The Challenge
In the competitive heavy equipment industry, consistent follow-up with prospects is crucial, yet challenging to maintain. For 15 years, Bobcat of North Texas struggled with this challenge while attempting to win over a large prospect loyal to a competitor.
The company faced several obstacles in their sales process. Long sales cycles required persistent follow-up over months or even years, making it difficult to maintain consistent touchpoints with prospects. There was also a need for timely interventions when competitors faltered, as well as the challenge of impressing prospects with reliable, long-term follow-up.
Despite efforts from seven different sales reps over 15 years, Bobcat of North Texas couldn't make headway with this valuable account. The prospect remained loyal to Caterpillar, highlighting the need for a more effective, consistent approach to sales management and follow-up.
The company needed a solution that would allow their sales team to set reminders for follow-ups ranging from one week to several months or even years. They also needed to maintain detailed records of past interactions to personalize each touchpoint, consistently engage with prospects without becoming a nuisance, and be ready to capitalize on opportunities when competitors stumbled.
This persistent challenge underscored the critical need for a systematic approach to long-term sales engagement and follow-up, one that could transform years of unsuccessful attempts into a significant business opportunity.
The Solution
Bobcat of North Texas implemented Voze, equipping their sales team with powerful yet simple follow-up and note-taking features. To drive adoption and create healthy competition, sales leaders send out weekly updates with Voze usage stats for each rep. A dedicated sales rep used Voze as a personal assistant to:
- Log interactions through quick voice-to-text notes
- Set regular follow-up reminders
- Easily reference past conversations for personalized touchpoints
The Results
After 3 years of consistent, Voze-powered follow-up, the prospect switched from the competitor to Bobcat of North Texas, resulting in an $8.4 million deal.
"Voze makes it easy for me and my team to remember what we have to do to make money," says Max Kepple, Senior Territory Manager at Bobcat of North Texas.
Additional benefits include near-perfect adoption, with Voze achieving almost 100% usage among the sales team, unlike previous CRM attempts. The $8.4 million deal, comprising 20 machines at $70,000 each and potential for 100 more over the next couple of years, showcases improved deal closure.
Voze also facilitates faster onboarding, with Max estimating several hours saved per account when transitioning territories or onboarding new reps. Enhanced account management is achieved through quarterly audits of customer touchpoints, allowing for potential account reassignment if not properly maintained.
Lastly, improved management utility enables Max to audit rep activities, manage account assignments, and resolve disputes over account ownership among reps.
By enabling persistent, personalized communication, Voze helped Bobcat of North Texas transform a 15-year challenge into a multi-million dollar success story. The tool's simplicity and effectiveness in managing long-term relationships proved crucial in finally winning over this significant account.
