Lead Generation


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.

Project Outcomes

Revenue Growth

Prospect Acquisition


The following proficiencies were used in this project:

Commercial Strategy


Commercial Strategy

Define robust commercial strategies, establish critical operating rhythms, and construct tools to optimize client retention and prospect acquisition.

Business Discipline

Marketing Strategy


Marketing Strategy

Dissect client needs, assess market opportunities, design targeted products/services, create client loyalty initiatives, build portfolio analyses tools, and craft compelling value propositions.

Business Discipline

Key Stats


Increase in prospect opportunities

$ billion asset funding opportunity identified


of business' annualized target achieved via initiative

What Was Done

Commercial Engagement

Work-Out sessions facilitated with key commercial stakeholders to understand stated needs and data gaps.

Data Verification

Reviewed existing CRM for availability and accuracy of key data elements.

New Opportunities

Uncovered latent needs via process reviews and discovered opportunities to add new data elements to enhance win-rate.

Enhanced Sophistication

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.

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