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Case Study

Coastal Holding Improves Sales Efficiency with Inselligence

August 29, 2024
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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

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