Spring Venture Group 通过 Conversica 提高销售效率
技术
- 基础设施即服务 (IaaS) - 虚拟私有云
- 可穿戴设备 - 虚拟现实(VR)眼镜/耳机/控制器
适用行业
- 城市与自治市
- 金融与保险
适用功能
- 采购
- 销售与市场营销
用例
- 库存管理
- 基于使用的保险
服务
- 系统集成
关于客户
Spring Venture Group 是一家位于密苏里州堪萨斯城的创新型保险经纪公司。该公司专门销售健康和人寿保险，包括补充医疗保险计划。通过比较 25 家不同运营商的购物计划，Spring Venture Group 能够为客户找到最佳的保单费率。该公司一直在寻找提高销售团队效率的方法，特别是通过使用销售自动化解决方案。它从多个来源产生潜在客户，包括直邮、需求生成活动、其网站，以及通过竞价从第三方供应商处购买潜在客户。
挑战
Spring Venture Group 是一家位于密苏里州堪萨斯城的领先独立保险经纪公司，该公司正在寻求提高其销售团队效率并降低每笔销售线索获取成本的方法。该公司通过各种来源（例如直邮、需求生成活动、其网站）以及通过竞价从第三方供应商处购买潜在客户来产生潜在客户。营销副总裁面临的主要挑战是确定营销所需的潜在客户数量，以推动销售，从而在不增加每次转化成本 (CPA) 的情况下实现其目标。该公司已经在使用 Salesforce 等销售自动化解决方案，但需要更有效的解决方案来管理销售转化流程。
解决方案
Spring Venture Group 于 2014 年初实施了自动化销售转化管理软件 Conversica。该软件与 Salesforce 集成，并使用名为 Mary 的虚拟角色来联系、吸引和鉴定销售团队三天后无法联系到的潜在客户。五到七个表盘。一旦 Mary 收到潜在客户的意向确认，Conversica 应用程序就会向销售代理发送一封警报电子邮件，然后由销售代理跟进该热门潜在客户。代理记分卡是 Conversica 与 Salesforce 集成的一部分，可帮助管理销售团队并就哪些代理应参与特定营销活动做出明智的决策。该公司还使用 Conversica 的指标来评估潜在客户来源并确定表现最佳和最差的人员。
运营影响
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