CRM
Five CRMs became one. Their close rate went from 11% to 19%.
Harbor & Pine had leads in HubSpot, GoHighLevel, three spreadsheets and two form tools. Now every contact lives in Cosella, researched and assigned before the call.
- 19%
close rate, up from 11%
- 1
place for every contact, down from 5
- 9 minutes
from new lead to the right rep, down from 2 days
Before Cosella
Leads came in from everywhere. The old leads sat in HubSpot. The newer ones were in GoHighLevel. Webinar sign-ups were in a spreadsheet, and the VSL applications were in Typeform.
So two reps would call the same person. Nobody knew who had spoken to a lead before. And reps walked into calls blind: no background, and no idea whether the person could afford the program.
“Every Monday started with an argument about whose lead it was,” says Dana Whitfield, their head of sales.
- 01
Everything in one place
Harbor & Pine imported HubSpot and GoHighLevel into Cosella in an afternoon. Every contact is labelled by where it came from: their old CRM, the funnel, or Lead gen. One list, no duplicates.
- 02
Every lead researched before the call
Cosella reads each lead’s forms, past calls and company, and shows their financial picture: credit, income and what they can afford. Reps open a one-page brief before every call.
- 03
The right rep, every time
Cosella assigns each contact by score and history. Leads who can buy go to the best closers. Anyone a rep has spoken to before goes back to that rep. Dana still moves people by hand when she wants to.
Results, in 90 days
| Measure | Before | After |
|---|---|---|
| Close rate | 11% | 19% |
| Places a lead could live | 5 | 1 |
| Time from new lead to assigned rep | 2 days | 9 minutes |
| Leads called by two reps | About 1 in 8 | None |
| Calls where the rep had read a brief | Rarely | 94% |
19%close rate, up from 11%
“We didn’t need more leads. We needed to know who we already had. Now every rep walks into a call knowing who they’re talking to and what that person can afford. That’s where the extra eight points came from.”
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