Televerde and this client had an existing relationship related to servicing their lead generation efforts. In the relationship, we identified the following challenges:
To increase the penetration into the retail sector, Televerde and the company decided to pilot an account-based program. The program starts with a sub-set of the net new Account Executives selecting their top 5 – 10 large accounts. The process, data management and communication are essential for success.
The program itself included the aspects to ensure success:
The Televerde agents were responsible to manage and gather the above elements through research via individual conversations and secondary research.
In the initial 14 weeks of running the program, the company saw increased account intelligence, enhanced communications and a single focus with the Televerde agents.
From the initial program, the company is looking to continue the current strategy with the Net New Account Executives only while expanding the programs with a regional focus due to volume.
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