information during employee turnover.

“When an employee leaves, the ability to retain contact information and correspondence within the CRM ensures that business operations can continue smoothly without interruptions,” Carpenter concluded.

Besides the above-mentioned favorite features and services, the following factors also contribute to the long-term partnership between XpressConnect and Pipeline CRM:

• In-depth financial reporting: generate detailed reports on earned orders, revenue, and profits for weekly performance analysis, as well as monthly internal webinars.
• Intuitive mapping feature on Pipeline’s mobile CRM: helping outside sales reps pre-plan their routes and do spontaneous visits between free hours.
• Efficient calendar management: set follow-up actions and prioritize tasks effectively, ensuring no deals slip through the cracks.
• Customizable data management: utilize default data fields (e.g., prospect name and location) and custom fields (e.g., buying group) for accurate data capture and profit calculation.