Moving business processes online

Gathering leads

Lead generation is one of the most important aspects for the Allentown site. To take advantage of that, a custom Contact Management System was created. All the forms on the website integrate with the CMS. This allows the Allentown sales team to see and manage the leads.

From there the sales team can easily follow up on potential customers and save notes for future follow-ups. The information provided from the forms helps the sales team provide the lead with the most relevant information thus shortening the sales cycle.

Easing the quote process

Once a serious lead has been found the quote process begins. This had originally been handled by using complex Excel documents. While functional, it did not help in speeding up the sales process. The quote forms were disconnected and required more time on the part of the sales rep to complete. If the customer requested any changes to the quote, the process had to be repeated, using up more of the sales rep time.

The solution was to move the quote calculation forms online. Sales reps would be able to login and select the product to quote. Fill in the information gathered from their customer and have the quote generated and emailed.

Once the customer received their quote, they were given the ability to modify the quote on their own, saving the sales rep time. Any time they saved a change to the quote their sales rep was automatically notified to keep them informed.

Benefit

Gathering more information, simplifying the sales process and saving time for the sales team is what CMS is all about. This helps provide Allentown's global customer base with greater service, while reaching out to more people with less effort.