Trusted B2B lead generation and appointment-scheduling agency Belkins has a presence in over 30 countries, where they offer a comprehensive range of sales and business development processes.
Within the next 10 years, Belkins aims to become a global leader in providing lead generation services.
Adopting Pipedrive into their sales process has helped Belkins to take a step towards that goal, especially as sales is such a big part of what they do: 25 of Belkins’ 75 employees work in sales-related roles.
One of the biggest challenges for salespeople is to keep their pipelines clean and their data accurate. This gets more and more difficult as you add data and deals to your pipeline. Take, for example, Belkins’ business development team.
“On average, our business development team schedule 100 new calls every month, which translates into 70-80 new deals being added to the pipeline,” explains Dmitry Chervonyi, CMO at Belkins.
As deals can progress over a number of months, Belkins’ business development team are usually having to manage upwards of 500 deals at any given time. Belkins’ lead engagement strategy adds another layer of complexity.
“One of the specific challenges of our business is that we use multiple mailboxes—hundreds of them. The CRMs we were using before Pipedrive didn’t allow us to aggregate and track email correspondences without increasing the number of seats.”
The team at Belkins found Salesforce too difficult for new users and HubSpot prohibitively expensive. While a Chrome extension for Gmail allowed users to create a CRM inside their email accounts, it became too much when they started aggregating thousands of rows of data.
That’s when they decided to move to Pipedrive.
“With Pipedrive, we are able to integrate hundreds of mailboxes just in one click,” says Dmitry.
Also, we like that Pipdrive doesn’t charge us for the number of leads we store in the CRM. We have hundreds of thousands of leads; you can imagine how it could become expensive.
As well as saving money, Pipedrive is also helping Belkins to make money. In the first six months of using Pipedrive, Belkins made the same amount of revenue in new sales as the 12 months before.
“We are able to support our sales growth in a meticulous and structured way by operating our pipelines in Pipedrive,” Dmitry explains. “That’s why we are growing our sales every month and not losing money by missing out on existing opportunities.”
The sales team, meanwhile, is also saving time on Pipedrive. They have cut the time it takes to create follow-up emails from 15 minutes to 2 minutes. Now, they are saving more than 50 hours every week thanks to Pipedrive’s task creation and follow-up features.
"With the task management system of Pipedrive, we were able to follow-up and set up a new task on a pipeline without drilling into each deal, saving an hour on average for every salesperson,” says Dmitry. “We have 10 sales reps saving five hours per week managing pipelines, which results in 50 hours per week saved for the entire sales team.”
Pipedrive helps us structure our sales operation in a way that’s easy to follow, fast and helps keep our pipeline intact.
“There are so many channels now for generating leads. Automation tools have taken a huge part of the sales process, so the model salesperson can struggle to focus on the right ones or get lost in the middle,” Dmitry points out.
However, he’s identified where automation can have the biggest benefit: “Our challenge is to aggregate all the data, and then use that data as an actionable instrument.”
Pipedrive has been a big part of that.
“With the help of Pipedrive, we’ve been able to build a sales team that follows up with every prospect in a timely fashion, never misses any emails and can easily identify and scale any and every opportunity,” says Dmitry. “I also believe it to be the best solution for outbound sales.”
So, how would Dmitry sum up Pipedrive in a sentence?
“Pipedrive is a very elegant product without useless features that other CRMs have.”
Want to find out how Pipedrive could help you convert more leads into sales? You can try Pipedrive for free for 14 days!
To find out how Belkins can help you improve your lead generation with their tailored services, head to their site and sign up for a free consultation.
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