It’s About Your Success

We serve customers in a wide range of industries. Using data driven methodologies, we can help you fine tune your marketing and sales efforts to deliver better sales conversion rates and reduce customer churn. Here are a few examples of what we have done to help our customers improve the most important thing: bottom line sales.

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From prospecting for new clients to managing customer retention, our data driven methodologies can help you optimize your sales and marketing efforts.

Sample Industries and Clients We Have Served

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Manufacturing

Xerox | Protective Industrial Products, Inc. |The Raymond Company

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Wholesalers

McNaughton-Mckay Electric |Arrow Electronics |Hardware Specialty Co.

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Computers, Software, and Services

Akamai Technologies | Dassault Systems |Construction Market Data Group

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Banking and Investment Services

Sumitomo Mitsui Trust Band | Peoples United Bank | Webster Bank

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Telecommunications

Avaya | Granite Telecommunications | Towerstream Corporation

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Insurance

Prudential Financial | Harvard Pilgrim Health Care | Tufts Associated Health Plans

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Business Services

Aquent | Modern Marketing Concepts | Paycheck

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Printing and Publishing

Clarke American Checks |Gatehouse Media

Success Stories

Acquisition Targeting

We developed a custom model and all the companies in the client’s CRM system were assigned to Acquisition Tiers based on a company’s likelihood of acquiring a product in the next 12 months. The client has used Acquisition Tier Scores for over 5 years throughout their Sales and Marketing organization. The results? Simplified acquisition target development, reduced inefficiencies and increased lead and sales rates.

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Acquisition Targeting Case Study

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Prospect Targeting

We developed a custom model that grouped prospect companies into tiers based on their likelihood to purchase. To test the accuracy of the scoring we examined those companies that became new customers following the scoring and determined that the rate of new customer followed the tier level predicted. Those placed in the A level (highest likelihood) had the highest conversion rate and those rated E and below were the least likely to acquire. Prospects in the A category were 4 times more likely to convert, where those in the E rank converted at 3 times lower than the market average.

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Prospect Targeting Excellence Case Study

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Increasing Sales Leads

We worked with one client  to review their telemarketing and sales strategy. By focusing on the acquision analytics, we developed, their  sales team was able to focus on the right customers and prospects at the right time. This helped their sales team focus on contacting those who ranked highest in our model. By calling on those with the highest Acqusition Tier first, the client increased their sales lead rate by 4 times for customers and 2 times for prospects.

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Increasing Sales Leads Case Study

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Telemarketing Lead Generation

We developed a model that grouped prospect companies into tiers based on their likelihood to purchase. We evaluated those targeted in an ongoing tele-marketing program to generate sales leads. It was determined that 55% of calls were made to lower rated prospects. By helping the call center focus on prospects most likely to convert, lead rates increased by 27% and sale rate increased by 56%.

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Telemarketing Lead Generation
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Boosting Sales Efficiency

Many sales people get overwhelmed with the number of customers and prospects in their territory that show up in their CRM system. We work with our clients to tier both current customers and prospects to help their sales teams focus in the right areas.  In many cases, this can increase your conversion to sales rate by up to 65% by making your sales process more efficient.

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Boosting Sales Efficiency Case Study

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Accelerating Sales

We evaluated the prospect listing in our client’s internal CRM system. Through our modeling effort, we were able to evaluate how likely a prospect was to acquire our client’s product. We determined that 45% of the prospect listing had a low acquisition rating. However, there were a large number of excellent rated prospects that were not included in their CRM system. To test the accuracy of our Prospect Acquisition Tier determination we included a set of Excellent rated prospects that were not in their CRM system in their next tele-marketing campaign. The lead rate results proved that Excellent rated prospects performed as expected whether they were already in their CRM system or not. The client updated their CRM system to include additional Excellent rated companies that were missing from their CRM system. Sales rates increased by more than 50%.

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Accelerating Prospect Sales Case Study

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Reducing Customer Churn

Our client had a serious problem with customer churn within the first 2 years of service. The client provided us a listing of companies that had churned recently. We examined the Prospect Acquisition Tier score for each company that had churned. In examining termination rate by Prospect Acquisition Tier Score we determined that those most likely to acquire are also least likely to terminate. The group with the highest termination rate was also the least likely to return, helping the sales team focus on the right prospects when pursuing new customers would naturally reduce the churn rate.

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Let's talk about the challenges you are facing and develop a customized strategy that will increase your marketing and sales efficiency.

We can help you find and keep your best customers.

Optimize Your B2B Prospecting

 

Contact

Get In Touch

(585) 797-5514
Mike Sullivan
M-F: 8am-5pm

Case Study Download
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Accelerating Prospect Sales Case Study

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Case Study Download
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Acquisition Targeting Case Study

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Case Study Download
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Prospect Targeting Excellence Case Study

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Case Study Download
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Telemarketing Lead Generation
Case Study

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Case Study Download
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Reducing Customer Churn Case Study

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Case Study Download
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Increasing Sales Leads Case Study

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Case Study Download
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Boosting Sales Efficiency Case Study

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