About GeoSearch

GeoSearch is a small family-owned company that specializes in Geographic Information System (GIS) technology. They identify and assess environmental risk and work with environmental consulting agencies in order to provide the most accurate information for commercial real estate developers. 

Their sales team has 8 members, who spend half of their time in the field. Reps work remotely and each member of the team covers their own territory across the US.

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“We are a family business and Badger is a part of the family.”

Brian Morgan

Director of Sales, GeoSearch

GeoSearch Case Study Infographic - Click to enlarge

CRM Inefficiency and the Need for Mapping

Brian Morgan, GeoSearch’s director of sales, realized that their old solution, a combination of their CRM and Google Suite, was not supporting all their needs. His team was constantly struggling to geocode their locations, clients, and prospects. GeoSearch was completely relying on their CRM for prospecting, which limited usage to within cities. However, they were looking to find prospects in a broader region beyond city borders. This meant additional time spent prospecting and filtering people, while also making sure none of their existing customers were left behind.

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“It was all about making sure we did not forget about a prospect or that we did not have to go to the same area multiple times. We had to double back more often than we wanted to”

Brian Morgan

Director of Sales, GeoSearch

Before using Badger, GeoSearch chose a different mapping system to combine their CRM data with routing. While they were able to clearly see their prospects and clients on a map, they felt the system was not user-friendly enough. Brian Morgan and his team felt like “they needed to be engineers to figure it out”. Because his sales team spent more time trying to understand the software than actually using it, GeoSearch eventually dropped it.

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“We liked the idea of this mapping system, but the execution was very user-unfriendly. After several rounds of training, our team revolted against using it because it was counterproductive. We spent more time trying to figure out how to use it than actually using it.”

Brian Morgan

Director of Sales, GeoSearch

Finding the Right Solution

Then, Brian Morgan found Badger Maps and decided to try it first with three members of his team. These users found instant success using Badger, prompting GeoSearch to implement the app across the entire team. Brian saw the difference immediately, and noticed that everyone was adopting it easily. GeoSearch’s salespeople appreciated how user-friendly the app was and within a week they were all very comfortably using Badger.   

Thanks to the great training they received from Badger’s customer success team, the implementation was seamless. With a fully customized Badger experience, GeoSearch sales team enjoys all the benefits of the app.

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“Badger Maps was what we always wanted it to be. It is so easy to use that within an hour demo, we had immediate success. We were immediately able to put it into play and begin to reap the benefits of this service. It was an extremely seamless process.”

Brian Morgan

Director of Sales, GeoSearch

Effective Territory Management with Badger

Brian notes that the different filtering options in the Badger Maps app are particularly helpful to his team. The custom fields make a huge difference and help him differentiate between cold leads, warm leads and active clients. GeoSearch’s sales team can now phase out and qualify every lead in the entire country, all within Badger. 

Moreover, with Badger’s integrated lead generation tool, they are able to quickly search for environmental consulting firms on-the-go, without having to open Google or LinkedIn. Brian estimates that he and his team identified over a thousand new qualified leads with this tool. Plus, it enabled them to drop all their other lead generation tools, allowing them to maximize their savings with Badger.

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“We’ve identified over a thousand qualified leads that were not already in our CRM thanks to Badger”.

Brian Morgan

Director of Sales, GeoSearch

Brian Morgan also benefits from the ability to sort his leads by the date of last activity. Being able to identify accounts within the sales cycle is crucial for strategic decision making. As a manager, Brian also needs to track his reps’ work. Badger’s custom filter options along with the check-in reports help him successfully manage his team and their territories.

Badger helps them organize their data and have a clear view of their territory. The app helps identify duplicates within customers and leads. GeoSearch’s reps discovered that they had over a thousand accounts without addresses and were then able to clean their data.

More Time + More Meetings = Better Results

Thanks to Badger Maps, GeoSearch is able to turn their downtime into productive meetings. With one quick look at the map, Brian and his team can identify which customers and prospects are close to them and arrange drop-in meetings.

Badger helps them double their opportunities and find a wealth of potential leads through its built-in lead generation tool. With a team of only 8 salespeople, they are now able to touch thousands of organizations a year. 

Badger saves each sales rep an average of three hours a week, thanks to better data consolidation and easier access to information. By visiting the right customers at the right time with the best route, every trip is twice as productive. Now, Brian’s team is able to fit in more meetings. In fact, with just two more meetings scheduled through the app, Badger pays for itself. 

With Badger Maps, Brian and his team perform to the best of their abilities.

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“Before Badger, I was half as productive. Badger Maps makes every trip more valuable, doubling our opportunities.”

Brian Morgan

Director of Sales, GeoSearch

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