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Lead Optimization

Increase call center productivity

The Client

Worldwide manufacturer of digital office products

The Challenge

Our client was looking to predict outbound telemarketing leads/sales in order to increase productivity in its outsourced call centers nationwide.

The Breakthrough

SIGMA created a predictive model that looked at each customer and prospect individually for their likelihood to become a lead within specific segments:

Modeled on past sales in order to predict future leads/sales.

Example of predictive triggers: number of valid contact names on file, title roll-up, sales rep compensation plan, age of company and D&B Organizational Status (headquarters, branch, single location).

Customer and non-customer names were scored and ranked into a call list. The ranked list was delivered to the call center and 50,000 calls per month were generated.

The Win