Case studies
What changes in the field, industry by industry
Fourteen teams, seven industries. In each industry one team sells on customer sites and one on an exhibition stand. Each case study says what went wrong before, how the team set up, what happens in front of the customer and what the manager sees.
Oil, gas and energy
How SEL XP fits energy teamsScenarioIn the field
An instrumentation supplier's engineers on plant visits
The sale is decided inside the plant, where phones are often left at the gate. What the engineer saw and agreed reached the office as one line in a weekly report.
- Team
- 5 sales engineers, 1 sales manager
- Field
- Plant visits, two or three a day
- CRM
- Odoo
ScenarioAt an exhibition
A valve and fittings group at a four-day energy show
Three companies of one group share a stand. The same engineers visit all three, and until now nobody could say who had met whom.
- Team
- 12 people on the stand, from three companies
- Show
- A four-day energy exhibition in Abu Dhabi
- CRM
- Odoo, one database for the group
Construction and building materials
How SEL XP fits construction teamsScenarioIn the field
A tile distributor's reps promising samples on site
Samples are promised on a building site or across a designer's table. The finish, the size and who would send it were agreed out loud and written nowhere.
- Team
- 6 sales reps, 2 in the sample room, 1 sales manager
- Field
- Visits to construction sites, contractors and design offices
- CRM
- None yet: spreadsheet export
ScenarioAt an exhibition
A facade supplier sorting specifiers from traders
Four hundred conversations in four days, of two different kinds. One team sells into projects, the other sells stock, and the cards do not say which is which.
- Team
- 9 on the stand: a project sales team and a distribution team
- Show
- A four-day construction exhibition in Dubai
- CRM
- Odoo
Industrial and manufacturing
How SEL XP fits industrial teamsScenarioIn the field
A parts distributor's reps on daily workshop rounds
Six reps call on workshops and traders every day. Few owners have a business card, and the office learned what a workshop wanted only when it phoned in an order.
- Team
- 6 sales reps, 1 sales manager
- Field
- Daily rounds of workshops and parts traders, 12 to 15 stops a day
- CRM
- None yet: spreadsheet export
ScenarioAt an exhibition
A machinery agent running demonstrations on the stand
The machine draws a crowd every hour. One visitor gets the rep's attention and nine others walk away unrecorded.
- Team
- 4 sales engineers and a service manager
- Show
- A four-day manufacturing and packaging show in Dubai
- CRM
- Odoo
Real estate
How SEL XP fits real estate teamsScenarioIn the field
A brokerage's agents at viewings across three branches
Agents from three branches meet the same buyers at viewings. Commission follows whoever met the buyer first, and nobody could say who that was.
- Team
- 18 agents, 3 branch managers, 1 owner
- Field
- Viewings and client meetings in Dubai, Abu Dhabi and Sharjah
- CRM
- Zoho CRM (leads exported until the connector is ready)
ScenarioAt an exhibition
A developer's sales team at a four-day property show
Families walk in without business cards and can reserve within days. The developer needed every one of them to have an agent and a message the same day.
- Team
- 14 sales agents in two teams, 1 sales director
- Show
- A four-day real estate exhibition in Riyadh
- CRM
- Zoho CRM (leads exported until the connector is ready)
Healthcare and medical
How SEL XP fits healthcare teamsScenarioIn the field
A medical distributor's visits for four manufacturers
One distributor sells four manufacturers' equipment to hospitals and clinics. Each manufacturer asks what was discussed for its line, and the answer was put together from memory each month.
- Team
- 9 sales reps in 4 teams, 4 product managers, 1 director
- Field
- Hospital and clinic visits, by appointment
- CRM
- Odoo
ScenarioAt an exhibition
A medical device maker appointing distributors
Distributors from thirty countries ask for exclusivity in four days. The regional managers who own those markets are not all on the stand.
- Team
- 8 on the stand, 4 regional managers
- Show
- A four-day healthcare exhibition in Dubai
- CRM
- Odoo
Food and hospitality
How SEL XP fits food and hospitality teamsScenarioIn the field
A kitchen equipment supplier's engineers on hotel projects
A hotel kitchen is bought once, some eighteen months after the first meeting. Consultant, owner and contractor each decide a part, and the thread between them lived in one engineer's memory.
- Team
- 6 project sales engineers in 2 teams, 1 sales manager
- Field
- Hotel project sites and consultants' offices
- CRM
- Odoo
ScenarioAt an exhibition
A food exporter meeting importers from twenty countries
Five days, a tasting counter and a queue. Every importer was promised samples and a price list, and some heard two different sets of terms.
- Team
- 8 on the stand, 3 export managers
- Show
- A five-day food exhibition in Dubai
- CRM
- Odoo
Technology and security
How SEL XP fits technology teamsScenarioIn the field
A security integrator's engineers on site surveys
Every job starts with a survey of the building. Many clients' cards are printed only in Arabic, plant rooms have no signal, and survey notes reached the office days later.
- Team
- 7 sales engineers in two branches, 2 branch managers
- Field
- Site surveys of offices, warehouses and hospitals, one or two a day
- CRM
- Odoo
ScenarioAt an exhibition
A cybersecurity vendor exhibiting at three shows in one season
Three shows, three organiser apps, three spreadsheets in three formats. Marketing could not say which show had been worth the stand.
- Team
- 10 on each stand: sales, pre-sales and channel
- Show
- Three technology and security shows in Dubai and Riyadh
- CRM
- Salesforce (leads exported until that connector is ready)
See it with your team
Leave every meeting with a next step.
Tell us how your team sells: on customer sites, on the road or at exhibitions. We will show you the app with your products, your team structure and your CRM in mind.
- What happens next
- Day 0You send the form. We reply within one working day.
- 30 minA call on your screen: capture, follow-up, CRM and what your managers see.
- Set-upWe build your workspace with you: companies, teams, products, wording.