Case Study
Corporate Account Acquisition for a Leading Brand in Travel Industry
- February 7, 2024
- Case Study
- Outsource Marketing
Objective
Corporate account acquisition through direct contact via telemarketing and field sales teams is the most effective and cost-efficient way to build up customers on any platform. The client wanted to drive corporate account acquisition for its corporate travel solution portal through Marconix and the scope of work included:
- Planning of target cities, markets and categories – Metros and T-II cities
- Field and Telesales teams hiring, training and operations management
- End-to-end account onboarding, process training and reporting to client
Approach
The key activities in project execution were as follows:
Project team hiring and onboarding – We hired project team members who were from similar industry background and had significant experience in corporate account acquisition and onboarding
Detailed training program and development of objection handling documents – Marconix along with client conducted a detailed training and induction program for each sales team member and each of them was given a FAQ document for ready reference and fast sales closures
Elevation of performers – The top performing sales persons were elevated to Team Leader position and good performers were rewarded resulting in higher motivation, better people management and more closures
Outcome
The project successfully met its objectives and the key highlights were as follows:
- New corporate accounts were on-boarded for different categories across 20+ cities
- There was no compromise on account quality and quality of account increased as desired by client
- Detailed training, effective management and proper monitoring of the filed teams ensured high productivity
