LeadtoMarket Case Studies

Case Study 1: Outsourced model of Inside Sales

The customer

Is a rapidly growing BI software company with a strong presence in the APAC, ANZ.

The Challenge

The prime goal for the client was to generate a large number of sales leads in the US, EUR, APAC in order to cater to the swiftly growing sales team. The client used Salesforce.com to manage the sales process; hence another challenge was a timely update of sales information to client’s pipeline report.

    The two tasks accomplished by the market research team were:

  • Collating information related to business from specific websites and generating leads. The challenge here was a timely update of this lead data into the existing pipeline reports.

  • Acquiring raw lead lists filled with a number of potential customers. The challenges faced in this task were variable formats, unstructured data, inaccurate information and ineffective leads

  • The client’s primary concern was to let the sales team concentrate on the sales process rather than updating the lead-data and building the pipeline. They needed the sales team to improve the conversion ratios considerably.

The Solution

Our team of experienced professionals designed a great strategy and efficient process to generate high-potential leads according to the customer’s business requirements.

  • We initially designed a process which generated leads based on a number of pre-defined parameters. Some of them include the type of industry, geographical location of the company, annual turnover and the core-products of the company. These leads were updated periodically in the clients’ dashboard.

  • The raw lead lists were customized to have a universal structured format which could be directly imported to the dashboard.

  • This process ensured that all the Regional sales teams had enough leads in the buffer to reach the conversion ratio targets.

The Results

  • Higher efficiency and conversion ratios in the sales process

  • Enhanced management capabilities of the sales pipeline

  • Significant cost-savings due to a great cutback in the operational costs

  • Client had their ROI within a span of 12 months

-Case Study compiled by Darren Rozowsky – Managing Partner – Lead to Market