Based in Wallace, Michigan, Advanced Blending Solutions is a world class designer and supplier of material handling, blending, and controls for the plastics industry. With representatives throughout the country, ABS is a fast-growing company committed to providing the best products and services to meet their customers’ unique needs.
As the frontline in delivering customer satisfaction, the sales team at Advanced Blending Solutions (ABS) is an integral part of the company’s expanding operations. The leadership team at ABS had a strategic vision to better define the company’s complex sales process, and integrate that process with a true Customer Relationship Management (CRM) system. The vision for success included:
- Re-define the ABS sales process
- Implement Oracle Sales Cloud CRM
- Set and maintain accountability between the sales team and management
- Gain accurate forecast reporting
By building a strong rapport with the ABS team, Terillium was able to help formulate a standardized and universal Sales Process within an aggressive timeline. The sales process defined relevant stages of the ABS sales cycle, including handoffs and approvals. Terillium implemented Oracle Sales Cloud, with an emphasis on contact and activity management. A non-linear sales process within the system was created, including tracking for post sales stages as well. Terillium also conducted and developed a thorough training process for current and future Sales Cloud users.
Through the Oracle Sales Cloud CRM implementation, ABS now has a single source of information for sales deals and for their forecasting report (a report that drives 90% of their business).
ABS now has a formalized sales process as well as increased accountability from the sales team, service team, and application engineers. The project was delivered within the nine-week timeline, and on budget.