Case StudyImproving lead quality visibility for Caspian Insurance
Our work on their data in the CRM now means Caspian have clear visibility over the quality of their leads, and quickly analyse employee performance.
About our client
“The quality of the leads we buy fluctuates with a bad quality batch making it really hard to get a ROl as costs are so high. What we wanted to do was identify key markers that would act as an early warning system before we continued purchasing from certain suppliers.”
We now work with data from our CRM to identify and report on the key markers: is it the years prospects were born? Is it their marital status? What other factors are important? This helps us recognize postcodes where we might not sell and others where we might do really well.
Whereas before it might have taken us a week to realise the leads were bad now we spot them almost immediately.
We’re now looking at employee performance too so we can put models in place to find out where sales staff under or over perform depending on their accents. Our CRM can allocate calls to different members of staff based on postcode.
It’s great. Rather than just acting on hunches we now actually know what’s going on.”
– Oliver Rayner, Managing Director