Driving Sales Operations and Revenue Growth

MarTech

BUSINESS CHALLENGE

The client develops sales growth tools and helps create a sales force through technology, process, training, and sales team design. Their prime focus was to improve lead prospecting and follow-up to raise sales conversion rates for their customers.

• Historical data had to be leveraged to understand the user behavior for new prospects and follow-ups. The client wanted us to use this data to improve the overall sales numbers.
• Their transactional system generates extensive operational data in diverse formats, hindering correlation and actionable insights.
• Our goal was to unify and expose the data uniformly to ensure streamlined accessibility and generate valuable insights.

We enhanced data pre-processing and cleansing using the domain knowledge of the client's business, filtering out unnecessary data points and focusing more on the important metrics.

• Instead of using one model, we trained several models regularly, compared the results, and picked the best one.
• We used machine learning on top of the data generated by details of the pitch of sales executives to improve lead targeting.
• We created a central repository of all the data generated by the client as well as consumed from third-party vendors to be leveraged for discovering use cases.