Every sales teams wants to experience rapid growth but, all too often, outdated sales processes get in the way. West Shore Home, a provider of high-quality, convenient home improvement services, experienced this first hand. The business is rapidly expanding, recently adding offices in Kentucky and Indiana in addition to its locations throughout the southeast.

The Challenge
West Shore needed an engaging, customizable way to empower its sales team to communicate the company’s unique value, tailor its offerings across locations, and meet each prospect’s needs.

“Our sales teams were relying on whatever they collected to help them sell -- print-outs, brochures, and 100+ page PowerPoint decks,” said Tom Aleman, marketing strategist for West Shore Home. “We tried Prezi, but felt trapped. There wasn’t a solution that we could adjust to the dynamics in the room.”

The company needed a more flexible and engaging sales tool that would ensure its sales teams effectively delivered corporate messaging and leveraged updated design, product specs, pricing, and estimating templates.

West Shore Implements Ingage to Engage Customers, Closes More Sales
In 2019, West Shore implemented the Ingage Sales Enablement Suite, an interactive content creation solution. Ingage provided the team with tools to quickly and easily create, customize, and deliver on-brand, interactive sales content that boosts engagement at every stage of the sales process.

“Ingage gives us a way to showcase our ideas, add imagery and content, and present a more polished view of our products and installers,” said Aleman.

Thanks to Ingage, the West Shore sales team has the ability to navigate the twists and turns of a sales consultation. “If someone wants a lot of detail, we can deliver,” said Aleman. “We can also just give a topline view for someone who doesn’t want to go deep, keeping them engaged and satisfied too.”

Ingage Provides Control and Metrics to Support Sales, Increases Lead Value
Control over the information presented to prospects is important to West Shore. It needed to ensure that disparate sales teams use consistent messaging while representing the company.

“We wanted to take back control and give the sales reps flexibility to customize presentations, all while enabling the marketing team to adjust based on their customer interactions.”

Sales representatives now have access to sales presentations that align with marketing objectives. Updates and revisions are pushed to the field, ensuring they have the most up-to-date content and enabling them to increase the number of sales they close.

“With Ingage, we have seen the value of our average sale increase by 9%,” said Aleman. “Ingage paid for itself within the first month.”

Ingage Metrics Provide Insights for Improvements
Ingage’s analytics measure each viewer’s engagement, allowing the team to learn from every presentation given. The metrics allow sales leaders to understand how presentations are capturing and retaining audience attention, down to each slide. They can see who is viewing the presentation, how it is viewed, and how often.

“Learning from these metrics we can provide feedback, such as where sales reps might consider spending more time to boost results,” said Aleman. “Sales reps who leverage Ingage sell two to three times more.”

Ingage Impacts West Shore’s Bottom Line and Spurs Growth
“We operate on a tight sales cycle, but we’re seeing a higher close rate and higher average sales since implementation of the Ingage Sales Enablement Suite,” said Aleman.

West Shore’s marketing teams are sharing their expertise with others who hope to see similar results. “Ingage is so effective that we’ve also received several inquiries from people who would like us to design their sales presentations.”