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BDC and SAU/CAL: Sales system will help drive revenues

This e-commerce website developer needed structured sales processes to empower the team and improve performance.

Toronto-based, SAU/CAL boasts a team of experts specialized in developing e-commerce websites for businesses looking to grow online transactions. The company’s strategists, developers and IT professionals work closely with clients to understand their specific business goals and technical needs and provide a long-term strategy to develop a first-class user experience.

CEO of SAU/CAL, Mitchell W. Callahan, and his company were looking to develop a structured sales system and align their team on how to best leverage their efforts to forecast sales, generate leads and increase revenues. Key priorities for the company were optimizing sales processes, attracting more profitable clients, growing strategic partnerships, engaging the sales team, better measuring sales results and improving efficiency with online quoting. “When it came to our sales processes, I knew what needed to be done but I didn’t really know how to do it,” says Callahan.

BDC’s experts recommended the Sales Impact solution, which provided the company a solid sales structure and system to empower its sales team and help increase revenues. A key step was assessing the company’s strengths, weaknesses, opportunities and competitive playing field. BDC also evaluated the firm’s sales activities, messaging and pitch, along with defining the ideal client profile, competitor profile and unique selling points. After identifying the most promising opportunities for revenue growth and setting clear sales objectives, BDC helped the firm develop a management plan and sales processes to support that growth. As part of the solution, the client was also equipped with workbooks, practical templates and toolkits in order to facilitate sales planning and development.

By working with BDC, SAU/CAL has developed a structured sales system, which will help the company increase its sales revenues. The firm now has better defined pitches, strategies in place to generate leads, a detailed sales process to optimize selling time, clear sales metrics, measurement tools and improved forecasting ability. The company also benefitted from guidance on a trade show strategy and advice on hiring a new sales person.

“BDC’s sales and marketing experts totally understood what we were going through and provided great content with no fluff! They were extremely thorough and helped us put a real sales system in place. Now we can measure where we’re doing well and where we need to improve. I would highly recommend this service,” says Callahan.