Customer Spotlight: Advent Results

Advent Results creates dynamic, inspiring and engaging brand spaces for corporate, educational and civic institutions. Advent believes in telling clarifying brand stories through targeted messaging, stimulating graphics and innovative problem solving.

Challenge

As a rapidly growing company about to double in size, Advent Results knew that using Google spreadsheets to track and manage its sales contacts was no longer an effective solution. Not only did these spreadsheets take too much time and effort for reps to manually maintain, but they also offered very little insight into Advent’s sales pipeline. “We needed to scale our process,” says John Ericson, Sales and Marketing Coordinator at Advent Results. “To grow successfully, we knew that we needed to start collecting more data about our prospects and managing it in a more organized and insightful way.”

Solution

Once Advent Results made the decision to go with Base, the team was able to easily set up a sales pipeline and process customized to its unique requirements. Base helps reps keep all prospect and customer information organized and in context throughout the entire sales process via lead, contact and deal cards. What’s more, all calls, emails and appointments are automatically tracked in Base and attached to specific leads and contacts. Advent then uses Base’s Smart Lists and Pipeline Report to monitor pipeline progress and see exactly where deals sit within its sales process.

Results

Thanks to Base, Advent now has a much clearer understanding of which deals are at what pipeline stage, how much revenue is in the pipe and when deals can be expected to close, resulting in a 50% increase in pipeline visibility. This level of insight empowers reps to more efficiently and effectively manage their sales cycles. “With Base, we always know exactly where our business opportunities stand, and have all of the information we need to follow up and close the sale,” says J.Mac Brown, Advent’s VP of Operations.

The ability to quickly and easily enter and access information, coupled with automated communication tracking, saves Advent reps a considerable amount of time. “Not only does Base’s email integration allow us to automatically monitor email sends and outcomes, but it also saves us time by enabling us to send and personalize emails in bulk,” says John. Advent estimates that using Base has resulted in a 50% boost in rep productivity.

Next, Advent Results looks forward to leveraging Base’s open API to sync data between its various project management and accounting systems to continue to enhance team productivity and streamline processes. “Base has been an invaluable partner during a time when we’ve essentially doubled in size,” adds J.Mac, “and we can’t wait to see what they help us achieve as we continue to scale in the future.”

For more examples of how Base helps companies like Advent Results improve their sales performance, check out our customer highlights.

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