Making the Sale

A tale of automated, structured,
and progressive success selling

Once upon a time…

there was a Fortune 500 media and internet company.  They sold many different services to both consumers and businesses. They had 40 different divisions each with quotas.

Every day…

the company tried a variety of sales tactics to sell its services.  They tried email, direct mail, phone calls, and even door-to-door salespeople.

One day…

the company realized they were spending too much money on their marketing and sales efforts with little to show.  They had no way to choose which sales method was the best for each customer.

Because of that…

we suggested a new approach.  What if we could create a much more strategic process that continually improved the marketing and sales processes based on what we could learn from the results.

And because of that…

we built a customized sales automation process.  The system took in customer and prospect profile information and then used an intelligent sequenced approach that learned over time the best ways to reach out to each person.  It started with email messages, then, if there was no response, moved to direct mail.  If neither the email nor the direct mail elicited a response, we queued up a phone call from a professional salesperson.  Then, finally, we sent a door-to-door salesperson.  Once the prospect responded, the system automatically moved them to a different track for cross and up-selling.  The process would also keep track of how, when, and how each customer responded.

Until finally…

the company’s sales increased, and its marketing expenses reduced.  By automating a process that learned along the way, we were able to optimize their marketing spend for the best outcomes.  The result was a structured and progressive process that delivered the right message to the right person at the right time.