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.
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