Spartivento has been operating in the Italian boating market for over 20 years and is a leading reference in both sales and rental sectors.
Today, Spartivento’s fleet consists of over 100 sailboats and catamarans available at their 6 charter bases located in some of Italy’s most beautiful coastal areas.
The company’s goal is to help customers fulfill their nautical dreams, make them happy, and feel at home, assisting them in selecting their dream yachts.
The commercial department is central to Spartivento's boat sales operations.
Many opportunities arise at industry trade shows and events, where the most promising leads are discovered, boats are showcased and visited, and potential customers' interests and needs can be assessed.
However, sales are often not concluded directly at the fair/event, and negotiations need to continue at a later stage
But Spartivento's team was unable to track what transpired during these events, which became a significant issue as it led to missed opportunities for closing deals.
Lack of visibility on meetings held by sales staff during fairs or events, making it difficult to assess the progress of these interactions.
Absence of an effective, unified system for tracking potential buyers' information to support sales staff in post-visit negotiations
Potential buyers who visited the boats at fairs or events did not receive follow-up information, leading to a risk of forgetting the offer quickly.
Create a centralized data collection point allowing the management to monitor the progress of the sales team's visits.
Provide sales staff with an easy, intuitive, and quick system to consistently record visit information.
Establish a nurturing system for those who have visited a boat, to help them remember Spartivento's overall offer
We created a dedicated landing page, optimized for mobile, tablet, and desktop, where all relevant data from visitors to the boats at fairs and events could be easily inputted. The system is:
Easy and intuitive.
Accessible and optimized for all devices (desktop, mobile, tablet…).
A single device for all sales staff.
We automated the process of inputting information into the CRM: the data entered into the landing page automatically created a new lead in Salesforce, already populated with all the necessary information and labeled with the “Fair/Event” origin. This allowed:
For the Sales Team:
A comprehensive and up-to-date view of all data and interests from users.
For Spartivento's Management:
Visibility into the sales team's performance and results.
We also created email journeys for nurturing leads from the landing page. The content is dynamic and personalized with:
The user's name.
A description of the specific brand of interest and its potential based on the recorded data.
A link to learn more about the boat models available from that brand within Spartivento’s fleet.
Based on the project's objectives and the company’s characteristics, the project team identified the best implementation solutions to fully leverage Salesforce’s capabilities.
We developed the project through weekly SALs (Status Update Meetings), maintaining constant alignment with the client for quick and direct feedback throughout the project’s evolution.
After implementation, we created comprehensive project documentation to ensure that all users could easily understand and follow the implementation logic.
We continuously updated the implementation process to address the sales team’s evolving needs, ensuring everything remained aligned with new boats and business requirements.
Sales Cloud
Sales Cloud offers all the necessary tools to manage the business. It enables lead generation, managing ongoing sales opportunities, nurturing relationships with existing accounts, forecasting revenue, setting sales territories, and organizing sales teams.
Account Engagement
Account Engagement enables easy creation of landing pages and personalized marketing actions. It allows the creation of different journeys based on users' interests, integrating information directly with Sales Cloud. It optimizes performance and improves user relationships.
Monitor Visitors
Manage the details of visitors to Spartivento's boats at fairs and events.
Support Sales Staff
Help the sales team have a unified environment to record all lead information gathered at the fair/event.
Track Interests
Easily track and assess visitor interest (models, boats, whether they own other boats, etc.).
Provide Additional Information
Offer additional in-depth information to the lead based on their specific interests over time.
Analyze Interests and KPIs
Easily determine if the leads continue to show interest and smoothly move toward the final sale.
Updates
Quickly update the fleet availability for each sales representative.
The Tech team helped Spartivento centralize its business negotiations, which now take place at fairs and events, enabling all collected information to be stored in one place.
As a result, the team can track information effectively and easily consult any data at any time.
Finally, through the journey set up in Account Engagement, every lead that visited the fair receives a personalized communication based on the information recorded. This aims to nurture interest and continue communication with the user, further facilitating the sales process.
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