Project Description

B2B LEAD PRIORITIZATION

Sales calls

Background

The Client, an insurance company, wanted to save cost from outbound sales calls. For that purpose, the Client needed to identify the leads with a high propensity to buy in order to increase conversion and optimize acquisition costs.

Solution

The solution was to rank leads on their propensity to buy more on the next call, per product category. The Client would use the prioritized list for the next outbound activity.

Using existing data from the Clients CRM system, public information and responses to previous marketing efforts, One Prediction could predict each lead’s probability to buy on the next call, per product category.

Results

By targeting only the leads with a propensity to buy over a specific threshold, the Client could reduce their costs by 30%, by not calling the leads that were unlikely.