Expanding EdTech Sales Outreach with Voice Support Generates $17 Million in Additional Sales
Expanding EdTech Sales Outreach with Voice Support Generates $17 Million in Additional Sales
Industry
As the Education Technology (EdTech) industry grows at a rapid clip, relying solely on traditional field sales strategy is not enough. Leaning into a centralized call center, supported by digital-first technologies, is an important strategy for driving efficiencies and expanding the sales team’s reach.
Challenge
The U.S. field sales team of a U.K. EdTech client struggled to expand its market reach as the sales potential far outstripped sales coverage:
- Increased competition from other EdTech vendors threatened traditional markets
- Selling in a post-COVID-19 Higher Education market is more complex with hard to identify and hard to reach buyers
Solution
We launched a pilot agent team, backed by analytics, to optimize the client’s marketing communication platform, drive digitally enabled sales and support, and identify additional revenue generation opportunities:
- Developed targeted hiring profile and prioritized agents with remote, digital sales aptitude
- Developed specialized research-based training program
- Deployed speech and text analytics for real-time performance improvement
Results
Using a digitally enabled virtual team approach for complex B2B sales led to notable successes:
- $31 million new sales pipeline
- $17 million closed sales
- 20% field sales increase
- 300% ROI in the first 6 months
- 7-person pilot program expanded to 50-person team
