Challenge

The individual salespeople primarily drove the company’s existing sales qualification process through emotion, personal knowledge, and their instincts.

The lack of data-driven insights led to inconsistent outcomes. This meant that sales teams incorrectly qualified a large portion of sales opportunities, missing out on stronger revenue opportunities.

Solution

After collaborating with Rainbird, the team built a sales qualification model that represented competing data points. It combined the perspectives of six different business areas, each had a role to play in the qualification process.

Rainbird displays a list of the most pertinent factors so that a comprehensive and informed decision can be made in each case. Rainbird’s models incorporated deal suitability criteria with emphasis on factors influencing the likelihood of winning a deal.

Outcome

With the Rainbird-powered tool, the professional services firm now has a more consistent approach to how they qualify sales opportunities and has, ultimately, increased sales.

Talk to our experts today to find out how your organisation can benefit from Rainbirds decision intelligence.