In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified.

This week I interview Bryan Estep, Chief Revenue Officer of PipelineDeals.

Nancy: Why does the industry need your solution?

Bryan: PipelineDeals offers an easy-to-use customer relationship management solution (CRM) for companies that have graduated from shared spreadsheets, yet can’t deal with the cost and complexity of typical CRM systems like Salesforce.

The CRM we offer is an efficient way to organize, share, and grow your client base backed by a customer support team that is so motivated and reliable that it is often considered part of our customers’ own teams. The pricing plans are straightforward, affordable, and easy to understand.

Nancy: Why should it be prioritized above other options?

Bryan: PipelineDeals’ product team strives to deliver the most used CRM features and delivers them in a way that is easy to use. In turn, this drives high adoption among our customers’ users. A CRM that is too intensive, and built for a few users who have high demands, bogs the rest of the team members down. Less data makes it in, and it decreases the tool’s power.

PipelineDeals also has a strong customer support component. If you’ve given up asking for help when you run into an online challenge, PipelineDeals will be a refreshing change. We publish our phone number on the homepage of our site and encourage all our users, not just an admin, to call us if they have questions. And the best part is that our customer support is also unlimited and included free in all of our plans.

Nancy: What are the symptoms that indicate an organization would benefit from your solution?

Bryan: If you are already using a CRM and see your team struggling with it, rarely using it, or rendering spotty data, then it is time to consider a change.

Or, are you not using a CRM, and suspect that deals are falling through the cracks? If you want your sales team to get better at sharing information, and making that contact info and history part of the company assets, PipelineDeals is an easy-to-use CRM with reliable support to get you started.

Nancy: Where does your solution fit in the Hierarchy of Revenue Needs™?

Bryan: We fit firmly in the closing deals portion. We deliver on our brand promise of helping our customers grow relationships and close more deals.

Nancy: How mature is a typical organization’s sales stack before adding your technology?

Bryan: PipelineDeals is frequently the first SaaS solution that a company employs. From there they are free to build additional connectivity into our platform. Every business has people at its core, even B2B businesses. Starting, developing, and growing relationships is what our software does best.

Nancy: In what ways is your solution complementary to others that might be in someone’s sales stack now or in the future?

Bryan: We offer a variety of helpful integrations like Google Apps, MailChimp, Outlook, Excel, and Intuit. This empowers our users with additional tools to power their business. We also connect with Zapier, which is a hub of hundreds of additional integration possibilities.

The great thing about these integrations is that you do not need a dedicated IT person to do the integration. A layperson can do them by following a few easy steps. If there are any issues, a quick chat or call or with our customer support will resolve it.

Nancy: What are some of the challenges your solution solves for Marketing/Sales?

Bryan: The primary objective of the tool is building great relationships and closing more deals. The way this is accomplished is by sharing information on the people you interact with, then tracking deals through the deal stages in the funnel. One of the first things we do with new customers is to help them identify the deal stages that lead to sales. This simple step is incredibly powerful in aligning everyone in the sales organization and company to understand where the buyer is in the process.

From there, various insights can be gained from seeing the time from first contact to close, and along each stage by customer, and by sales representative or estimator. For example, you might find that one sales rep is offering deeper discounts to close faster, which may or may not be worth it. Or another rep is challenged at the post-pitch closing stage compared to others, so you can focus on that aspect of his or her skill sets.

It’s also interesting to see how our clients apply some features up funnel – using the email sync as a marketing tool and beyond the sales funnel – using it to cross-sell and upsell to existing customers.

Nancy: What are some good resources if someone wanted to learn what questions to ask, what others are doing, or purchase considerations?

Bryan: I always recommend PipelineDeals Grow University and our Blog Page if you like learning through reading or videos. I think the best way is to ask for a demonstration from one of our account executives, who are the most knowledgeable about how our product helps companies grow their business, and can tailor a presentation specifically for your business at 1.866.702.7303.