THE PROBLEM
Our client is an internet service provider who were facing challenges from their competitors. Business Intelligence plays a key role in ensuring that a sales lead converts to a closed deal. This comes from understanding the potential customer’s preferences from past transaction data in order to customize the sales for the particular customer in question. Another equally important factor is identifying which sales leads should be pursued by making intelligent selection of sales leads with the highest potential.
Our Solution
Pursuit studied the nature of the problem, and identified Incorta as the tool to be used to reach a solution. We used our data-analysis experience to analyze each sales lead in terms of multiple aspects and properties. We inspected several areas for both successful and unsuccessful past sales leads. Some of the areas that we investigated are:
Time spent on lead
Money spent on pursuing lead
Demographic information
Socio-economic aspects of the lead
Customer satisfaction
Correlation with other businesses
These exercises helped us in making sure that the sales leads could be separated into pools of highly possible, moderately possible, and highly improbable leads. Moreover, each sales action was then being customized for higher probability of conversion and better follow-ups.
The Outcome
