InsideView Customer Spotlight: How Rosetta Stone Increased Win Rate 12% by lisaf

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InsideView Customer Spotlight: How Rosetta Stone Increased Win Rate 12%
by lisafugere

rosettastoneInsideView today released some findings from our customer, Rosetta Stone, regarding their sales success in 2012. The stats? Rosetta Stone's Corporate Sales team has increased lead-to-opportunity conversion rate by 22%, win rate by 12%, and average deal size by 33%.

How did they do it? Through improving their targeting capabilities.

?Because we don?t sell to a single title or department, finding the right prospect can be time-consuming and ineffective. InsideView surfaces pertinent information about prospects, and makes it easier for our sales team to effectively target accounts and decision makers,? said Charles Fryndenborg, Senior Director of Corporate Sales, North America for Rosetta Stone. ?I can?t imagine going back to our old way of doing things.?

Rosetta Stone has been aggressively growing their sales team, which usually means they've also been aggressively growing their sales pipeline and the volume of leads they have to find and qualify. And as Fryndenborg pointed out, they don't have traditional sales targets. When you sell to a variety of titles and departments, a data list of contacts ? or even a simple contact title search ? doesn't offer any value. The Corporate Sales team at Rosetta Stone wised up and expanded their targeting practice.

?InsideView gives us the power to identify and work with key contacts within an account and close the sale,? added Frydenborg. ?And perhaps most importantly, InsideView provides the big-picture insights that allow us to educate our target customers about the need for language learning within their own companies. With this information, they often become champions of our products which allows us to rapidly grow the size of our accounts.?

The biggest takeaway from Rosetta Stone's corporate sales success is that as organizations expand their target lists ? an inevitable part of company growth ? the ability to target effectively across a number of criteria can make a big difference in sales revenue.

A word from InsideView CEO, Umberto Milletti:
Rosetta Stone is using InsideView to streamline the process of prospecting and selling?and the results speak for themselves. We are pleased to welcome Rosetta Stone to our family of successful customers.

Read the whole story here.