Financial Services Organization


The Challenge
When a leading financial services organization expanded their marketable universe of eligible members, marketing was poised to drive awareness and lead generation. However, there was no formal sales function, sales process or tools to convert leads into purchasing customers.
The Approach
Set up organizational design, roles and accountabilities, and established a sales competency via lead management, merchandising, offer optimization, referral and cross-purchasing, and customer retention.
The Results
Sales Execution was fully integrated with marketing via the Relationship Framework, maximizing lead conversion and retention, exceeding financial goals by 9%. Delivered several successful lead management and cross-purchasing pilots that delivered up to 17% improvement in multi-company relationships.


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