Sales Process Automation for Augmenting Customer Research
Business Challenge
A leading event management software company wanted to build upon its customer acquisition and sales strategy, by adding an intelligence component to their outreach process. To arm their sales force of approximately 100 reps, they wanted to leverage technologies such as crawling and summarization to gather insights on prospects (upcoming events, number of events a year, organizational priorities, and summaries from news releases). Prior to engaging with Shorthills AI this process was done manually and would typically limit a sales rep's ability to research 3-5 key accounts a day. With aggressive targets set for 2024 and beyond, the client presented these requirements and began a collaborative engagement to enhance the experience for their sales team and prospective clients alike.
Proposed Solution
Recognizing the need to scale their outreach efforts, Shorthills AI collaborated closely with the client to transform their manual research approach into a more agile, data driven process. We began by understanding the specific challenges faced by their sales team; the time consuming nature of gathering intelligence on prospects and the limited scope of daily account research. Then we developed a customized AI powered solution that automated the process of collecting critical information on prospective clients, such as details of upcoming events, event frequency, organizational priorities, and the latest news releases. By integrating this solution with their existing tools, we enabled their sales representatives to receive real-time actionable insights tailored to their needs, allowing them to craft personalised pitches and engage directly with prospects.
Key Outcomes
The impact of this transformation was immediate. The new automated platform expanded the research capacity of the sales team, allowing them to build more key accounts. This boost in efficiency meant that sales reps could approach each client with a deeper understanding of their needs and priorities, leading to more meaningful conversations. As a result, our client saw a surge in customer acquisition rates within just 6 months of implementation.
Tech Stack
Power BI, Snowflake, Perplexity APIs, Data Extraction
Client Testimonials
"We look forward to partnering with Shorthills Al to bring innovative GenAl technologies to our clients. This partnership will enable us to deliver even greater value to our clients through enhanced efficiency and personalised solutions"
Siddharth Mehta
Partner, PwC India
