How to Double Lead Conversion In Half the Time: Spigit Case Study

September 1, 2016 Pat Ma

Spigit, a leader in innovation management software with over 5 million users, had a curious problem: too many leads.

How could that possibly be a problem, you ask? Well, generating leads is great. But if they don’t convert, it’s an exercise in futility. If you’re casting too wide a net, the end result is an overloaded sales department and low ROI. That was precisely the problem Spigit faced: plenty of inbound leads, but many of them too low quality to convert.

Marketing needs to be intelligent; to increase pipeline and optimize conversion. Particularly in B2B marketing, you should never be sacrificing quality for sheer quantity.

Spigit’s marketing team wanted to increase their ROI and cut back on countless wasted hours chasing dead-end leads. They found their solution in account-based marketing (ABM), powered by predictive analytics from Leadspace.

They enriched their databases with 80+ data fields per contact. That granular-level intelligence provided sales and marketing with invaluable information on every lead. Even more crucially, Spigit was finally able to accurately qualify and prioritize accounts and leads for ABM using lead-to-account matching capabilities.

The results were an apt illustration of why ABM is so popular. Spigit’s lead conversion rate increased by 100% – and at the same time, they saw a 54% decrease in the time it took to convert leads.

In other words, Spigit doubled lead conversion and more than halved their conversion velocity.

In real terms, the time it took for Spigit’s SDR team to convert leads dropped from 37 days to just 17.

Read the full case study below to see how they did it:Spigit ABM case study

The post How to Double Lead Conversion In Half the Time: Spigit Case Study appeared first on Leadspace.

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