Targeted Sales

Turning potential into profit.

What is it?

Targeted Sales is a results optimization model and call processing system.  Through various dynamic and regression modeling techniques, the multi-dimensional application determines near real-time customer profitability, customer probability for a sale as well as agent performance rankings. It is based upon two patents and one patent which is pending.

Why is it needed?

Companies involved in teleservices are faced with the challenge of increasing revenue per acquisition in the most efficient manner. Within the sales process, they need to know how to identify customers with the greatest potential to buy and produce the greatest lifetime value for their organization. Targeted Sales focuses on customer lifetime value and aligning the right customer to the right call center agent. Having such an effective sales program is essential in order to capitalize on each sales opportunity and maximize performance and revenue.

How does our Targeted Sales provide a solution?

Each customer has varying levels of value. Our Targeted Sales process studies 26 dimensions of customer information to predict the impact that a sales offer will have on the lifetime profitability of that customer.  It then ranks that customer relative to other customers receiving an offer based on that predicted value. Simultaneously, Targeted Sales evaluates agents using 150 dimensions and using dynamic performance data on the agent group available to make the call. It then assigns calls to agents based on the best match of opportunity to predicted agent performance in a way that optimizes overall results generated from the list.  Both sides of this equation (customer and agent) are modeled, scored and assigned in an on-going process of learning and adjusting based on the goal of producing an optimal result in the most efficient manner. The result: net revenue potential is optimized.

How successful has Targeted Sales been to date?

The implementation of Targeted Sales at a large financial institution has  led to an average 28% lift above baseline on its teleservices campaigns, creating a significant impact on their revenue stream.

For more information, contact:

Mike Politz
Director Targeted Solutions
11222 Quail Roost Drive
Miami, Fl 33157
305-252-7075
michael.politz@assurant.com