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Case Study

Driving Sales Performance
+ Telequalification

IntelliSource’s innovative approach and strategic engagement have not only revitalized the customer’s distribution channel but also set a new standard for excellence in sales performance and customer satisfaction.

  • Business Process Outsourcing

  • Total Talent Management

  • Recruitment Process Outsourcing

  • IS Accelerator

Key
Results

0%
Increase in sales conversion year-over-year
0 hr
Threshold was established, enhancing response times
0M
In qualified business growth generated through 5,346 high-quality leads

Summary

IntelliSource deployed a tailored and proprietary TeleQual model, meticulously designed to meet the unique needs of the distribution channel. This model emphasized lead scoring and enabled distribution partners to prioritize lead follow-up effectively, ensuring no opportunity was missed.

Industry

Bio Science / Technology

Challenge

A Fortune 500 leader in test and measurement equipment manufacturing faced a critical decline in sales conversion rates within their distribution sales channel. The lead hand-off process was fragmented, causing customer engagement lapses and significant sales drops, which affected the overall customer experience scores for both the manufacturer and distributor.

IntelliSource was selected for their deep expertise in target channel solutions and their exemplary, world-class hand-off process, ensuring leads were actionable and followed up with precision.

Impact

Optimized inventory management developed a dynamic lead management process based on product availability, driving proactive inventory replenishment.

Approach

Enhanced SOP Development

IntelliSource crafted robust standard operating procedures for the TeleQual team and top distributors, focusing on monitoring and accelerating speed to opportunity and conversion.

Automated Reporting Systems

A state-of-the-art, comprehensive automated reporting system was developed to track all leads, providing real-time data to each of the four distribution partners.

Proactive Engagement

Weekly strategic meetings were held with each distributor to review lead expectations, analyze key metrics, and promptly address any issues, fostering a culture of continuous improvement and accountability.

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