Subscribe to The Art & Science of Complex Sales

    How to attain “strength and peace of mind” for your company - Berotec’s story

    New Call-to-action

    Berotec is a Swedish consultancy that specializes in IT, technology, and management. Their business includes smaller, individual companies within the larger company, to best serve their markets, while providing a consistently high level of expertise and competence.

    Berotec’s entrepreneurial spirit serves them and their customers well, but also presents challenges in delivering a consistent customer experience across the sales and customer service process.

    Berotec’s leadership came to Membrain as a possible platform to help them grow, and found that our collaboration brought them “incredible strength and peace of mind.” Here’s how it went.

    Berotec needed structure with flexibility

    Berotec’s entrepreneurial culture combined with their desire to grow in an organic and relationship-driven way meant that they needed a sales platform that would provide them with both effective structure and flexibility.

    Membrain’s user interface with user-friendly workflows, checklists, and visual overviews of pipeline and customer relationships provided the structure Berotec’s leadership was looking for. The easy customization of every aspect of the workflows and data analysis tools gave them the flexibility they needed.

    Additionally, Membrain offers dynamic workflows divided into three areas - prospecting, opportunity management, and growth management. Workflows can adapt according to key aspects of each opportunity, to guide salespeople to the right steps based on context. And all of this can be customized without the need for expensive technical coding.

    Berotec wanted to visualize their growth effectively

    “I had no prior sales experience before I came into this role,” says Johnny Tydal, Business Leader at Berotec. “Without Membrain, it would have been tough to keep everything in order. Many things would have slipped.”

    Previously, each salesperson had their own way of selling, and it wasn’t always aligned with the company’s approach. This created inconsistency and inefficiency, according to Helena Torhage, Berotec’s VP of Marketing.

    “That is solved now with Membrain,” she says. “Now we have everybody aligned and following the same process. It works incredibly well, and shows in the results.”

    Membrain provided a smooth, collaborative experience

    “We are very pleased with the collaboration with Membrain in this process,” says Niklas Rengfors, Business Leader at Berotec. He says that Membrain supported their success effectively, “right from the start, in the sales phase to the customer support.”

    Since implementing Membrain, Berotec has onboarded multiple new salespeople. They are able to do so faster and more easily thanks to Membrain’s ability to guide and support salespeople in the company’s unique way of selling.

    Membrain really gives us strength and peace of mind.
    Helena Torhage, VP Marketing at Berotec

    “Salespeople now spend more time with customers, and do business with large-scale clients a lot faster than before,” says Rengfors.

    Additionally, new and existing salespeople require less coaching time because of the support they receive within the Membrain system.
    Precise forecasts, better recruiting, more sustainable future among

    Membrain’s benefits

    Berotec’s leadership finds Membrain’s long-term sales process support to be exactly what they needed. They cite precise forecasts and the ability to build strong, long-term relationships with the right customers among the benefits.

    “Membrain supports our long-term sales process by giving us access to precise forecasts,” says Torhage. “With that support, we can build long-term relationships and deepen our relationships with the right customers. We have what we need to bring Berotec into the future.”

    Additionally, they appreciate how Membrain supports them in onboarding the high quality talent that sets them apart from their competitors. Membrain’s outstanding onboarding, training, and guidance supports them in recruiting “incredibly talented professionals” to their teams.

    “Membrain really gives us strength and peace of mind,” says Torhage. “So we can grow into a more sustainable future.”

    Listen to Berotec’s leaders talk about the collaboration with Membrain, in their own words, here (Swedish with English subtitles:)

    George Brontén
    Published May 11, 2022
    By George Brontén

    George is the founder & CEO of Membrain, the Sales Enablement CRM that makes it easy to execute your sales strategy. A life-long entrepreneur with 20 years of experience in the software space and a passion for sales and marketing. With the life motto "Don't settle for mainstream", he is always looking for new ways to achieve improved business results using innovative software, skills, and processes. George is also the author of the book Stop Killing Deals and the host of the Stop Killing Deals webinar and podcast series.

    Find out more about George Brontén on LinkedIn