Isotermika revolutionizes its sales cycle thanks to Salesforce

Isotermika is a Mexican company engaged in the marketing, distribution and production of construction materials. With its own-brand product line, the company has positioned itself as a leader in its sector. Isotermika currently has five branches in Monterrey and points of sale in Chihuahua, Estado de México, Tampico, Querétaro, and Torreón. Its mission is to offer products and services of excellent quality, aimed at sustainability and energy savings, thus contributing to the improvement of the environment.

Despite its growth over the last 15 years, Isotermika had several challenges that were not allowing it to grow the way it wanted to. The main one was that their salespeople were using non-standardized methods to quote and sell products, such as WhatsApp and Excel. This lack of uniformity made it difficult to control quotes, sales and conversion times. In addition, the company only had an ERP that served as a database and for invoicing, but did not provide a complete and measurable view of sales operations.

To solve these problems, the company decided to implement a robust and efficient CRM, choosing Sales Cloud from Salesforce. The CRM implementation was carried out in several phases with the help of ETC, the implementing partner, which played a crucial role in communicating with Salesforce and properly training the staff.

This implementation yielded multiple benefits for Isotermika:

Measurable data: The ability to generate real-time reports and analytics provided management with a clear view of sales, including the location and performance of salespeople, as well as the percentage of closes. Identifying areas of opportunity: Access to accurate data enabled areas of opportunity to be identified and effectively addressed. Growth: With a better understanding of customers and their buying behaviors, their customer base has increased significantly. Decision making: The company now has more information on why a sale did not close and which products are the best sellers, which has improved strategic decision making. Thanks to all these improvements, Isotermika has been able to set short- and medium-term goals. Initially they are looking to continue adopting Sales Cloud to ensure that all salespeople are using it (currently, only 60% are using it) while, in the medium term, the company plans to continue growing, opening more branches and integrating its ERP with CRM.

Isotermika's Salesforce Sales Cloud implementation has been a resounding success. The company has not only solved its operational challenges, but has also paved the way for sustained and efficient growth, aligned with its commitment to sustainability and customer service excellence.