Customers

“InsideSales.com is exactly what we were looking for... allowing us to dramatically increase the number of leads a single representative can effectively manage.”

Mark Pardy
Market Analyst
Dun & Bradstreet
Canada

LexisNexis PeopleWise

Background

Tom Pilkington, Vice President of Sales at LexisNexis PeopleWise (now LexisNexis Risk Management), was looking to increase sales dramatically, but was limited by several factors:

Insufficient qualified leads for his sales representatives
No tools to increase the productivity of his inside sales representatives
Process of routing leads and follow up on those leads needed to be streamlined
Clear and easy reports on the effectiveness of his sales and marketing campaigns

PeopleWise® introduced the InsideSales.com PowerDialer and Lead Management CRM to Increase Lead Generation and Manage Lead Routing.

Step 1: The Lead Management CRM

Within a few days, Mr. Pilkington’s inside sales team had imported their calling lists into InsideSales.com’s PowerDialer Campaign Module. The streamlined process allowed them to increase their average daily calling volume to over 100 dials a day immediately.

Step 2: The PowerDialer

“Our sales had been flat for two years and we’ve had 3 record-breaking months in a row!”

Once the inside sales lead generation team had mastered the basic processes, the next step was to implement the full PowerDialer module to increase the daily calls to 200 per day. The next elements of business-to-business contacting and fulfillment were automated through email, fax, and voice messaging automation.

“We went from each rep gathering 1 lead every other day to 6.5 (1300% increase) leads per day, all in less than one month using the InsideSales.com system”, said Mr. Pilkington. “Our sales had been flat for two years and we’ve had 3 record-breaking months in a row!”

Lead Routing and Follow-Up

After each lead was qualified, it was converted and routed to an inside or outside sales representative. By the third month outside sales reps were actually asking the lead generation team to “slow down” because they couldn’t keep up. There were 12 outside sales reps and 3 lead generation reps.