In high-stakes energy sales, even minutes of delay can trigger lost opportunities, costing companies millions in revenue. This makes speed and precision critical to sales success, yet these were exactly the areas where BECIS struggled. To address slow response times, the company partnered with Intelegain to deploy Dynamics 365 Sales and accelerate sales execution. Read on to explore how, by shifting to system-driven workflows, BECIS achieved 40% faster sales responses, stronger pipeline visibility, and scalable sales discipline.
Client Overview: BECIS and the Need for Faster Sales Execution
BECIS is a global company that thrives in a sales environment where relationships are critical to outcomes. Even a slight delay or untimely response can significantly influence deal outcomes and weaken customer trust. And since multiple stakeholders are involved in every deal, prioritizing accuracy, accountability, and speed is crucial throughout the sales process.
When customer expectations rose, the company realized that delayed responses and a lack of clear insights into sales activities can adversely impact sales progress and growth. The leadership team demanded a more unified approach to monitor interactions, prioritize opportunities, and guarantee consistent follow-up by sales teams, utilizing integrated tools rather than manual efforts.
Rooted in the energy sector, BECIS encountered a common challenge widely seen across industries with complex sales cycles. To improve response times, maintain strong pipeline management, and support confident decision-making throughout the organization, BECIS needed a scalable, system-driven solution.
The Challenge: Limited Visibility and Delayed Sales Responses
Due to limited visibility into critical sales activities, BECIS’s operations were getting affected big time. It was experiencing difficulties in tracking follow-ups and prioritizing opportunities in real time. Sales teams depended on manual processes, leading to a heightened risk of delayed responses and missed engagements. Besides, lack of automated alerts or structured escalation resulted in unresolved activities frequently going unnoticed, thereby slowing deal momentum.
All these delays affected customer experience and reduced leadership’s ability to maintain consistent sales execution. As expectations for faster, more responsive engagement grew, BECIS recognized that improving visibility and response speed was essential to protect opportunities and sustain growth.
Intelegain’s Approach: Designing a System-Driven Sales Process
Intelegain addressed BECIS’s challenge with a clear objective: to eliminate reliance on manual follow-ups and integrate accountability directly into the sales system. Rather than perceiving delayed responses as a personnel issue, Intelegain focused on redesigning the sales process. It incorporated inherent visibility and control and introduced structured workflows, real-time notifications, and escalation protocols, ensuring that no opportunity remained unattended. This shift enabled sales teams to respond faster while giving leadership continuous insight into pipeline health.
The outcome? A disciplined, scalable sales process designed to support consistent execution across complex sales environments.
The Solution: Implementing Microsoft Dynamics 365 Sales CRM
To overcome visibility gaps and response delays, Intelegain has implemented Microsoft Dynamics 365 Sales as the primary system of record for BECIS’s sales operations. The platform stood out for its capability in bringing together sales operations in one system. Plus, the system offers real-time insights and supports scalable process automation.
Intelegain configured Dynamics 365 Sales to ensure critical sales interactions were consistently tracked and easily accessible. Notification workflows were designed to alert teams when timely action was required, while defined triggers ensured follow-ups were initiated without manual intervention. Escalation mechanisms were also established to flag unresolved activities, reinforcing accountability across the sales process.
By embedding these capabilities into the CRM, BECIS gained greater control over sales execution, improved responsiveness, and a structured foundation to support future growth.
Implementation Highlights: Workflows, Triggers, and Escalations
Intelegain translated BECIS’s sales priorities into a structured, system-driven execution model using Microsoft Dynamics 365 Sales. The focus was to ensure critical sales activities were consistently tracked, acted upon, and escalated when needed – without manual intervention.
Here are the key implementation highlights:
End-to-end sales activity visibility – The CRM systematically captured all key interactions, follow-ups, and deal milestones. It established a unified source of truth that ensured complete visibility.
Automated notification workflows – Real-time alerts informed sales teams when immediate action was required, helping prevent delays and missed engagements.
Predefined triggers for prompt action – Intelligent triggers-initiated notifications based on inactivity, changes in opportunity stages, or predefined thresholds, thereby ensuring quicker response cycles.
Built-in escalation mechanisms – Unresolved activities were automatically escalated to relevant stakeholders, reinforcing accountability and timely intervention.
With this layered approach, Intelegain shifted sales execution at BECIS – from reactive to proactive. By embedding visibility, alerts, and escalation into the system, Intelegain enabled faster responses, stronger pipeline control, and consistent sales discipline across teams.
Results and Business Impact: 40% Faster Sales Responses
BECIS achieved an enhancement of 40% in its sales response time through implementing system-driven workflows. This led to a significant transformation in how they managed opportunities throughout the sales lifecycle. With automated notifications and escalation mechanisms, teams ensured critical activities were addressed promptly, reducing delays that previously slowed deal momentum.
Responding quickly gained the company strong engagements with the prospects, leading to consistent customer interactions. This enabled sales teams prioritize high-potential opportunities with greater confidence, while leadership gained clearer visibility into pipeline status and sales performance.
Furthermore, this improved responsiveness not only delivered speed but also enhanced forecasts and prevented missed opportunities. With a shift from reactive follow-ups to proactive execution. That’s how BECIS strengthened sales discipline and created a scalable foundation for sustained growth – demonstrating how intelligent CRM design can deliver measurable business impact.
Ready to Accelerate Your Sales Response Time?
When slow responses, missed follow-ups, or limited sales visibility start impacting your revenue, it’s time to shift to a system-driven sales approach. Intelegain helps organizations implement Microsoft Dynamics 365 Sales to bring speed, accountability, and precision into every stage of the sales process.
Reach out to us to explore how you can achieve faster response times, stronger pipeline control, and scalable sales execution – just like BECIS.
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