Historias de clientes
How Lyft accelerated its B2B sales cycle with Calendly
Lyft’s small-business solutions (SBS) program partners with companies that want to offer ride-sharing as a perk. But the program proved so popular that Lyft struggled to find an efficient way to sort through all their inbound leads.
significa menos programación de tiempo, más ventas de tiempo
Experiencia del cliente optimizada
capta prospectos en su punto máximo de interés
Tasa de éxito duplicada
en ventas entrantes y aumento del volumen de llamadas
Making the most of inbound traffic
Alexia Flores heads up Lyft’s SBS program. Already recognized as a leading ride-hailing service for individuals, her team partners Lyft with companies looking to offer ride-sharing as a perk to their employees, clients or patients. It didn’t take long to figure out there was a demand for this new B2B service. Within days of the SBS program’s launch, Lyft was having trouble juggling all the inbound leads.
Prospects reach out to Lyft through their website, and account specialists used to engage with them from the start. They picked up the query, assessed the potential partners’ qualifications and then moved on to scheduling meetings. But those methods led to unnecessary delays. As a single specialist tried to guide partners through the whole process, converting queries into customers could often get complicated.
Missed form requests, slow responses, and tedious back-and-forth by email risked slowing and sidetracking sales. With little time left to prepare for the meetings themselves, sales specialists missed opportunities to forge new partnerships. Delays cooled hot leads and dulled customer enthusiasm. As the team juggled thousands of accounts each week, efficient and effective processes for scheduling sales meetings
became even more critical.
Seamless handoffs to the sales team
To scale up, Lyft knew they had to cut the time it took to sort inbound requests. Alexia knows improved conversion rates depend on moving partners further down the sales funnel faster. So Lyft set out to restructure and boost customer service capacity.
They hired sales-development reps (SDRs)to sort initial queries and qualify potential leads. Then they put the whole team on Calendly, and had their revamped system up and running in less than a day. Today, SDRs screen new prospects and the qualified leads schedule 15- or 30-minute meetings with specialists. They answer a few basic questions on the Calendly page, and handy integration features push those answers through to the specialists’ Salesforce CRM.“We are able to take more meetings, that’s for sure,” Alexia says. “The specialists know exactly who they are talking to and are able to see all the information for that prospect before the call.”
Now that the Lyft sales team has streamlined its scheduling, SDRs can seamlessly hand off qualified leads making specialists better-prepared for meetings and more able to engage with those leads at times of peak interest. In other words, they can stay focused on closing deals.
Less managing, more customer engagement
The benefits of this simplified buyer experience were immediately apparent. The combination of Calendly and Lyft’s new sales structure allows the SDS sales team to maximize output. Automated handoff means less time managing emails and more time engaging the most promising leads.
Calendly es esencial para mi equipo. Habría sido difícil lanzar este programa sin él.
Specialists take an average of 18 calls each day, and they are onboarding twice the customers they did before trying Calendly. Alexia tracks conversions and show rates, and she uses Calendly to optimize the SBS team’s processes continuously. She can pilot new workflows and reassign resources inside Calendly in a matter of seconds. With a few clicks, she can change which customer pairs with which onboarding specialist — all without disrupting that specialist’s day.
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Historias sugeridas de clientes
How Indiana University streamlined bookings using scheduling automation
By creating a Calendly scheduling page for each piece of equipment in their fabrication lab, Indiana University eliminated manual reservations and made better use of both students’ and staff members’ time.
Simple scheduling is an art form at the College for Creative Studies
The team at the College for Creative Studies juggles meetings with high school counselors, students, alumni, and other members of the faculty. Keeping track of who’s who and how much time they need was a job unto itself. Calendly took the abstraction out of scheduling.
Streamlined customer experience translates into more clients for Ancestry.com
After a spike in clients looking to research their family tree, Ancestry.com realized their existing operational processes wouldn’t be able to keep up as demand increased. Calendly allowed the company to simplify its scheduling function, and before long, genealogy results were coming faster, with less hassle, at a better price.
Acceso fácil para reservas fáciles
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