Practical Cases

How This Tech Manufacturer Improves Its Sales Efficiency and Reduces Labor Costs

JINGdigital

Author

Author:JINGdigital
3 MIN READSep 30, 2018 JINGdigital’s Marketing Automation technology can help sales teams improve their conversion rates with decreased labor cost, by turning potential customers into buying customers more efficiently and shortening routine ordering processes. Customer Background:This company is a globally diversified technology manufacturer that produces thousands of innovative products and is a market leader in markets such as medical, highway safety, office equipment, and optical products. It provides products and services to customers in nearly 200 countries around the world, where it changes the way of how people live and work with its products. Challenges: The sales leads are not scored before delivering to the sales team, resulting in low efficiency in the sales process; Manual prioritization of sales leads is lengthy and cumbersome, which causes salespeople to spend a large amount of time to do repeated qualification tasks. JINGdigital Solutions: Know more about the followers “personally” and improve their retentions on the company’s WeChat Official AccountWith offline exhibitions or events, B2B brands can recruit a large group of potential customers. Potential customers can scan a specific WeChat QR code from a salesperson or exhibition materials, by which the brand can record the information of the new follower. Each QR code triggers a customized welcome journey and interacts with the potential customer based on the scenario. This process leaves potential customers with deepened brand impressions, which improves the follower retention rate of the brand Official Account. Additionally, the brand can create tags for actions of the potential customers performed in the WeChat Official Account, which brings fuller follower profiles.  Implement a scoring mechanism and then follow up with salesUsing step one, the brand is able to build fuller profiles for potential customers on WeChat. Additionally, JINGdigital’s lead scoring function can track the followers’ actions with the brand’s Official Account such as reading or sharing posts, commenting, clicking menus, entering microsites (websites hosted within WeChat), as well as other behavioral data such as frequency of activities or duration. Then as long as they are still following the Official Account, each follower will have a constantly updated score based on customized lead scoring rules, which include action details, score for each action, and expiring rule. Salespeople thus could choose the qualified followers who reach the threshold scores to initiate 1-on-1 follow-up, which can improve sales efficiency.  Integrate with online store to reduce sales leading time and labor costsLong-term clients in B2B industry order with high frequencies, which requires a lot of manual input from salespeople. JINGdigital connects the brand’s online store with the brand WeChat account by setting up an automatic journey, which leads followers to the online store entrance. At the same time, the store’s order information will be synchronized with the brand’s central CRM system.Transforming the WeChat Channel by partnering with JINGdigital and executing the marketing practices mentioned above for 9 months, the brand is able to reduce labor costs by 25% and increase B2B sales efficiency by 30%.

 

JINGdigital’s Marketing Automation technology can help sales teams improve their conversion rates with decreased labor cost, by turning potential customers into buying customers more efficiently and shortening routine ordering processes.

 

Customer Background:

This company is a globally diversified technology manufacturer that produces thousands of innovative products and is a market leader in markets such as medical, highway safety, office equipment, and optical products. It provides products and services to customers in nearly 200 countries around the world, where it changes the way of how people live and work with its products.

 

Challenges:

  1. The sales leads are not scored before delivering to the sales team, resulting in low efficiency in the sales process;
  2. Manual prioritization of sales leads is lengthy and cumbersome, which causes salespeople to spend a large amount of time to do repeated qualification tasks.

 

JINGdigital Solutions:

  1. Know more about the followers “personally” and improve their retentions on the company’s WeChat Official Account

With offline exhibitions or events, B2B brands can recruit a large group of potential customers. Potential customers can scan a specific WeChat QR code from a salesperson or exhibition materials, by which the brand can record the information of the new follower. Each QR code triggers a customized welcome journey and interacts with the potential customer based on the scenario. This process leaves potential customers with deepened brand impressions, which improves the follower retention rate of the brand Official Account. Additionally, the brand can create tags for actions of the potential customers performed in the WeChat Official Account, which brings fuller follower profiles.

 

  1. Implement a scoring mechanism and then follow up with sales

Using step one, the brand is able to build fuller profiles for potential customers on WeChat. Additionally, JINGdigital’s lead scoring function can track the followers’ actions with the brand’s Official Account such as reading or sharing posts, commenting, clicking menus, entering microsites (websites hosted within WeChat), as well as other behavioral data such as frequency of activities or duration. Then as long as they are still following the Official Account, each follower will have a constantly updated score based on customized lead scoring rules, which include action details, score for each action, and expiring rule.

 

Salespeople thus could choose the qualified followers who reach the threshold scores to initiate 1-on-1 follow-up, which can improve sales efficiency.

 

  1. Integrate with online store to reduce sales leading time and labor costs

Long-term clients in B2B industry order with high frequencies, which requires a lot of manual input from salespeople. JINGdigital connects the brand’s online store with the brand WeChat account by setting up an automatic journey, which leads followers to the online store entrance. At the same time, the store’s order information will be synchronized with the brand’s central CRM system.

Transforming the WeChat Channel by partnering with JINGdigital and executing the marketing practices mentioned above for 9 months, the brand is able to reduce labor costs by 25% and increase B2B sales efficiency by 30%.

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