MAPI Gains a Sales Process which Doubles Discovery Calls, Leading to Higher Close Rates
Company Size
1,000+
Region
- America
Country
- United States
Product
- VorsightBP’s Persuasive Prospecting program
Tech Stack
- Outbound Calling
- Email Prospecting
Implementation Scale
- Enterprise-wide Deployment
Impact Metrics
- Customer Satisfaction
- Productivity Improvements
- Revenue Growth
Technology Category
- Functional Applications - Enterprise Resource Planning Systems (ERP)
Applicable Industries
- Professional Service
Applicable Functions
- Business Operation
- Sales & Marketing
Services
- System Integration
- Training
About The Customer
MAPI is an organization focused on increasing corporate membership among manufacturing executives. They were struggling to effectively communicate the value of their membership to potential members and needed a more structured sales process to improve their conversion rates.
The Challenge
MAPI wanted to increase their corporate membership but faced challenges in tying the membership value to the needs of prospective members. Without a clear sales model and relying primarily on email for prospecting, MAPI recognized the need for a better approach to achieve their goal.
The Solution
MAPI chose VorsightBP’s Persuasive Prospecting program to enhance their ability to reach potential corporate members. VorsightBP developed a sales process with logical stages aligned with how manufacturing executives would progress towards membership. The consulting engagement aimed to improve conversion rates, shorten the sales cycle, implement effective questioning skills, and reduce reliance on email by focusing more on outbound calling.
Operational Impact
Quantitative Benefit
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