August 14, 2000
Case Study

GeekTeam.com Doubles Business By Using Web-Based Sales Lead Qualification Tools

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SUMMARY: No summary available
CHALLENGE
New ecommerce consulting firm Geekteam.com
wanted to grow their client base quickly. When VP
Operations, John Berry analyzed his company’s sales process
looking for ways to speed results, he found their biggest
time-suck was prospect research. In fact it took an
average of two-three hours research time per prospect for
the sales team to determine if they fit GeekTeam’s “Ideal
Customer Profile” and how to reach the best sales contact.

CAMPAIGN
Berry decided to slash sales lead qualification
time by using HotData’s e-Luminator online business
profiling service. Geekteam.com’s sales team were able to
download detailed business profile information directly to
their corporate leads database. Sales reps began to spend
their time concentrating on selling sales leads, instead of
just qualifying them.

RESULTS
GeekTeam.com doubled sales in the first month
after HotData’s e-luminator was implemented. “The return
on investment in terms of productivity for Geekteam.com has
been huge,” Berry says.

COST: HotData’s baseline price for small companies is $500
per year which includes 24/7 access to Dun & Bradstreet and
USPS records for up to 1,000 companies of your choice. (e-
Luminator integrates easily with Act!, GoldMine, Maximizer
and other online databases.)

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