As a computer training company with 83 offices in North America and nearly 400 salespeople in the US alone, saying keeping track of their business is important is an understatement for Productivity Point International. For salesperson Paul Goldner, intelligently managing contact relationships and his sales pipeline is mission critical.
“There’s an art to it,” he says. “Our ‘A’ contacts are our best contacts and we want to contact them once a month. ‘B’ contacts were contacted about once a quarter, and ‘C’ contacts about once a year. Act! allows me to keep track of the details I need.”
“As I evolved, so did the software. There was no need to look elsewhere. Act! grows with me and continues to fulfill all our needs.”
Goldner is a Certified Tax Accountant, so he takes an analytical approach to sales. He uses Act! to look at his sales data and draw conclusions about how many calls will turn into qualifications, meetings, and eventually closed sales. “With Act!, I can sit anywhere in the world and drill down to a particular individual holding us back from hitting a goal, where we’re going as a company, and what offices or regions might be underperforming.”
Through it all, Act! has been a crucial part of Goldner’s business. “As I evolved, so did the software. There was no need to look elsewhere. Act! grows with me and continues to fulfill all our needs.”