On the threshold of building a nationwide local salesforce, local search engine marketing service RankLocal was looking for a proposal solution that enforced standardization and efficiency from the corporate level with pre-defined designed/branded templates, however, they needed to have the flexibility of rich features and customization at the end user level.
The team needed all of this in a quick, user-friendly format that included great visuals and the ability for customers to e-sign a contract at the end of the proposal they just reviewed.
“We want to spread the word about our company and help local businesses get the best possible results from their advertising budgets,” says Tom Greulich, VP of sales at the St. Louis-based company.
To expand their reach and brand recognition, the team aims to expand to 500 sales reps by 2018. Greulich found PandaDoc searching the web for a solution to enable the growth of his team.
As a virtual-based company with sales reps located across the nation, RankLocal doesn’t have an office filing cabinet. Previously, sales reps built documents using Microsoft Word, then converted them to PDF format and printed them. Then they scanned signed paper documents, uploaded them to a cloud server, and linked them to the account in the CRM.
“This approach was a major hassle when trying to grow and scale a nationwide sales team,” says Greulich.
The RankLocal team needed a centralized, cloud-based storage area for documents that could integrate into their current customer relationship management system, Insightly, to optimize these processes.
Without cloud storage or electronic signatures, the team risked losing signed agreements and felt disorganized. Their processes weren’t efficient. Their outdated agreements confused prospects and delayed deals from closing. They also lacked a manageable approval process.
How We Helped
RankLocal saw an immediate improvement in their workflow after implementing PandaDoc. The amount of time it took for a sales rep to send a proposal was greatly reduced. Their enterprise account gave them access to unlimited templates, a content library, workflows and approvals, and the custom integrations they needed through open API.
This eliminated multiple steps in the selling process. For instance, by merging the terms and conditions of contracts with proposals and adding a section for e-signing and payment processing, reps were able to sell quicker with less work.
“Utilizing advanced SaaS business platforms like PandaDoc, our sales reps can be extremely productive in a virtual environment due to being able to work from anywhere at anytime,” said Greulich.
Here are a few things we helped RankLocal improve:
1. Brand Differentiation. Using PandaDoc to embed multimedia in documents sets RankLocal apart from its competition.
2. Ease of Document Creation. With PandaDoc, RankLocal can easily drag and drop content from the library to create personal proposals.
3. Quotes and Estimates. The sales team loves the tables which automatically do the math for prospects.
Also, everyone on the back end can automatically see the profit margin.
4. Contract Management. With a separate space for contracts, employees can manage them more easily. The RankLocal sales reps enjoy showing prospects PandaDoc, and it never fails to impress them.
“Since we have one of the most efficient sales platforms imaginable, our sales reps have the ability to prospect and sign clients faster than if working for any other internet marketing company,” says Greulich.
He also believes the enhanced productivity allows his team to deliver their game-changing marketing solution to even more local businesses. This means they can drive more customer traffic to these companies as their business grows. It results in increased job security for their employees and, overall, stimulation of the local economy.
Not only has PandaDoc allowed RankLocal to achieve a faster deal cycle, but also here are a few other achievements they’ve seen since implementation:
RankLocal prospects have signed 100 of the 130 documents sent during February and March 2015.
The structure of a flexible and robust document management tool saved the sales team hours of manual and administrative tasks.
Sale reps can easily and quickly personalize proposals to help them close deals faster and drive revenue.
Using the PandaDoc application for generating proposals connected RankLocal’s whole operational team. Integration into the CRM makes the whole process flow better, resulting in more conversions.
“By switching to PandaDoc, your proposals will not only have a top notch appearance with loads of functionality, but it will allow your team members to add the ‘cherry on top’ with a personalized ‘thank you’ video that no other proposal system allows you to do,” says Greulich. “It’s a feature of our proposals that we are genuinely excited to take advantage of every opportunity we get.”
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