Boosting lead conversion

Case Study
Written By Lucianne Uwins

Discover the impact of modern sales tactics on increasing lead to opportunity conversion rates. By leveraging social selling, data-driven prospecting, and personalised outreach, you can boost sales performance and drive business growth.

For every $1 spent $66 were returned in pipeline.

 

At a glance

A global lead qualification and revenue team’s modernisation service delivered by providing outsourced business development and a completely new set of sales workflows, processes, and tech stack to support exponential growth targets.

 

Challenges

The Cybersecurity startup BlueVoyant were looking to add sales resources to their North America and EMEA teams, and optimise lead follow-up processes to generate more business, improve lead conversation rates, and enhance operational reporting.

 

Solutions

Automated Lead Journey Map

Created multi-channel lead journey maps (email, call, social) specific to BlueVoyant's inbound and outbound sales approaches. Built-in high level automation to boost follow up prioritisation.

Implementation and Integration

Facilitated and coordinated the integration of the process into an existing CRM and tailored to meet internal workflows. Leads being automatically updated based on completed task actions and qualifying fields.

Sales and Operational Support

Conducted support and training sessions to help users learn and understand the processes. Provided ongoing lead conversion metrics, analysis and CRM reporting.

Process Optimisation

Optimised and enhanced end-to-end sales process, which minimised lead decay and provided sequence analysis for monthly business reviews.

 

“

Accelera has helped us create and implement a concrete lead conversion hand off process. We've received outstanding ongoing support and data analysis from them. It's rare to have a vendor truly be an extension of our in-house team. They consistently look for new ways to improve the process and increase our lead conversion metrics.

“

Melissa Davis, Marketing Operations Manager, BlueVoyant

 

Results over H2 - 2021

 

60%

CONVERSION

rate from meeting to opportunity

 

1800+

INCREASE

weekly touchpoints increased for each sales rep

 

$13.2M

PIPELINE

activity generated over H2

 

+5

EXTRA

trackable metrics added for a more analytical reporting

Lucianne Uwins

I’m Lucianne, a creative designer specialising in website design, branding, marketing collateral for businesses large and small particularly within the retail sector. I also love to work with brides and grooms-to-be on their wedding branding, websites, invitations and more.


I help businesses grow using a personalised, hands-on approach to your brand identity and design requirements.

https://www.soleycreative.com
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