Lead GenerationIMPACT STORY
Growth challenges, incomplete prospecting database, low win-rate percentage, impending new hires in need of validated prospect dataset. These factors served as an opportunity to write a story of creative data sourcing and advanced analytical dissection to empower a commercial team with the most robust and targeted pipeline in their 30+ year history.
- Corporate established higher year-over-year growth targets and approved more “feet on the street” by adding business development staff across the country
- CRM prospect data was limited to knowledge by existing business development managers
- Sales efforts were not yielding satisfactory win-rates and pipeline traction required to meet targets
- Empowered commercial team with a highly sophisticated prospecting database inclusive of 6 data layers and 5 targeting tiers delivering a holistic view of opportunities resulting in accelerated revenues and asset funding.
The following proficiencies were used in this project:
Define robust commercial strategies, establish critical operating rhythms, and construct tools to optimize client retention and prospect acquisition.
Dissect client needs, assess market opportunities, design targeted products/services, create client loyalty initiatives, build portfolio analyses tools, and craft compelling value propositions.
Increase in prospect opportunities
$ billion asset funding opportunity identified
of business' annualized target achieved via initiative
What Was Done
Work-Out sessions facilitated with key commercial stakeholders to understand stated needs and data gaps.
Reviewed existing CRM for availability and accuracy of key data elements.
Uncovered latent needs via process reviews and discovered opportunities to add new data elements to enhance win-rate.
Identified and acquired 5 additional datasets never previously leveraged to create logic algorithms to prioritize prospects in 5-tier model.
Launch + Train
Launched new prospect CRM campaign to train commercial team resulting in a 600% increase in prospects identified, $8B asset funding market defined, and $25MM+ in immediate funding wins.