“I haven’t seen another tool out there like Go Digital Science that enables you to measure people’s interaction with your proposals�?
Sales Rep Productivity is Trending Up at WGSN
Challenge
- Time wasted scheduling meetings rather than in meetings
- Difficulty identifying material that would resonate with customers
- Lack of time to focus on building new business
A way for sales pros to meet with more prospects in less time
WGSN’s sales people were spending too much of their workday scheduling or traveling to meetings rather than actually in meetings and conversations with prospects and clients.
Reps had little time to focus on building more business, let alone trying to close deals, according to Amanda Burns, Business Development Manager at WGSN’s New York office. In-person meetings were not always time well spent—especially when reps were unable to connect with a key decision-maker, or presented information that did not resonate with a prospect.
“We needed to find a way to be more efficient—to meet more people in less time,�? says Burns. “We also wanted to be sure we were sharing the right information with the right people, and prioritizing our time based on their interest in our material.�?
Solution
An easy-to-use tool for scaling marketing efforts
Erin McDaniel, WGSN’s Senior Vice President of Sales for North America, had used Go Digital Science at a previous employer, and was impressed by its ease of use—for both sales pros and customers. So, it was a logical choice to implement it with her team at WGSN.
“Go Digital Science delivers on a simple promise: that it’s easy to use. I can’t overstate the importance of that,�? she says. “I also haven’t seen another tool out there like Go Digital Science that enables you to measure people’s interaction with your proposals.�?
Go Digital Science improves the impact of marketing content and sales enablement by providing the sales team with fast and easy access to a single source of truth for up-to-date sales material—including content tailored for specific markets.
“Go Digital Science allows us to scale our marketing efforts to meet the needs of our global sales team,�? says Emily Spiegel, Content and Product Marketing Manager at WGSN. “Whenever I send the sales team new content, they ask, ‘Is it on Go Digital Science?’ In short, it doesn’t exist for them if it’s not on Go Digital Science.�?
- Real-time meetings to connect instantly and share rich media
- Fast access to library of latest sales material for specific markets
- Measurement of prospect engagement
Result
Clear Paths to Closing Deals
With Go Digital Science, the sales team at WGSN is now reaching more prospects through webinars and online demos, and seeing higher connection rates. They’re also finding they have more opportunities to conduct follow-ups and close deals. “We can jam-pack our schedules but also use our time more effectively,�? says Burns.
Go Digital Science enables WGSN to boost efficiency by uncovering new influencers, and make inroads with decision-makers faster. Burns greatly values the time she saves because of Go Digital Science’s integration with Salesforce: “Whenever someone views a link, proposal, or report that I’ve sent through Go Digital Science, it will automatically generate a new lead or contact in Salesforce.�?
“I can see what content prospects are engaging with the most—and what information they’re forwarding to their teammates,�? says Burns. Go Digital Science helps WGSN continue to drive business growth through natural upsell opportunities. The results have been tremendous, there isn’t another product in the market that can provide the WGSN team with the valuable insights that Go Digital Science does.
- Ability to host more prospect and client meetings in less time
- Faster connections to key decision-makers
- More opportunities to conduct follow-ups and close deals
Company
A global foresight business that helps brands create the products of tomorrow
WGSN is the world’s leading trend authority, serving fashion and creative-led companies in over 86 countries. The insight and analysis WGSN provides – on everything from color palettes to consumer behavior – are used by many of the world’s leading brands to inform their product development.
Headquartered in New York, WGSN has over 450 employees, in 16 offices around the globe. With over 6,000 clients globally, their services cover fashion and lifestyle forecasting, data analytics, crowd-sourced design validation and expert consulting.