Overview

• B2B sales are comples, first, because of having to manage a sales force that needs to be fully aligned, close live deals, while opening new opportunities

• In the context of the customer, any retailer was a potential buyer of their product, so a solution was needed to combine marketing efforts to reach the whole customer base and win the competition for market share

The Challenge

• Sales team were just closing deals coming from digital marketing actions. Prospecting was not a priority in a new and growing market with fierce competition

• At a rate of 2 sales visita per day, the race for 50% market share didn't look good without any additional lead generatoin actions

• The sales team were more into talking to new leads than into closing existing offers, so a follow up system was needed

The Approach

• Prospecting Database: containing potential customers

• Lead Scoring: AI model trained with the historical leads and with won customers, to sort the best leads from the prospecting DB

• Agenda generation algorithm: to feed automatically the hottest prospecting leads to the sales team, based on the programmed physical visits, optimising the sales route

The Results

• Generation of +2k new opportunities for the sales team in 3 months

• Out of these leads, 1.3k prospecting visits were made, resulting on +50 new offers requested by customers