Case study / Legal and business information
From silent leads to active opportunities.
A global sales organization needed a more consistent way to demo products, access content, and see what managers could not see.
- 50%
- View rate on content sent to old leads
- 50%
- Of those leads became active opportunities
- 25%
- Of dead leads revived
- 100+
- Countries served
Just this month I contacted 20 of my old leads that went silent. I had a 50% view rate on my content and I was able to convert 50% of those leads into active opportunities.
At a glance
LexisNexis
Founded in 1977, LexisNexis provides content enabled workflow solutions for legal, risk management, corporate, government, law enforcement, accounting, and academic markets. The company operates in more than 100 countries with over 15,000 employees.
The challenge
The demo depended on the room, the laptop, and the connection.
LexisNexis sells products that need a demo or content to come to life. With inside and field teams, content was difficult to access on the road, and technical issues led to lost meetings and longer cycles.
- Managers lacked visibility into actual activity.
- Content access was slow and inconsistent.
- Two out of every five scheduled Webex meetings had technical issues.
Before the platform
The solution
One click demos and a central content source.
Salespeople could demo in the office or the field with Live Pitch and mobile apps. Marketing gained real time feedback on content effectiveness.
- Demo in the office or field with one click.
- Access the latest approved content from anywhere.
- Use view alerts to prioritize the follow up.
- Give managers actual activity data for coaching.
LexisNexis / revived lead
The result
A second chance at the leads that went quiet.
The team revived 25% of dead leads with real time view alerts and prioritization. Technical issues disappeared, and the buyer experience improved.
ClearSlide Analytics have helped me reduce the lack of control over forecasting deals. This resulted in an increased close rate which for my team has increased revenue.
ClearSlide provides LexisNexis sales managers with the visibility to take their sales activity to the next level.
The company
LexisNexis
Founded in 1977, LexisNexis provides content enabled workflow solutions for legal, risk management, corporate, government, law enforcement, accounting, and academic markets. The company operates in more than 100 countries with over 15,000 employees.
Read more about LexisNexis.
Engagement pattern
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