Sales Lead Pipeline Management
We work with your organization to develop customized solutions that maximize the impact of your marketing spend and inside sales effort and give you the insight to manage your leads pipeline more effectively
Available marketing analytics tools help identify lead sources and measure close rates. But organizations are still guessing at how to allocate their marketing spend. CEOs demand lower customer acquisition costs (CAC), but most CMO’s don’t have the tools they need to reduce CAC while maximizing sales. Blackstone+Cullen provide a suite of tools and custom solutions to help the CMO and CSO work
together to drive down CAC and expand sales revenue. Our tools integrate and analyze data from marketing analytics systems and CRMs like Salesforce. We build a customized pipeline model for your organization and use operations research and machine learning tools to model your sales lead pipeline and optimize sales while minimizing CAC.
How We Help Clients
Framing the Problem
We help organizations surface their most critical concerns about their sales lead pipeline, including people, process, and information issues. We help visualize success, whether that focuses on quality of leads, customer acquisition cost, pure sales revenue, or subsequent purchase revenue.
Building Visibility
Our Glimpse® tools and connectors enable us to join real-time data feeds from PPC advertising tools, marketing analytics systems, and CRMs (like Salesforce) to acquire an end-to-end view from spend to converted lead to sale. Our Glimpse® tools give this pipeline and its metrics a visual shape.
Lead Custom Solution Implementation
Moving beyond visibility, the Blackstone+Cullen team builds customized optimization tools for your sales lead pipeline. Your customized solution will lead you to an optimized plan for spending and inside sales activity and let you ask what-if questions to expose sensitivity to varying marketing spending plans.
What We Do
Pipeline Evaluation
Studying existing channels, tools, processes, data availability, organization, communications, process latency, form fill rates, lead databases, response times, lead conversion rates, opportunity close rates, and inside sales methods to identify problems and capabilities.
Pipeline Enchancement
Modifying and supplementing an existing sales lead pipeline to provide end-to-end visibility. Can include adding missing data sources, metrics, and reports.
Analysis with Historical Data
Applying a data pull across multiple sources, performing analysis, and preparing ad hoc visualizations that serve as exploratory data analysis to reveal insights for the dataset. Performing key analyses including next most likely purchase, customer propensity to order, customer acquisition costs, conversion rates, and close rates, all including the lead source (marketing channel) as a dimension. Using all available historical data.
Custom Glimpse Solution for Analysis
Building a Glimpse solution to perform all the analyses offered with the Analysis with Historical Data, but with automation and real-time data feeds. Includes a powerful dashboard and real-time what-if sensitivity analysis with optimization. Establishing connectors to reach multiple data sources including marketing analytics systems and CRM systems, among others. Glimpse supports both Power BI and Tableau.
Glimpse Solution with Machine Learning Enhancements
Assembling a version of the Custom Glimpse Solution for Analyses that incorporates machine learning models to separate seasonal and event-based effects from lead totals and perform additional in-depth conversion rate forecasting, among other capabilities.
Custom Pipeline Solution with Embedded Solution
Creating a customized pipeline modeling and optimization tool for use within a native CRM or ERP application.
Our Approach
We help customers examine and optimize sales lead pipelines to reach outstanding sales results with reduced customer acquisition cost
We deliver analysis, coaching, and automated tools to enable customers to understand their pipelines’ strengths and weaknesses. We make it possible to estimate the lead source yield from each lead source and plan marketing spending that will slash customer acquisition cost and maximize sales revenue.
Study and Discovery
Our Pipeline Evaluation service invests the effort needed to build an in-depth understanding of all aspects of your sales lead pipeline. The evaluation includes the discovery of critical processes, data sources, communication issues, lead sources, and customer acquisition costs.
Analysis and Modeling
We build high-fidelity models that can be used for analysis with historical data and for use with Glimpse-based solutions. With these faithful models, we can be confident that insights gained will translate to marketing dollars saved and additional customers onboarded.
Data Acquisition
Our data team makes a concerted effort to identify the true source of data for each element needed for your sales lead pipeline analysis and works with the organization’s staff to secure access to the data. In addition, with Glimpse solutions, the team sets up connectors that provide sophisticated data transformation and cleaning.
Sectors We Serve
- Chemicals, Metals, and Mining
- Distribution
- Electric Power & Natural Gas
- Engineering, Construction, Building Materials
- Financial Services
- Manufacturing
- Oil & Gas
- Pharmaceuticals & Medical Products
- Public Sector
- Technology, Media & Telecommunications
- Travel & Hospitality
Quality Focused, Result Driven
Impact Stories
More Sales with NMLP – Next Most Likely Purchase
What is Conversion Rate?
Lead Source Yield
Sustained, Unfair Competitive Advantage
Our People
Understand how our team can help your organization with Supply Chain Logistics Optimization.
