Scanmed: How we enhanced our medical equipment sales and service processes and outcomes
Scanmed is a leading provider of medical equipment and supplies, as well as custom-made medical furniture, sales and maintenance services. They cater to a diverse range of customers, including hospitals, clinics and specialists, who have high and varied expectations and demands.
Before discovering Pipedrive, they struggled with several issues that hampered their sales performance and outcomes. After testing and implementing Pipedrive, they witnessed remarkable improvements and results in their sales processes, teamwork and customer communication.
Q: What were the main pain points for Scanmed before using Pipedrive?
A: “Our previous CRM system was a hassle and a headache for us, and it did not motivate our salespeople to use it regularly. Customer data was often missing or inaccurate, and we had to deal with many redundant fields and windows. It was hard to analyse our sales activities and results, as we could not get reliable and relevant metrics. The package contents were changed without our consent and did not match our needs.
Even though we had a CRM, we frequently faced an information gap, because the data we needed was not available. Our sales processes with medical institutions were lengthy and complex, involving multiple decision-makers and factors such as budget, brand awareness and product needs. We often felt lost and frustrated, as we did not know when and why we lost a sales opportunity. Our work efficiency suffered, and we wasted a lot of time on data entry, duplication and searching.”
Q: How did Pipedrive help Scanmed overcome these challenges?
A: “I was already familiar with Pipedrive and had heard good things about its simplicity, intuitiveness and flexibility. I also knew the story behind Pipedrive’s creation and that the software was built for sales professionals. With the help of our trusted training partner Dominate Sales, we conducted a sales process analysis, which is now more streamlined and structured thanks to the visual sales pipeline and the predefined stages in the process. For instance, we can easily track how many negotiations are ongoing, which demo devices have been delivered or which projects are in the bidding phase. This helps us to better qualify our leads and prospects.
Over time, we noticed that our sales process became shorter and smoother thanks to more personalised and prompt communication, which was based on customer history data. We integrated Pipedrive with our other applications, such as email, calendar, phone, which enabled us to save time on data entry. Pipedrive’s mobile app allows our mobile project managers to stay on top of their sales, wherever they are. Pipedrive also helps us to remember our daily tasks and deadlines, with the sales assistant function, which nudges us to complete important activities.
As a company manager, I get a clearer and more comprehensive view of my sales opportunities and activities with crisp and informative reports, which help me to devise effective strategies or act quickly when the results are low.”
Q: What were the main outcomes for Scanmed after using Pipedrive?
A: “The biggest benefit is that we have a complete customer communication history and we can see where we stand with each project. This allows us to significantly boost our sales results and profitability. We hope that Pipedrive’s customer timeline will help us to manage our customer relationships more efficiently. Our key customers will certainly receive more attention now.
The time spent on data management has definitely reduced. Pipedrive is, in our opinion, a very well-designed and user-friendly CRM system that empowers salespeople to increase their sales volume while keeping their customers happy. No important deals are overlooked and every conversation moves the process forward, rather than stagnating due to lack of information and repetition.”
Q: Why would you recommend Pipedrive with Dominate Sales implementation to other companies looking for similar solutions?
A: “Our organisation values its time highly. Although we have enough knowledge and skills to use Pipedrive, involving Dominate Sales definitely brings benefits. They can see the processes from the outside, map them and advise on how to make Pipedrive work best for us. It can be said that the whole process is much more efficient thanks to their specific skills, support and training.
Dominate Sales takes into account the individual learning curve of each learner, is personal and adapts the environment according to everyone’s peculiarities. You can certainly do everything yourself, but if you want to do it quickly and correctly, involve Dominate Sales.”
