70% More Closed Deals – Aura Herbals

Challenge

Our journey with Aura Herbals began with a focus on sales and gradually expanded to support their e-commerce efforts. This successful collaboration serves as a great example, demonstrating how Casbeg’s support across various areas can yield maximum results for a company.

Easing the Sales Director’s Schedule

Karol, the Sales Director at Aura Herbals, was heavily involved in directly managing the team, which yielded good results but left little room in his schedule for other tasks.

To free up Karol’s time:

• We introduced the team to “extreme ownership,” encouraging them to take greater responsibility.
• We advised on how to plan but also delegated initiatives to the team.
• We gave Karol practical tips on how to reduce the number of meetings in his calendar, such as consolidating similar discussions into one meeting or using email updates instead of face-to-face meetings. We also advised them on how to delegate tasks effectively, ensuring that the team would approach him not with problems but with ready solutions.

Karol quickly implemented our suggestions, and after just two weeks, he enjoyed a more relaxed schedule. This proactive approach allows for the fastest results from our collaboration.

Streamlining the B2B Sales Process

At the start of our collaboration, the Aura Herbals team did not use a CRM system.

We began by mapping the entire Aura Herbals sales process using a BPMN diagram, breaking down sales across different Key Account Manager teams. This gave a holistic “bird’ s-eye view” of the sales process, allowing us to easily spot and fill gaps in business processes, adjust the sales team’s activities, and select the best CRM system.

Thanks to our actions, we were able to expedite the CRM implementation by about a month. The Aura Herbals sales team was able to start working with a tool tailored to their needs immediately. Yum.

With the sales process well-organized, we proceeded to implement the CRM:

• We recommended a system (Pipedrive) and its version.
• We planned out the sales funnels.
• We structured the steps in the sales process.
• We designed the lead card.
• We created reports necessary for measuring the sales team’s efficiency.
• We trained the team on how to use the new CRM.

As part of our sales collaboration, we created customer qualification criteria based on BANT (Budget, Authority, Need, Timeline). We introduced client scoring, enabling quick and efficient qualification early in the sales funnel. That significantly sped up and automated the customer onboarding process, making it easier to decide who to prioritize.

In the case of Aura Herbals, we can speak of a model collaboration – the client immediately implemented our suggestions, which significantly accelerated the pace of work and the time it took for results to appear.

Identifying the Unique Value Proposition (UVP)

A unique value proposition highlights the distinctive qualities of your company and helps to more effectively convince customers to choose your offer.

To identify Aura Herbals’ unique value, we decided to ask its customers, who were at the center of our focus. We prepared a specific scenario for Aura Herbals on how and what to ask customers to help identify the company’s unique values and how to record and analyze the data provided.

Identifying the unique value of Aura Herbals was important not only from a marketing and sales perspective. As we began optimizing the company’s operations, we needed to know what customers valued most – so we wouldn’t accidentally remove these essential elements. In Aura Herbals’ case, the identified UVP was quick, high-quality customer service. When reorganizing the Key Account Managers team responsible for customer contact, we ensured that the high service level was maintained – and it was.

Additionally, we developed an elevator pitch – a short presentation that quickly highlights Aura Herbals’ value.

Results

• We’ve freed up 30% of the Sales Director’s calendar, which allowed him to focus on strategic and developmental tasks for the entire team rather than just day-to-day operations.
• 70% lead to sales conversion growth
• Would you like to achieve similar results in your business? We’d love to have you as a client. Feel free to contact us at [email protected]