AI-Driven Revenue Growth Initiative
Technology Services Provider
The Challenge
Sales team was struggling with lead prioritization and opportunity qualification, leaving significant revenue on the table.
Specific Pain Points:
- Sales reps spending 60% of time on unqualified leads
- Win rate had declined from 25% to 18% over two years
- No predictive visibility into pipeline health
- Manual forecasting was inaccurate and time-consuming
- Top performers had insights that were not being captured or shared
The Solution
Rashan Thompson implemented an AI-powered sales intelligence platform that transformed how the team identified, prioritized, and pursued opportunities.
Approach:
Analyzed two years of win/loss data to identify success patterns
Built predictive lead scoring model with 85% accuracy
Implemented Einstein Analytics for real-time pipeline insights
Designed automated outreach sequences for different buyer personas
Created coaching dashboards for sales managers
Established feedback loop for continuous model improvement
Technologies Used:
The Results
Revenue Growth
Year-over-year increase in closed-won
Lead Conversion
Improvement in qualified lead conversion
Pipeline Velocity
Faster movement through sales stages
Time Savings
Reduction in administrative tasks
“The AI isn't replacing our salespeople -it's making them superhuman. They now spend time on deals that actually close. Rashan understood that the technology had to serve the people, not the other way around.”VP of Sales
Technology Services Provider
Key Takeaways
What can other organizations learn from this transformation? Here are the key insights that apply beyond this specific engagement.
AI for sales must augment human judgment, not replace it
Historical data quality determines model effectiveness
Sales adoption requires demonstrating immediate value
Continuous learning loops keep models relevant as markets change
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