Data-Driven Customer Targeting and Scoring

The company uses a data provider for high contact accuracy, ensuring the sales team calls cell phones predominantly, staying focused on their Ideal Customer Profile (ICP). Monthly business reviews include a section on customer quality where they analyze churn data based on firmographic or product criteria to refine scoring algorithms. In May, the company made a significant change to its scoring mechanism based on these insights.

Transcript

Play full episode

Remember Everything You Learn from Podcasts

Save insights instantly, chat with episodes, and build lasting knowledge - all powered by AI.