What we did
Post-Covid, consumer shopping habits have changed. Coupled with a challenging financial climate, our sales teams here at Cosine needed revised insight as they worked to increase sales conversion within a financial services account.
Our in-house insights team built a toolkit to help our field team better understand their territory and target merchants. With the trend of customers staying closer to home, we built a residential targeting model pulling in data on demographics, client customer data, population density and footfall. The model highlighted areas within an agent’s territory that were high opportunity for customers and businesses in a more residential setting. It had a mapping functionality within the data capture, visually bringing the opportunity to life.
What we achieved
All of this helped the sales team to identify new opportunities and better plan their approach. By further building in demographics, purchase habits, and business data, this predictive model helped agents forecast the return for merchants who signed up, thereby improving both the sales story and sales results. And, of course, as our team brings on new accounts, customer data continues to enrich our insight.
The results
Thanks to predictive modelling, sales conversions have risen by 10%. The sales team are now feeling well-equipped for planning, efficiency and effectiveness. And we all love a happy sales team!
The Cosine insight team made sure that the recent changes in shopper behaviour would not affect the ability to convert customers. They effectively turned to new data sets to build a predictive model that resulted in a very effective sales story.