The company’s existing sales qualification process was primarily driven by emotion, personalknowledge, and the instincts of individual salespeople.
The lack of data-driven insights made outcomes very inconsistent and a large portion of salesopportunities were being incorrectly qualified – with stronger revenue opportunities being missed.
After collaborating with Rainbird, the team built a model that represented competing data points and combined the perspectives of six different business areas, each of which had a role to play in the qualification process.
Rainbird displays a list of factors that are most pertinent 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.
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.
Where to next?
We continue to work with the firm on a number of other opportunities across the business including:
Accelerating and scaling their RPA program, improving efficiency, and reducing costs.Supporting the team in their global onboarding program. Driving greater transnational payroll and tax use cases.
Take your first step towards transforming your organisation with truly intelligent automation
If you want to find out more about how Rainbird can help you, contact us to talk to an expert.