Ewii

It takes more than just a good sales pitch to gain new customers. At Ewii a successful sales process is also about having a structured approach to outreach and, not least, the right tools. Especially physical distances can pose challenges when it comes to planning and collaborating. Ewii is a Danish energy group that, amongst other services, provides electricity plans to households and businesses across the country.

"We have both internal and external bookers as well as salespeople who schedule their own meetings. When we do outbound B2B sales, it’s important for us to have a complete overview of all activities and strong internal communication, so that we can distribute leads in the most effective way and prioritize them correctly,” says Mathias Stielund, Sales Supporter at Ewii.

Ewii switched to using Adversus as its sales platform inwith the goal of optimizing internal workflows for B2B sales.

One major focus was improving the planning phase ahead of sales meetings, so field consultants could minimize transport and waiting time. To achieve this, Ewii actively utilizes the various functionalities offered by Adversus’ calendar integration, combined with the segmentation tool.

"When you work with customers across the country and target virtually every industry, it’s a huge advantage to be able to segment prospects very specifically. On a practical level, it allows us to optimize our calendar planning. For example, we segment geographically and utilize the drive-time calculator to plan routes with minimal travel and downtime for our consultants. If a meeting is cancelled or postponed, we can quickly and easily schedule a new one, since the system is set up so that the most relevant salespeople for a task automatically appear in the booking module,” explains Mathias Stielund.

 

Well-prepared customer meetings

Before Ewii’s prospects are automatically uploaded into Adversus, they go through a selection process with their lead provider, Datapeeps, which also ensures that they are enriched with data such as industry code, location, and company size. Lead enrichment is a crucial step in preparing for customer meetings. It is therefore standard practice that Ewii’s bookers enrich the leads with additional information during their booking calls.

"We put a lot of attention on lead enrichment because, in our experience, it benefits internal processes and creates more value for potential customers, since we’ve already researched and understood their needs before the meeting. It makes a big difference that Adversus doesn’t limit the number of enrichment fields we can create. That gives us a lot of flexibility both in gathering relevant information and in filtering prospects afterwards.

Systematic knowledge sharing

With offices across the country and consultants on the road, it has been essential for Ewii to have clear guidelines on how information is passed from one employee to another - not only to prevent the loss of information, but also to minimize errors. Since all contact attempts and correspondence are automatically logged in Adversus, bookers can focus on lead enrichment and writing detailed handover notes.

"We have employees who haven’t even met face-to-face yet, but who can collaborate seamlessly because they leave notes for each other, and that creates a great experience. It also means we can more easily reassign tasks between employees, since the full lead history is documented and gathered in one place. That way, we’re never in doubt about when someone last contacted a prospect or what was agreed upon, explains Mathias Stielund.

Since switching to Adversus, Ewii has noticed a significant difference. Internal communication has improved, and sales figures have gone up, according to Mathias Stielund:

“We don’t just notice that our workflows have improved - we also see a significant difference in sales numbers, as we keep breaking new records week after week.”

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