case study: Media & Telecom
Media company achieves 30% increase in sales
The firm increases net lead utilization by 80% and surpasses its growth targets.
Overview
One of the largest publicly listed media companies in North America and it’s investors were looking forward to revival of its category with ambitious growth targets. We were tasked to manage their outbound sales campaign which directly contributed to their aggressive growth plans. We not only delivered what we were tasked but surpassed their goals and have won their Top vendor in Sales every year since starting of the program.
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Client Background
Publicly listed, leading media and entertainment company in North America. Offering unique programming and content across the company’s subscription- and digital advertising-supported platforms. They collectively reach more than 150 million customers across all categories – one of the largest reach of any digital provider in North America.
Business Challenge
The client was looking to grow its stagnated categories, while also reducing cost per sale compared. The client wanted it’s outbound sales team to be able to make frequent campaign changes as they wanted to try out different strategies in a short span of time. Being publicly listed, pressure to perform was on!
The Solution
- We work hand in hand with client's outbound Sales and Marketing team to roll out campaigns and promotions 100% on schedule.
- With robust quality assurance, timely feedback and monitoring, our team was able to achieve growth targets within 30 days of launch.
- XMC team won TOP VENDOR IN SALES award consistently year after year since start of the program.
- With data analysis tools the dial management strategy was effective and saw NLY improved by 80%.
- The team's coaches ensured that right talent was engaged from the start reducing attrition to low 7% resulting in lower cost per sale.
Results
Higher net lead utilization, Surpass growth targets, Lower cost per sale
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