How LeadBooster helps Fibersals find quality leads fast
Brazillian-based Fibersals is a waterproofing business that’s been active in the sector for over 30 years, with an emphasis on expertise and quality.
With a large online presence, Fibersals brings in over a million visits a year to its website. However, due to the nature of the industry, negotiations can be lengthy, so finding the best leads and keeping detailed records for each is vital to continued success.
- Industry: Engineering
- Location: Brazil
- Key feature: LeadBooster
10%
Reduction in admin work thanks to automation
100,000
Monthly blog visits for prospecting leads
30%
Less lead qualification time
The problem the company faced
As Fibersals grew its contacts list, its sales team realized it needed software to organize sales processes and keep up with the influx of new leads.
The team adopted a custom software solution to control every stage of the negotiation process and provide oversight to key stakeholders.
The solution worked well at first, helping the team to control which stage of the negotiation each deal was in, validate project addresses and use geolocation. However, the custom solution failed to scale with the business.
Fibersals needed a way to determine the best prospects to avoid wasting time on long negotiation periods with low-quality leads. The existing qualification flow was too simple, letting them into the funnel and leading to a poor return on time invested.
Dominic DutraPartner, Fibersals
How Pipedrive provides a solution
To solve its lead generation issues and ensure that the leads it added to the pipeline are those with the best chance of converting, Fibersals turned to LeadBooster.
Chatbot is programmed to ask, “Do you have infiltration problems? Yes or no?” as soon as someone lands on the page. When visitors respond “Yes”, it captures and adds their details to the pipeline.
Fibersals also uses Chatbot to prioritize its leads. If the lead communicates that they are interested in services that Fibersals doesn’t provide, they’re disqualified, ensuring the sales team focuses only on the most promising leads.
Automation also plays a big part in Fibersals’ sales process. Dominic Dutra, a partner at Fibersals, estimates that automation saves his team between five and ten percent of their time, and there’s still room for further time-saving.
Thanks to Pipedrive’s communication tracking features, the sales team can instantly recall all previous communications with clients, no matter the length of negotiations and time elapsed since the last communication.
Dominic DutraPartner, Fibersals
Fibersals’ unique way of using Pipedrive
Though Pipeline management and lead generation have become slick operations, Fibersals doesn’t take anything for granted.
In fact, the firm makes weekly changes to its sales funnel to improve operations and further streamline its lead generation process.
Plus, when reviewing the progress of leads through the pipeline, Pipedrive helps managers identify which reps are performing well so they can be moved to the processes that need them the most.
Dominic DutraPartner, Fibersals