More deals and less guesswork for J3M

Do you also want better structure (and results)
for your sales team?

Excel wasn’t enough

J3M is a full-service supplier of steel structures, delivering complete steel frames for logistics and industrial properties in Sweden and Norway. With around 90 employees, they cover the entire process – from design and engineering to installation. As the number of projects grew, so did the need for better structure and oversight.

“We used to have Excel sheets for everything. It was hard to know what had been said to the customer and what had been done,” says Philip Idin, Sales Manager at J3M.

“Having worked with Lime at my previous company, I knew I wanted all our data gathered in one place. So when I joined J3M, I was determined that we should get such a system,” says Philip Idin.

An easier way to prioritise projects

Today, both the sales team and management use Lime CRM. All new project inquiries are registered directly in the system – along with key information such as project size, location and drawings.

– We get a lot of inquiries but can’t calculate on all of them. With Lime, we’ve built a way to classify and filter projects so we can focus on the right ones from the start. We can also see statistics for each customer: how many inquiries we’ve had, and how many we’ve won or lost. This helps us prioritise better in the future, says Philip Idin.

– Lime helps us keep track of every project’s status and ensures follow-ups happen at the right time. With reminders and clear responsibilities, the risk of things slipping through the cracks is reduced, he says.

Focusing on the right projects paid off

When the market became tougher, J3M chose to act proactively. Using Lime, they analysed their project portfolio and identified the deals most important to win.

– We went through all the data in Lime and selected the projects we knew were critical. We marked them as focus projects, set a goal to win 70% of them – and we did!

Reporting deals and decision-making have also become much easier. The CFO regularly extracts data directly from Lime for management meetings and strategic work.

– There’s no longer any uncertainty about the numbers. Everyone works from the same picture, says Philip Idin.