Case study / Media
A feedback loop between sales and marketing.
A global sales team and a lean marketing team needed to know which proposals resonated, and when to follow up.
- 50
- Sales professionals worldwide
- 1843
- Founded
- 1
- Feedback loop
- Real time
- Content alerts
My big aha moment as a user was when I sent out my first proposal. I got the email alert that said it had been opened. I could see the client was focusing on slides 5, 10, and 11.
At a glance
The Economist
The Economist was established in 1843 and provides authoritative insight and opinion on international news, politics, business, finance, science, and technology. It has built content solutions for marketers since 1947.
The challenge
Great proposals, with no view into the response.
The sales and marketing team put time into crafting proposals, but had no clear insight into whether the material resonated with the audience or how to refine the strategy quickly.
- No clear view of which collateral was working.
- A small marketing team could not join every sales call.
- Forecasts depended on limited activity data.
Before the platform
The solution
Real time visibility into buyer attention.
Go Digital Science gave the marketing team a feedback loop from live sales conversations and gave sales leaders activity data to support the forecast.
- See when a proposal is opened and which slides draw attention.
- Call the client while the interest is fresh.
- Share the content and tactics that work across the team.
- Use activity data to support the revenue forecast.
The Economist / proposal
The result
Better forecasts, better sharing, less wasted time.
The team used engagement data to improve open rates, share best practices, and remove unnecessary work from the sales and marketing process.
Having some visibility into what customers are interested in, or when they are showing interest so we can follow up, has been a real advantage.
Anything we can do to remove unnecessary work on the salesperson or marketing professional, and create an ease of use for the client, is of great business value.
The company
The Economist
The Economist was established in 1843 and provides authoritative insight and opinion on international news, politics, business, finance, science, and technology. It has built content solutions for marketers since 1947.
Read more about The Economist.
Engagement pattern
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