[Case Study] 167 Sales Meetings in 5 Months! Turning Past Leads into an “Asset” Through Sales Reform

▤ Summary

Earthlink published a case study showing how its Salesforce-based inside-sales outsourcing (Sakura outsourcing) helped Genetec convert past leads into active opportunities. In five months the program produced 167 sales meetings and achieved a conversion rate above 10% from a roughly 300-contact list, including recovering a previously lost customer. The engagement also drove organizational change by elevating veteran sales behavior, training junior staff, and creating cross-sell opportunities across business units. Genetec plans to roll the approach out to other divisions, collaborate on exhibitions, analyze lost deals, and optimize the end-to-end lead-to-order process.

▦ Linked Companies

Earth Link

up to $1M