Fortum improves customer experience during a sales meeting

Our process for telling the customer about the product needs to be proven, structured and meaningful. The energy market is complex and is based on many interdependencies – we want customers to be confident in how our products work.

– Marcin Frątczak, Sales Director, Fortum

01 Challenge

The company started looking for a solution to optimize the processes related to sales, customer needs analysis and customer service. The goal was to improve the sales conversation and the experience that came from it.

02 Implementation

Fortum provided all advisors with tablets configured to explain different energy solutions in a transparent and readable way for the customer and to collect information about customer needs and preferences. The Salesbookhelps to structure the materials needed for the meeting, so that the potential customer has a chance to learn and understand all the important issues in a comfortable atmosphere and can then decide about cooperation.

03 Benefits

Two months after implementing Salesbook, Fortum representatives noticed real changes in the quality of sales. First, sales reps no longer need to spend time filling out the CRM system -reporting is done in real time and data is downloaded directly from reps’ tablets and the Salesbookback-office system. Thanks to the summaries, the company has full control over what is happening in the field and can ensure the highest quality of sales.