Plenty of data, but no complete view of sales
To scale sales you need to know what works. Which campaigns bring in serious buyers? How fast are new enquiries followed up? And where do potential customers get stuck? The answers were spread across several systems, which made it hard to connect marketing effort, sales activity and results.
Follow-up could also be faster. It typically took almost four days before the first call attempt on a new lead was recorded. Without a shared overview it was hard to see where delay arose and what action was needed to move a sale forward.
One intelligence layer from marketing to sales
Pretrain connected the data from seven existing systems. Ad spend, leads, call attempts, conversations and appointments came together in one overview. From the figures the team can click through to the underlying customers, so it is visible what causes a bottleneck and where action is needed.
That insight was tied to daily execution. New leads automatically get a call action and open sales opportunities are checked for a next follow-up step. Available call recordings are transcribed and summarised. So the team gets not only more insight, but also support to actually improve follow-up.
What it delivered
- Faster follow-up of potential buyers. The median time to the first registered call attempt fell from 89.3 to 22.3 hours: about 75% shorter. The share of leads with a recorded call attempt within 24 hours rose from 3.3% to 54.1%. As a result more leads actually reach a conversation: the share of leads with a conversation within 24 hours rose from about 1% to about 10%.
- More targeted steering of the marketing budget. By connecting ad spend with leads and appointments, Parqio can look beyond the number of enquiries that came in. That is the basis for distributing budget more deliberately instead of steering only on cheap leads.
- Visibility of delay as a basis for further growth. Parqio can see where potential buyers get stuck in the sales process and which follow-up steps are missing. The first demonstrable speed-up is in lead follow-up; the same approach helps tackle later bottlenecks too.
What you built in a month is already more valuable than what we spent 100 times as much on at my previous company, over 2 years.Sales manager, ParQio
