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| summary: |
While the online qualification form worked to speed target prospect response conversions, an equally beneficial effect were the resulting telephone surveys that further qualified and prepared the sales environment and provided the producer detailed information into methods to displace incumbent suppliers, identify other purchase decision makers, and support the producer’s ‘voice of the customer’ initiative. Online form data, together with survey findings, provided the producer sufficient market intelligence to introduce, what were once non-core products, into new core markets. |
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