Criteria-focused sales leads provided to a leading enterprise contact center software company

Objective

Help a world’s leading contact center, self-service and workforce solutions company market Enterprise Contact Center Solutions and help in augmenting product awareness and sales enablement.
Target: Head – CIO, CTO, COO, VP-IT, VP-Operations, Head-IT, Head- Call Center/Contact center/Customer Experience, Head-WFM, Global Head-Technology – across BFSI, Healthcare, E-commerce, Manufacturing, and IT/ITES

Solution

Lead Generation
Building database of target audience for marketing campaign and lead generation from the same.
Deep Profiling basis the criteria and telecalling activity of target database, understanding customer requirements in detail using probing questions.
Handover leads to client’s IS team on a daily/weekly basis and taking weekly feedback on leads assigned.
Analysis of lead feedback received from the client’s IS team, including tracing the number of leads closed, accepted, pending for validation and rejected leads.
Re-view call with client and the IS team on a weekly basis.
Mapping number of closed leads with number of leads accepted by client sales team to calculate the ROI for review and analysis of marketing campaign.
Providing client with weekly, monthly reports of leads delivered to enable analysis of marketing campaign effectiveness, sales team performance and strategy planning

Results

Profiled 1,596 companies across target industries and generated a total of 328 leads and assigned to the client’s sales team. 158 leads accepted by sales resulted in the client closing sales deals worth US$ 29851
The results received from the campaign enabled the client to strengthen and widen the portfolio of product offerings to its clients and have a more streamlined approach.
The client discovered the main decision makers in each specific company it was looking for and increased the client’s brand/new product awareness within the market.
From the information collected, the client discovered prospects’ budgets, and their timeframes. In addition, it provided the client with a stronger knowledge of competitors and need for business intelligence solutions in the market and the issues prospects were experiencing with competitors’ products.