Before 2020, ITLH conducted off-line training programs. It was a traditional education model, and it was relatively easy to build trust amongst potential buyers. As the team was small and sales process not very complex, ITLH utilized their in-house CRM for sales management.
However, due to the pandemic, ITLH had to transition to a virtual training model. As it is harder to build consumer trust for online education programs, ITLH needed to adopt a strong digital marketing strategy backed by personalized and effective sales.
ITLH’s in-house CRM did not have marketing automation tools, and as team size grew, it was getting harder to effectively manage sales teams. Here are some of the challenges they faced while trying to transition to a virtual education model.