B2B Case Study

With the broad focus of many marketing campaigns, enterprise teams can’t always rely on marketing for a consistent supply of leads. Salespeople need to find other sources of intelligence on their named accounts. But where?

Deepak Gupta, VP Global Sales at Hitech, used GlobalSalesWeb Meeting/Appointment setting module, so that his sales team could use it to generate meetings with the decision makers and influencers such GM & above from given departments : Plant, Projects, Engineering, Operations, Warehouse, Innovation , NPD, Lean, Supply Chain, Logistics. Target companies/Prospects

• Domestic Market: Pan India (more attention to North, West & South).
• Revenue Size of Target Company:300 Crore (Min. Annual Turnover)
• Employee Size of the Target Company:1000 People (Min.)
• Major Industry Verticals:
• Auto OEM (2 Wheeler/Passenger Vehicle/Commercial Vehicle/Construction Vehicle)
• Auto Ancillaries
• Paper & Print
• Paint
• Pharmaceutical
• Retail/FMCG
• Consumer Durables
• E-Commerce

“In the Robotics and automation market, it is very hard to reach the decision makers,” says Deepak. “So being able to connect with the decision makes a big difference.GlobalSalesWeb enables us to significantly cut down the time it takes to gather account information and meet decision makers at an unbelievably fast rate, which allows sales to be more efficient in their activities.”

“In the 20 meetings, the sales team was able to generate 18 interested customers says Deepak. “It’s how they drive all their campaigns, how they do their prospecting, and how they build up their account intelligence. But GlobalSalesWeb offers even more.”

He explains some of the uses. For Sales, he shares a list of targeted companies located in North/South/West India .GlobalSalesWeb find the right Sales pros who has connects with these companies with the right person This information is usually difficult to find without hours spent on our own research. But now, the Hitech sales team can quickly craft highly targeted sales campaigns around individuals with the help of sales pros.

This year, Hitech expanded its use of GlobalSalesWeb. Now, the sales team has access to GlobalSalesWeb sales pros database in all the 8 desired Industry verticals. Using GlobalSalesWeb Sales Engine and daily meetings were easy to come by , they’ve been able to consistently generate meetings and close a number of deals. “It’s very powerful to be able to see those projects, those management decision makers , and those pain points at likely buyers based on personal interaction that matter a lot to us says Deepak. “Then we can seize those opportunities.”

And the Hitech sales team continues to use GlobalSalesWeb to drive its business. The sales teams are given access to GlobalSalesWeb RM to coordinate meetings in the state region country These folks rely on it every day. This is the main tool they use for their territory plans and their account plans.”

With GlobalSalesWeb, Hitech regularly received accurate information, hot intelligence on imminent customers, and valuable context to make meetings more productive.

But it wasn’t long before what began as a tool meant exclusively for Hitech sales team became the company’s primary prospecting and sales tool not only in India but for international locations too

“In the 20 meetings, the sales team was able to generate 18 interested customers says Deepak. “It’s how they drive all their campaigns, how they do their prospecting, and how they build up their account intelligence. But GlobalSalesWeb offers even more.”

He explains some of the uses. For Sales, he shares a list of targeted companies located in North/South/West India .GlobalSalesWeb find the right Sales pros who has connects with these companies with the right person This information is usually difficult to find without hours spent on our own research. But now, the Hitech sales team can quickly craft highly targeted sales campaigns around individuals with the help of sales pros.

This year, Hitech expanded its use of GlobalSalesWeb. Now, the sales team has access to GlobalSalesWeb sales pros database in all the 8 desired Industry verticals. Using GlobalSalesWeb Sales Engine and daily meetings were easy to come by , they’ve been able to consistently generate meetings and close a number of deals. “It’s very powerful to be able to see those projects, those management decision makers , and those pain points at likely buyers based on personal interaction that matter a lot to us says Deepak. “Then we can seize those opportunities.”

And the Hitech sales team continues to use GlobalSalesWeb to drive its business. The sales teams are given access to GlobalSalesWeb RM to coordinate meetings in the state region country These folks rely on it every day. This is the main tool they use for their territory plans and their account plans.”

“In the short time we’ve been using GlobalSalesWeb, it has helped us generate 18 new opportunities at in different locations and Industries,” says Deepak. “The return on investment has already been achieved with these deals alone.”

How important is GlobalSalesWeb to Hitech

Florio also swears by GlobalSalesWeb for sales support and meetings on demand. “Whenever we have a support question, our GlobalSalesWeb rep is back to us right away; She’s always available; we love that. And we love the fact that your RM can do the legwork for us. There have been many times when our reps have needed to get into an account and need a new contact; they love that GlobalSalesWeb team can find the information for them.”

Deepak has worked with GlobalSalesWeb just for one month now, so he can attest to the ongoing development of the platform. And we are undergoing deal for International locations China /Singapore/Middle East /Israel/Africa/South America/Europe/Canada/USA

GlobalSalesWeb is always adding new features and improving existing ones. It just keeps getting better and better.”