The Problem

Coastal Holding faced challenges managing their sales pipeline in HubSpot after expanding into new territories. They lacked clear visibility into performance across divisions, geographies, and individual producers. Their pipeline was cluttered with stagnant deals, making forecasting unreliable and hindering sales team focus.

• Limited Visibility: They couldn’t track performance
  across divisions, geographies, or individual producers.
• Cluttered Pipeline: Stale deals clogged the pipeline,
  obscuring valuable insights.
• Unreliable Forecasting: Forecasting relied on manual
  calculations from an unclear pipeline, leading to
  inaccurate predictions.
• Inefficient Sales Process: Lack of clear focus on
  pipeline health resulted in wasted time and resources.
• Low CRM Usage: Sales reps weren’t effectively utilizing
  the CRM, hindering data accuracy

The Solution

Coastal Holding had past experiences with unreliable tech solutions, making them hesitant to adopt another platform. However, Inselligence offered a unique solution:

• Actionable Insights: Actionable Insights: Inselligence
  provided clear insights from their data, empowering the
  sales team to focus on the right opportunities.
• Improved Pipeline Management: By segmenting their
  single HubSpot pipeline into multiple pipelines within
  Inselligence, they gained a clearer view of performance.
• Goal Setting and Coaching: Inselligence enabled
  assigning sales goals and tracking pipeline health,
  allowing for targeted coaching of sales reps.

The Results

With Inselligence, Coastal Holding achieved significant improvements:

• Increase in CRM Usage: Sales reps actively engaged
  with the CRM, leading to more accurate data.
• Clearer Pipeline Visibility: A well-organized
  pipeline revealed bottlenecks and allowed for
  process improvements.
• Accurate Sales Forecasting: Inselligence’s data-driven
  insights led to more reliable forecasting.
• Streamlined Sales Process: A focused approach
  ensured reps addressed the most critical opportunities.

Prior to Inselligence, managing our sales pipeline across multiple territories was a nightmare. We lacked visibility, and forecasting was a guessing game. Inselligence transformed our approach. By segmenting our pipeline and providing actionable insights, they empowered our sales reps to focus on the right opportunities. This resulted in a dramatic 110% increase in CRM usage, a clear view of our pipeline health, and ultimately, a significant boost in sales efficiency.

— Nishad Azeem, CEO, Coastal Qatar