I2S On-Line Solution - Healthcare
Who was the client?
A global communications software and services company. They provide integrated communications and networking solutions for 75% of the Global 500.
Why does this help them to sell more or do more?
Insight Through to Sales helps our customer to sell more products to more people, by facilitating relevant and compelling conversations with their customers. By using and discussing insights that show they truly understand the needs of their customers, our customer’s sales teams are able to build the rapport and the trust necessary to progress their sales. And when buyers progress on their journey, the assets the sales team needs at each stage of the sale are ready and waiting within the tool. This means more of their customers have the information and the confidence they need to buy at the time they need it, or have the highest propensity to buy; especially important for larger sales.
What did they want?
Our customer wanted to increase their sales pipeline, shorten their sales cycles and create new relationships with their clients. Overall they wanted to make their marketing more effective in the Healthcare vertical they were focused on growing.
What did we do to help them sell more and do more?
We used a segmented, insight led approach to help our customer sell to decision makers within their target accounts. Our research team pulled out the key things on the minds of, for example, a CFO in Healthcare in the USA. We created a cloud-based solution that gives the sales team access to these insights and be really clear on what their company’s response is to them. The tool then links to relevant products and services that could form a solution. This gives their sales teams the confidence to discuss not just the issues on their customers’ minds but also their company’s solution to the issues.