We’re talking jewelry that’s worth tens of thousands of dollars!
See, Worthy.com is an online marketplace for people to sell their expensive jewelry. To ensure the value, every seller must send their items into Worthy.com for evaluation. The AE’s job is to help prospective sellers kick off the process by completing the shipping phase.
The shipping phase is the hardest because it requires a very high level of commitment from the seller. If the jewelry is sent in, chances are high it will be sold.
Could Worthy.com use Dealtale to help more jewelry sellers follow through on the shipping process?
Observations:As most organizations are well aware, staffing resources are limited and expensive, so it’s very important that AEs focus their attention effectively on accounts that would benefit from contact.
Many companies use predictive technology to help with this. The problem is that predictive technology can’t tell which leads:
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.
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.
Three months later…
Conclusion? By understanding the cause and effect of marketing activities, Dealtale can determine which Worthy.com leads are more likely to convert, as a result of AE contact.