Global Manufacturer Goes from High Sales Account Churn to 125% Revenue Lift
With over 500,000 different products, 90,000 customers in multiple verticals and operations in over 30 countries, IMI Precision Engineering (IMI), a global industrial manufacturer and leader in motion and fluid control technologies, needed to help their sales teams overcome account churn. In-house business intelligence yielded ineffective results while also being deemed difficult to scale. IMI partnered with Zilliant on a data-driven solution that enabled their sales teams with actionable intelligence to grow and retain accounts.
Download the eBook to learn how IMI’s sale teams’ performance went from good to great by:
- Expanding its pricing optimizing partnership with Zilliant IQ to include predictive sales account analytics enabled by AI
- Using an agile process for implementation using the steps of start, systemize and scale
- Creating a change management process that included local advocates for regional offices worldwide
IMI’s results included a 125% revenue lift from won opportunities, 5,700 won opportunities and counting and an attainment of 30% win rate on average.