Masons, located in Silverdale, Auckland, is an established wholesale supplier with a reputation for delivering quality solutions in the building and construction sector. Currently this is a struggling sector with limited growth opportunities.
Business consultant, Brent Irvine, played a crucial role in helping Trent Mason owner of Mason's Plaster Brick, meet this challenge and grow his business.
Building the Solution:
Recognizing the need for an improved sales strategy, Brent decided to integrate the SWOT analysis and Salesmatrix functionality. This integration aimed to provide the sales team with real-time sales data, enabling them to have informed conversations and seize sales opportunities. Deborah, a dedicated sales representative at Mason's Plaster Brick, played a crucial role in this solution.
Challenges Faced:
The existing ERP system used by Mason's Plaster Brick, MYOB Exo, was popular in Australia and New Zealand. The challenge was to seamlessly integrate SWOT and Salesmatrix with the MYOB Exo system. Despite this hurdle, the SWOT analysis tool was successfully linked with the MYOB Exo system, providing live data updates. This real-time information empowered the sales team, particularly Deborah, with the latest insights to have more meaningful conversations with customers.
Implementation and Results:
To ensure a smooth transition, Brent and his team conducted thorough testing and training sessions. Deborah, as a sales representative, became a key advocate for the integration. During a sales meeting, the team underwent comprehensive training, which proved highly effective. Within just 45 minutes, the sales team was proficient in using the integrated system to identify opportunities, initiate informed conversations, and uncover potential cross-selling avenues.
Results:
Improved Sales Conversations: The integration allowed the sales team, led by Deborah, to engage in more meaningful and effective conversations with customers, resulting in increased sales.
Real-time Data: The integration with MIBXO ensured that the sales team had access to up-to-date sales data, facilitating proactive decision-making.
Opportunity Identification: By seamlessly connecting SWOT analysis and Salesmatrix, the sales team could quickly identify buying patterns and potential cross-selling opportunities, driving revenue growth.
Efficiency Gains: The integration streamlined the sales process, reducing the time required to analyze data and identify prospects.
Feedback from the Head of Sales - Their Experience using Salesmatrix SWOT
Deborah Brown, the Account Manager of the South Island at Mason's Plaster Brick, shared her feedback:
"One of the standout advantages of using Salesmatrix SWOT is the ability to swiftly access essential customer information, whether from my car or before meeting a client. With just a few taps on my phone, I can pull up a customer's purchasing history. This feature is a game-changer because it allows me to instantly see what products they regularly buy and, equally important, what they've stopped purchasing. It's like having a secret key to understanding the "why" behind these changes, empowering me to initiate more engaging and informed conversations. I can present myself as thoroughly prepared and explore more potential sales opportunities that are relevant and helpful to the customer based on their profile. Additionally, Salesmatrix SWOT provides insights into buyer behavior, including sales and margins, which are not typically at your fingertips as a salesperson. This kind of information is valuable and gives me a significant edge.
She continues: "But it's not just about the tool; it's also about the support from the Salesmatrix SWOT team, especially Brent. He's nothing short of a legend in my book. Brent guided us through the entire process of adopting this new system, taking the time to personally walk me through key points and showcase the various offers and features the system has to offer. Brent's responsiveness to emails was lightning-fast. He even attended a conference to deliver training to my entire team, which included a valuable Q&A session. It's safe to say that the support we received from Brent and the Salesmatrix SWOT team deserves a resounding thumbs up.
"Coming back to the software - one of my favorite features is the "filter by product" option. For example, we recently needed to clear out one of our product lines, but our old system made it challenging to identify recent purchasers. With Salesmatrix, it's a breeze. I can use the "filter-by-product" feature to quickly pinpoint customers who have recently bought that product line. This information is like a treasure trove that I can share with the rest of my team for strategic decision-making.
