Lead Generation
IMPACT STORYGrowth 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.
Challenge
- 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
Solution
- 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
Expertise
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.
