How Dealtale Helped Worthy.com

Convert 22% More Leads

The account executives at Worthy.com have a big ask for their prospects. They’re not just persuading them to take an online demo or try a free trial. No. They’re asking them to pack up their expensive jewelry and ship it to Worthy.com’s headquarters…

We’re talking jewelry that’s worth tens of thousands of dollars!

It's a tall order. But a necessary one.

Actions

Dealtale set out to not only improve the lead conversion in the immediate term, but also to set the policy for future outreach. So, a subset of Worthy.com’s business was chosen for this test and run through these specific steps.

Problem Framing

The team had to agree on which leads to test in this study.

Collection of Observational Data

Dealtale’s revenue scientists studied past decisions made by AEs and what the outcomes were.

Making Educated Assumptions

After capturing the data on past decisions, Dealtale surveyed the AEs to understand why they made decisions to contact or not to contact.

Finding the Formula for Impact

Everyone decided to focus on the start of the shipping stage within the sales process because it had the greatest opportunity for value and impact.

Building Recommendations

Dealtale built a recommendation system based on how each lead would be affected by contact.

Based on this data, Dealtale’s proprietary AI was applied to specific prospects in a subset of Worthy.com’s book of business. Dealtale made recommendations about which prospects to engage with. This was then A/B tested to measure improvement.

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