VirtualExpo is bringing the CRM back to its original purpose: helping with sales in a meaningful way.

“It's been a revolution, almost overnight, having automatic filling of CRM fields.”

Cyprien Kersual, Sales Operations & Process Manager at VirtualExpo

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The Company

VirtualExpo Group is a collection of six B2B marketplaces connecting buyers and suppliers from around the globe. With just a few clicks, businesses and buyers can access a million specialized products across various sectors, including aerospace, agriculture and livestock, architecture and design, industry, healthcare, and maritime. Following a thriving period during the global pandemic, which prompted massive digitalisation across industries, the company now attracts 9.9 million buyers each month, reaching an international audience.

This rapid growth pushed the company to adopt numerous tools, particularly a customer relationship management system (CRM).

Focused on simplicity and efficiency in its sales processes, VirtualExpo chose Modjo to enhance the effectiveness of its CRM by providing easy access to 100% objective data on prospects and clients.

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Automating CRM Filling to Spend More Time Selling

The company aimed to standardize its sales processes and centralize data on prospects and clients by investing in a CRM. However, it did not generate the expected ROI because the sales teams were not able to input data effectively due to time constraints, making it difficult to track information throughout the sales cycle.

Inefficient use of existing tools led to siloed teams and the isolation of certain salespeople, affecting overall motivation and sales performance.

To address this, Cyprien Kersual, Sales Operations & Process Manager at VirtualExpo, introduced the Modjo solution internally to simplify CRM usage, thus restoring its initial role as a sales aid.

Thanks to the CRM Filling feature, CRM fields are automatically completed after each call.

“It’s been a revolution, almost overnight, having automatic filling of CRM fields”

‍Cyprien Kersual, Sales Operations & Process Manager at VirtualExpo

Fields are now filled objectively and in real time, meaning that teams are no longer bogged down by administrative tasks—salespeople now gain three hours per week back to focus on selling.

“We now have a very comfortable setup in terms of tools, processes, and results.”

‍Cyprien Kersual, Sales Operations & Process Manager at VirtualExpo

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Enhanced Customer Experience Through Data Accessibility

Before using Modjo, the CRM was incomplete and viewed as a chore, complicating transitions of opportunities between SDR, AE, and retention teams. Poor data flow hindered inter-team collaboration, directly impacting the customer journey.

Now, after each call, teams can access data on any opportunity thanks to the correctly and automatically populated CRM. This significantly smooths the handover of opportunities between different teams.

“We can now hand over opportunities much more qualitatively while reducing 75% of the handover effort”  

Cyprien Kersual, Sales Operations & Process Manager at VirtualExpo

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Easier Pipeline Reviews and Sales Forecasting Through Objective Data

Previously, pipeline reviews and sales forecasting relied entirely on Excel files. This laborious process was also prone to errors as it was completely declarative. Managers had to attend repetitive meetings to track deal progress.

VirtualExpo qualifies its opportunities using the BEBEDC sales method. Now, all qualification elements discussed during interactions are automatically documented in the CRM via Modjo. Managers can now focus on discussions grounded in factual information, eliminating data loss and ensuring constructive exchanges.

“There’s no more data loss. This allows for more precise conversations that align with reality”

Cyprien Kersual, Sales Operations & Process Manager at VirtualExpo

The result is an optimized working environment where Modjo’s user experience facilitates simplified analysis of business relationships. Artificial intelligence provides sales directors with quick access to essential information, enhancing their ability to make accurate forecasts.