Case Studies MAPI Gains a Sales Process which Doubles Discovery Calls, Leading to Higher Close Rates

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	MAPI Gains a Sales Process which Doubles Discovery Calls, Leading to Higher Close Rates

MAPI Gains a Sales Process which Doubles Discovery Calls, Leading to Higher Close Rates

Technology Category	Functional Applications - Enterprise Resource Planning Systems (ERP)
Applicable Industries	Professional Service
Applicable Functions	Business Operation Sales & Marketing
Services	System Integration Training
Challenge	MAPI wanted to increase their corporate membership but faced challenges in tying the membership value to the needs of prospective members. Without a clear sales model and relying primarily on email for prospecting, MAPI recognized the need for a better approach to achieve their goal. Read More
About Customer	MAPI is an organization focused on increasing corporate membership among manufacturing executives. They were struggling to effectively communicate the value of their membership to potential members and needed a more structured sales process to improve their conversion rates. Read More
Solution	MAPI chose VorsightBP’s Persuasive Prospecting program to enhance their ability to reach potential corporate members. VorsightBP developed a sales process with logical stages aligned with how manufacturing executives would progress towards membership. The consulting engagement aimed to improve conversion rates, shorten the sales cycle, implement effective questioning skills, and reduce reliance on email by focusing more on outbound calling. Read More Log in to view content
Contents

Technology Category

Functional Applications - Enterprise Resource Planning Systems (ERP)

Applicable Industries

Professional Service

Applicable Functions

Business Operation

Sales & Marketing

Services

System Integration

Training

Challenge

MAPI wanted to increase their corporate membership but faced challenges in tying the membership value to the needs of prospective members. Without a clear sales model and relying primarily on email for prospecting, MAPI recognized the need for a better approach to achieve their goal.

About Customer

MAPI is an organization focused on increasing corporate membership among manufacturing executives. They were struggling to effectively communicate the value of their membership to potential members and needed a more structured sales process to improve their conversion rates.

Solution

MAPI chose VorsightBP’s Persuasive Prospecting program to enhance their ability to reach potential corporate members. VorsightBP developed a sales process with logical stages aligned with how manufacturing executives would progress towards membership. The consulting engagement aimed to improve conversion rates, shorten the sales cycle, implement effective questioning skills, and reduce reliance on email by focusing more on outbound calling.

Impact #1	Within a month, MAPI increased their discovery call volume by 50%, enhancing the likelihood of acquiring new members.
Impact #2	They successfully converted 5 corporate memberships that would not have joined under the previous sales process.
Impact #3	The Persuasive Prospecting program equipped MAPI’s sales team with skills to ask better questions, identify the best-matched offerings, and conduct a more efficient follow-up process.

Impact #1

Within a month, MAPI increased their discovery call volume by 50%, enhancing the likelihood of acquiring new members.

Impact #2

They successfully converted 5 corporate memberships that would not have joined under the previous sales process.

Impact #3

The Persuasive Prospecting program equipped MAPI’s sales team with skills to ask better questions, identify the best-matched offerings, and conduct a more efficient follow-up process.

Benefit #1	Discovery call volume increased by 50%.
Benefit #2	Converted 5 additional corporate memberships.

Benefit #1

Discovery call volume increased by 50%.

Benefit #2

Converted 5 additional corporate memberships.

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Overview

MAPI Gains a Sales Process which Doubles Discovery Calls, Leading to Higher Close Rates

Operational Impact

Quantitative Benefit