Coghlan.com.au of Australia is attracting and converting more leads than ever for their specialist 3PL and e-commerce fulfillment service. Here’s how they do it.
Coghlan has been providing dynamic fulfillment solutions across their three expansive warehouse facilities in Sydney, Melbourne, and Auckland since 1988.
When Kristin Austin joined Coghlan as the Chief Sales & Marketing Officer, she convinced the team to choose erxes. With erxes, they are now winning more new businesses than ever and saving a lot on their marketing tech stack.
The Challenge
When Kristin started, Coghlan team members were all tracking their leads with their own preferred methods, which created inconsistency across the sales team and made it hard to keep track of conversations or know where prospects were in the process. For example, her predecessor was tracking leads on paper in folders — and the stacks were getting pretty high.
Kristin and her team knew they needed a better CRM (customer relationship management) tool. All of the usual suspects like Salesforce seemed too costly for the budget.
The Solution
Coghlan initially tried erxes as one of their CRM and customer outreach providers. The ease of using erxes customer relationship tools made for a short initial learning curve for the Coghlan team. Now that they are up to speed, using erxes is more intuitive. Team members can pull up deal information in seconds. Everything is in a single place. And so erxes became a key tool in their marketing operations.
Coghlan is experiencing a major growth period — even after being in business for more than 30 years — and the team has found erxes flexible enough to grow along with it. As they add more team members, more deals, and more sophistication to their processes, erxes adapts to their changing needs. And there is always someone to answer any questions the team may have as they continue to build on their marketing processes. “erxes made us define our customer journey and work on our deal flow process,” says Kristin. “It was super helpful to really clarify the process and then apply it to erxes and be able to change things up as the market changes.”
The Results
Most notable for Coghlan is they have automated their sales pipeline process considerably and are saving potentially about $30,000 per year on tech stack expenses and administration.
They are winning more customer business because all leads are followed-up on, using a repeatable, successful, and most importantly, measurable process.
Sales cycles have shortened to a few weeks, whereas they used to be months long. To put it briefly, they are experiencing the kind of digital transformation that most companies often don’t believe is possible — going from a paper-based sales process to digital marketing automation and see it have a real impact on their business growth.
Learn more about how erxes can help you grow your SaaS business
erxes is a marketing, support, and sales messaging platform that keeps track of all your customer interactions in one place. With easy access to the information they need, your team can do a better job listening to your clients’ needs and getting them the solutions they deserve.
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