Case Study

Overview (Problem Statements):

Contact Center (Lead Seller): A market leader in weight loss meal plans wanted to maximize the incremental revenue they could generate from their inbound sales and customer service calls. However, they wanted to avoid the restrictive and inflexible nature of traditional up-sell and cross-sell contracts. Furthermore, they insisted on FTC compliance and a high level of relevancy of the end-of-call product offer.

Advertiser (Lead Buyer): The leading name in home exercise equipment needed a way to generate relevant inbound phone leads. They also had a strong preference for performance-based lead gen channels that would enable the company to control cost, budget, volume, and hours of operation. Finally, the marketer only wanted to pay for calls that met a certain minimum threshold of connect time.

The Solution:

SalesPortal's campaign management team worked with both the Lead Seller and the Lead Buyer to understand the respective products, target demographics, and other campaign attributes. For the Lead Seller (weight loss company), SalesPortal proposed several product offers to pitch at the end of calls. Similarly, for the exercise equipment Lead Buyer, the SalesPortal campaign manager synthesized a list of Lead Sellers to test-run their campaign with.

Thorough testing and optimization revealed the pairing with the winning metrics that generated the maximum amount of incremental revenue for the Lead Seller, the highest quality lead for the Lead Buyer, AND the most relevant offer for the customer/caller. This pairing belonged to the campaign that connected the weight loss Lead Seller and the exercise equipment Lead Buyer.

Result:

With the help of their SalesPortal campaign manager, this leading weight loss company is maximizing its incremental revenue by cross pitching^TM a highly relevant offer from an established brand. This relevancy results in a significant number of customers opting to be transferred to hear more details about the exercise equipment offer. And SalesPortal is a highly valuable source for pay-per-qualified-call leads for the exercise equipment lead buyer. Best of all, there were no contracts and the process is 100% FTC compliant (no customer data-pass or negative option renewal). Furthermore, both companies have full real-time control of all their campaign metrics - such as cost, budget, lead volume, hours of operation, etc.

Monthly Metrics: