Project to Improve Lead Acquisition Efficiency for B2B Companies
Customer Engagement Management (CEM) integrated with SFA data
- CXM Center
01.
Client Challenge
The B2B IT solutions provider had been acquiring leads through webinars and white papers, but faced challenges with lead quality and conversion rates.
The sales team's response to leads was also delayed.
02.
Massive Act's Approach
We integrated CRM data with marketing automation tools and implemented a lead scoring system.
We built a mechanism to automatically deliver high-scoring leads to the sales team, enabling rapid response.
Furthermore, by sending personalized follow-up emails at the optimal time based on lead behavior data, we streamlined lead nurturing.
03.
Project Outcomes
Lead acquisition efficiency improved, with conversion rates for high-scoring leads increasing by 40%.
Sales team response times were reduced by 20%, significantly improving sales performance.
Additionally, the improved lead quality led to more positive feedback from the sales team.
