We made changes sooner rather than later. We looked hard at how we could be more efficient with less people.
Reston, VA (Vocus) May 19, 2010
BSB Communications has been selling and servicing business communications solutions in Michigan and Ohio since 1984. Steve Klenner, co-owner of BSB, believes that sales and operational efficiencies are critical to keeping a business healthy through tight economic conditions when sales are the most difficult to close. In 2007 Klenner took a proactive step to streamline BSB’s sales operations by implementing SalesDoc Architect, proposal automation software made by Cors Productivity Solutions, Inc. (CorsPro) that generates comprehensive proposals and other sales documents quickly and accurately. “We made changes sooner rather than later. We looked hard at how we could be more efficient with less people.” The resulting efficiencies helped BSB increase profits, even as the economy slipped into the Great Recession during 2008.
Choosing the Right Proposal Software
Klenner evaluated other document automation and quoting tools, but chose SalesDoc Architect to handle configuration, pricing and proposal generation for the company’s Inter-Tel-based solutions. “Once I saw what SalesDoc Architect could do, there was no comparison,” said Klenner. BSB went from using a homegrown Excel spreadsheet for configuration and pricing and a cut-and-paste approach for assembling proposals, to automating the entire proposal process with SalesDoc Architect. In addition, they utilized CorsPro’s monthly content subscription service for Inter-Tel and Mitel solutions. Klenner saw immediate improvements in the content and quality of BSB proposals created with SalesDoc Architect, as well as a significant reduction in time spent generating them. “Within 30 minutes we can generate a single site, 50-phone proposal. We no longer have to worry if the proposal information is correct or up-to-date because CorsPro updates it monthly and sends it to us as part of our subscription package.” Klenner adds that their clients are also impressed with the proposals. “I can’t tell you how many times we’ve had customers say that this is by far the best and most informative proposal they’ve seen to date among all the competitors,” says Klenner.
Targeting Larger Accounts with Better Proposals
Shortly after Mitel acquired Inter-Tel, BSB became a Mitel Platinum reseller and began to use SalesDoc Architect to price and propose the new Mitel solutions. With an expanded product portfolio and an automated proposal process featuring SalesDoc Architect, BSB was able to target bigger sales opportunities within larger accounts. Previously, BSB’s biggest deal was $500,000, but now they propose solutions worth $1 million. “When dealing with a customer of that size you can’t give them just a 10 page proposal. They look at it and say, ‘You’ve got to be kidding me!’ SalesDoc Architect absolutely helps prepare for those kinds of deals,” states Klenner.
Using Smart Automation to Save Money and Do More
SalesDoc Architect has also provided BSB with the ability to significantly reduce proposal errors that have cost the company money in the past. “The accuracy of quotes has gone up dramatically,” Klenner says. He admits that before SalesDoc Architect, reps were omitting parts from a proposed solution that would turn out to be very costly after the sale. With SalesDoc Architect, they were able to put in logic to catch the costliest items that were previously forgotten, resulting in big savings for BSB.
Leveraging CRM Integration
BSB has found SalesDoc Architect’s integration with Tigerpaw’s CRM software to be indispensable to their sales and operations teams, saving time and making order entry far more accurate. BSB utilizes the CRM software throughout the sales process from pre-sale to order fulfillment and implementation. At the front end, customer information from Tigerpaw is imported into SalesDoc Architect with a click of a button. Once the proposal has been accepted by the customer, the SalesDoc Architect order extract is imported back into Tigerpaw for order fulfillment and implementation – all without rekeying data at any point in the process.
BSB has also seen an upturn in their managed services and leasing offerings. CorsPro recently added managed services and leasing tools and proposal content from GreatAmerica Leasing Corporation to SalesDoc Architect, making it easy for BSB to include these options in their proposals. With the click of a button, reps can lay out the benefits of a leasing or managed services solution along with ‘total cost of ownership’ tables and charts. “We are finding a much higher success rate by better laying out for our prospective clients the ROI and other benefits of the GreatAmerica programs,” Klenner states.
Klenner believes that the relationships CorsPro has developed with Tigerpaw and GreatAmerica help BSB by bringing the various parts of a sale together into one. “There are so many efficiencies we have now from using SalesDoc Architect and leveraging all of the content and integrations. I can’t imagine doing it the old way anymore.”
Best Practices Webinar
Join us for a BEST PRACTICES WEBINAR on May 20 at 2:00 pm EDT featuring Steve Klenner from BSB Communications, Inc. Attendees will discover how BSB has improved their sales process and boosted profitability with SalesDoc Architect.
CorsPro makes it easy to test-drive SalesDoc Architect by offering a FREE TRIAL for new clients. To learn more about SalesDoc Architect, CorsPro offers an 8 minute demonstration video, case studies and ongoing webcasts and other information on its website.
About Cors Productivity Solutions
Founded in 2003, Cors Productivity Solutions provides document automation software for sales operations. It is a privately owned and operated company that is headquartered in Reston, Virginia. With CorsPro’s SalesDoc Architect, users can generate turnkey product configurations, price quotations, and fully customized proposals from scratch within minutes. For more information about SalesDoc Architect, contact CorsPro at 888-297-8845 or visit the CorsPro website.
About BSB Communications
BSB Communications Inc is a full service voice and data solutions company headquartered in St Clair Shores, Michigan, a suburb of Detroit. Founded in 1984, BSB has three offices spanning southeast Michigan and north-central Ohio. For more information, call 586 774-6000 or visit the BSB website.
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