How Svea Bank succeeds with targeted prospecting using Goava

Background
Svea Bank is a leading player in the Nordic region in financial solutions, with a focus on promoting business growth. Josefine Seifert, Sales Manager for Payments, saw a need to start working in a more data-driven and structured way with sales, especially the work of finding new relevant prospects to reach out to. Previously, salespeople relied heavily on Google in the hope of finding an exciting new company to contact, which led to a lot of time spent on manual research and salespeople focusing on the wrong companies. Goava is now a key part of reducing the time from prospect to customer, helping the team prioritize the right company at the right time.

The challenge
One challenge for the sales team was keeping track of key customers and managing trust through the often long sales cycles, something that has become increasingly important in a market with stiffer competition and more discerning customers. For Josefine, it was also difficult to follow up on prospecting efforts, both at an individual and team level, making it hard to ensure that the right companies were prioritized and that salespeople were in the best possible position to achieve their goals. Being able to act quickly and test new strategies when something is not working is crucial. In a competitive market, there is no room to wait; improvements must be made here and now.

"Goava enables us to work with data-driven analytics, and helps us prioritize the right customers where our products are most relevant" Josefine Seifert, Sales Manager Payments

The solution
With Goava, Svea has a structured approach to prospecting. By analyzing their best customers, they can identify which companies are most relevant to their products, making it easier for both sales and marketing to target the right segments. With powerful segmentation, they can filter on multiple parameters and break down large segments into several more niche ones. This helps them find companies they previously missed - even in segments they thought were saturated. Here, they can beat their competitors to the punch by finding gems and being first to engage with customers, increasing the chances of securing more business. They can also follow up on how well different segments are being processed, which provides a better overview and makes it easier to prioritize resources

Through Goava's mobile app PING, salespeople have also been given tailored monitoring of their key customers. All relevant information is collected in a personalized news feed, ensuring they never miss important events and can build stronger customer relationships.

The results
Goava has helped Svea create a more accurate and effective sales strategy. Previously, prospecting was based on gut feeling; today, salespeople know exactly which companies to approach. Now they prioritize the right customers where their products are most relevant, which has led to shorter sales cycles, higher conversion and more business. Salespeople save valuable time by focusing on the right companies from the start, and Josefine can easily follow up on how well the team is targeting different segments. With Goava, Svea has established a structured and insight-driven way of working, leading to better resource allocation and a more sustainable sales strategy.

"We appreciate that Goava works closely with us, a supplier that challenges us and our old ways of working.Now the salespeople have the right conditions to achieve successful sales."

Josefine Seifert, Sales Manager Payments