Sales transformation using machine learning boosts conversions by 12% for internet search giant
A prominent internet search giant partnered with Fuld & Company to transform its sales strategy for its B2B Office Productivity SaaS products. By leveraging machine learning to estimate the Addressable Market (TAM) for each product, identifying high propensity prospects, and applying geospatial analysis to redesign sales territories, we helped optimize the company’s sales efforts, leading to significant improvements in lead generation and conversion rates.
Fuld’s Sales Optimization Solution Delivered Outstanding Results:
- 10K+ New High Propensity Leads: Predictive models generated over 10,000 high-quality leads, enabling the sales team to prioritize efforts on the most promising prospects.
- 12 Percentage Point Increase in Conversions: Optimized targeting and redesigned sales territories led to a 12% increase in conversion rates, significantly boosting revenue and customer acquisition.
- Enhanced Sales Productivity: By leveraging machine learning and geospatial analysis, the company improved sales efficiency, territory management, and overall sales strategy.
How We Did It
Fuld & Company implemented a multifaceted solution combining machine learning, geospatial analysis, and market estimation techniques:
- Addressable Market Estimation Using Machine Learning:
We used machine learning models to estimate the Total Addressable Market (TAM) for each B2B SaaS product, analyzing internal and external data sources like company size, industry, and historical performance. This gave the company clear insights on where to focus sales efforts.
- Identification of High Propensity Prospects:
Through predictive analytics and propensity modeling, we identified leads with the highest likelihood of conversion. Analyzing factors like buying behavior, previous interactions, and company attributes, we helped the sales team focus on the most promising opportunities.
- Geospatial Analysis for Sales Territory Redesign:
Geospatial analysis helped optimize sales territories by aligning prospects with the strengths of individual sales reps, ensuring a balanced workload and maximizing customer acquisition potential. This also ensured more equitable distribution of opportunities across the sales team.
- Lead Generation and Conversion Optimization:
With these strategies in place, the company generated more qualified leads and improved conversion processes, leading to higher engagement and increased sales conversions.