Focus: Online Lead Generation

About the Client: OneCoach works with entrepreneurs, offering a proven step-by-step process for generating real business growth. The OneCoach Business Mastery program applies the latest scientific research and proven growth principles to show entrepreneurs how to attract more clients to build sustainable, long-term growth; generate more sales from existing clients; and make more profits from existing sales.

The Challenge: OneCoach’s growth had exceeded that of its sales database. The organization’s 10 salespeople were relying on a tool with limited capabilities, which negatively affected their ability to efficiently address inbound Internet leads. OneCoach recruited gWave to select and customize a CRM tool that would handle its needs today and in the future.

The gWave Solution: After gaining an in-depth understanding of OneCoac’s current situation and ongoing needs, gWave evaluated a number of CRM providers to determine which one could best meet the sales team’s business requirements. gWave implemented a three-pronged solution:

• Sales Automation, a complete on-demand sales management tool including features such as Sales Step Builder (to make every salesperson a star), automatic triggers and Instant Competitive Analysis. gWave played an integral role in customizing Sales Automation to meet OneCoach’s specific needs.

• Marketing Automation, a complete online campaign management tool for marketing professionals to manage lead generation pipelines via tools such as on-demand campaign landing pages, instant analytics, and continuity programs. This tool automatically delivers a constant flow of fresh online leads to OneCoach’s sales team.

• Multi-Channel Campaign Management, a marketing automation module that facilitates managing multi-channel campaigns-including email marketing-providing real-time messaging, and tracking results.

In addition to introducing these tools to OneCoach, gWave also trained the sales team in how to use them and worked with the team and company webmaster to ensure Internet leads are routed in real time and efficiently tracked.

The Result: Since the adoption of gWave’s solution, the Internet lead flow to OneCoach’s sales team has been significantly improved, its ability to more efficiently follow up with leads has enhanced response times, and communication with leads has improved since salespeople are aware of the lead source. In addition, the Sales Director has an enhanced view of the sales team’s pipeline, heightened reporting capabilities, and the ability to forecast. Finally, OneCoach is now able to track e-mail marketing announcements and event invitations.

The Client Quote: ”I’m amazed at the huge difference having the right CRM tool in place has made on our sales team’s ability to ensure they’re always on top of opportunities, as they arise. gWave was a tremendous partner for us, recommending great online marketing tools, customizing them as necessary to meet our needs, and then teaching us how to use them.” - Tim Johnson, OneCoach Marketing Director