“In the initial phase, the lead generation tool and process were tested in 15 countries. The test countries performed 25% over countries that did not participate in the project. Subsequently, the project has been continuously expanded with several countries. Today, the tool runs with automatically updated leads which ensures a fast delivery to the sellers. In addition, the tool has passed a "proof of concept". Lead generation is therefore being expanded to SAP CRM and not just as an Excel dashboard solution. ”
Jesper Olesen, Manager, Sales & Pricing Exellence, Grundfos
Overview of leads for sales
Grundfos wished to create growth in areas related to their core functions. They wanted their sales force to have an increased focus on sales of service, spare parts, etc.
Challenge
Grundfos needed a tool that could help them increase their sales. The sales force should be able to utilize the company's many years of knowledge and experience on sales triggers within service, spare parts, etc.
Solution
In collaboration with Grundfos, Dataminds designed a tool for lead generation which delivers the most optimal cross sales every month to every seller working with services, spare parts, etc. The generation of leads happens in a combination of sales history, costumer characteristics, product characteristics, and Grundfos' knowledge about circumstances that increases the likelihood of a costumer having a certain need of a specific service, spare part, etc.
All decision rules and algorithms is authorized and designed so new leads are able to be generated every month. It happens on a Microsoft SQL server. The sales people are quickly able to get an overview of leads across costumer groups and their sales history in an Excel Dashboard solutions, which is linked to the SQL server.