Revolutionizing Lead Management with IoT: A Case Study on OptionsANIMAL
Applicable Functions
- Sales & Marketing
About The Customer
OptionsANIMAL is a financial education company that provides courses, tools, and community support to help individuals understand and navigate the world of finance and investing. The company was struggling with managing a large volume of leads, with many high-quality leads falling through the cracks due to resource gaps and time constraints. The sales team was also missing opportunities with prospects who were eager to buy, leading to a decline in the opportunity conversion rate. The process of managing the pipeline was a manual and time-consuming task, with no consistent email follow-up cadence.
The Challenge
OptionsANIMAL, a leading financial education company, was facing several challenges in managing their leads. The sales team was overwhelmed with the number of leads coming from webinars and other sources, leading to many high-quality leads falling through the cracks due to resource gaps and time constraints. The sales team was also missing opportunities with prospects who were eager to buy, leading to a decline in the opportunity conversion rate. Furthermore, the process of managing the pipeline was a manual and time-consuming task, with no consistent email follow-up cadence. This lack of a systematic approach was causing high-quality Sales Qualified Leads (SQLs) to stall at the bottom of the sales funnel.
The Solution
OptionsANIMAL turned to Conversica, an AI-powered sales assistant, to address these challenges. Conversica's solution ensures that no lead falls through the cracks by engaging each individual through dynamically generated, two-way 'human' conversations. This approach allows leads to be touched at an early stage in the lead life cycle, providing transparency into the prospect's buyer journey and determining the appropriate contact cadence. Furthermore, leads are only sent to the sales team when they are ready to convert, accelerating engagement while the lead is 'hot' and reducing the sales cycle. The integration between Conversica and HubSpot also bridged the gap in OptionsANIMAL's technology stack, introducing more automation to facilitate the buyer's journey.
Operational Impact
Quantitative Benefit
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