Professional Services Sales for Data Analytics

by | Apr 10, 2015 | Client Case Studies, Outsourced Sales and Marketing

Glen Springer – Founder & Head of Automation and AI at Scale

Use Data Analytics for Professional Service Sales

The Challenge

Offshore Marketing Services Provider focused on selling highly complex data analytics solutions to the Fortune 500. Cost of doing business was initially very high because of limited servicing capacity and solutions were still in development. Closing the sale required the engagement of multiple decision makers.

Selling To: EVPs and SVPs of Sales and Marketing, Category Manager, Pricing and Promotions Directors, VPs and Directors of Loyalty

The Solution

  1. Sales Consulting – Customized value proposition, scripts, ROI and collateral designed by vertical by vertical as Fortune 2000  was systematically targeted
  2. Lead Generation Outsourcing – Gabriel Sales staffed full time inside sales representative to generate leads and to provide initial qualification and prospect development as well as data analytics.
  3. Sales Outsourcing – Staffed Senior Sales Executive representing carrying the client’s business card accountable for closing proof of concept deals and then working with Marketing Service Provider’s senior executives and business practice heads to scale revenue as relationships were transitioned from sales to internal account management teams to manage on a day to day basis.
  4. Full Time Sales and Marketing Operations Outsourcing – Gabriel Sales took over U.S. sales and marketing operations including a Senior Resource acting as U.S. VP of Sales and Business Development managing all US sales and marketing efforts.

The Results

Years 1 and 2

Gabriel Sales data analytics generated 60 qualified prospects, closed 16 proof of concept deals and scaled 5 relationships into annuity deals generating $250K plus annually.

Years 3 and 4

Gabriel Sales data analytics closed multiple deals worth over a million dollars annually for a collective annual run rate of $12M plus.

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