As our client list continues to grow, so do the number of success stories we hear around Sendside's sales acceleration, sales automation, strategic marketing, and customer retention capabilities. Here's a case study detailing how the CW Networks local SL affiliate KUCW, used Sendside to close deals that they'd been unsuccessfully working on for the last five years.
The CW Network is America's fifth broadcast network and a joint venture between Warner Bros. Entertainment and CBS Corporation. The SLC affiliate KUCW came to Sendside looking to provide media-rich sales materials and access instant read notifications so that their sales force could follow up immediately. Within the first 60 days of using Sendside KUCW closed deals that they'd been unsuccessfully working on for the last 5 years.
The Challenge: Provide compelling sales stories that resonated with prospects.
KUCW's was facing a challenging sales environment. In a lack-luster economy, television advertising sales were lagging and growing revenue was proving to be difficult with cut-throat competition and no way of differentiation themselves from other competitors with similar offerings. KUCW came to Sendside looking for a way that would set them apart from the competition and allow them to put compelling sales collateral in front of prospects.
KUCW is the SL affiliate of The CW Network, the fifth largest broadcast network in the US and the only network targeting women 18-34 with shows that include 90210, Melrose Place and Americas Next Top Model. But the current economic climate posed numerous sales challenges with advertising and marketing budgets being slashed and no effective way to differentiate from competitors.
In looking for a solution that would allow them to differentiate themselves and provide a powerful buying proposition to prospects, KUCW looked at a number of options before selecting Sendside for it's ability to send rich-media content as 1 to 1 multi-dimensional sales communications and instant follow up capabilities.
"We needed a way to make our information more compelling than just an email and PDF attachments," says Valerie Elgart, KUCW's Sales Manager. "We're a media company and we wanted to show our prospects how we differ from our competitors and give them a reason to buy. We chose Sendside because they were the only ones that could provide that ability to Sales."
Sendside Packages gave KUCW the storytelling capabilities they were looking and allowed them to differentiate themselves from their competition.
Initially KUCW used Sendside’s sales acceleration application Packages to send multi-dimensional sales collateral to prospects they had approached previously, utilizing instant read notifications and comprehensive reports to see what prospects were opening and what they were interested in.
Sendside proved its worth immediately.
"We realized some immediate and dramatic successes that sold everyone," said Elgart. "Using Sendside we were able to close deals that we had been working on unsuccessfully for the last five years. In just one campaign we increased our conversion dramatically."
The Success Story: KUCW is closing new deals that they weren't closing before.
“With Sendside we're closing deals we had never closed,” says Elgart. “In a previous campaign we'd spent countless hours meeting with clients in person. We performed the same campaign with Sendside and closed an additional four deals in in one day. It was fantastic!”
Sendside’s gave KUCW the tools they needed to put high-touch sales messaging in front of buyers and separate themselves from competitors. The result? KUCW made sales that they wouldn't have.
With Sendside, KUCW was able to:
- Close deals that they had never closed before.
- Save marketing and sales budgets.
- Increase the number of deals closed by each sales rep. (Higher yield per rep.)
- Improve the sales experience for prospects.
- Separate themselves from the competition.
- Streamline sales materials with insight into what's working, and what's not.
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