[Case Study] 260% Increase in Sales in 5 Months

About Fiscalizare

Fiscalizare is one of the best tax consulting companies in Brazil. Its focus is to help organizations in the Simples Nacional and Presumed Profit regimes become more competitive by recovering improperly levied taxes.

There are already hundreds of clients in the portfolio, and more than 200 million reais have been recovered in taxes!

The challenges

Leandro, CEO and founder of Fiscalizare, understood that the best way to increase revenue (more than investing in marketing campaigns) was to improve the conversion rate.

In addition, with the desired growth in his sales planning, Leandro knew he would need an extra arm to ensure the follow-up and preparation of his sales team with a focus on this evolution.

From this scenario, Insight Sales began the actions that would guarantee exponential growth in results.

➔ Challenge 1: Increase in sales conversion rate

Fiscalizare's first challenge was to move the final stage of the Sales Funnel, with a focus on improving the conversion rate.

Solution: With the implementation of the Insight Sales tool, the organization of internal data improved, and the conversion rate was lower than expected, given the number of leads arriving via Inbound and other channels.

With this precise diagnosis, it was possible to develop several actions, including changes to the stages of the Funnel, the adoption of campaigns to recover lost leads, the reactivation of deals, and sales training to improve the closing speech.

The result was a 260% increase in sales over 5 months of the strategy, and a 90.99% increase in average ticket in the same period!

➔ Challenge 2: Evolution in follow-up and forecast management

Linked to the results presented, two other important steps were taken. The first was to rework the follow-up strategies to align with Fiscalizare's lead profile, and the second was to adopt forecast management based on data analysis.

Solution: For follow-up actions, we developed a cadence flow focused on increasing the likelihood of contacting the prospect, generating value, and engaging the lead throughout the process, and on ensuring a modern, customer-centric shopping experience.

With a broader, more detailed understanding of the company's business progress, supported by sales data analysis, it was possible to improve sales predictability based on closing history, thereby enabling better day-to-day forecast management.

Next steps

With the final stage of the Sales Funnel readjusted, and the team trained and prepared, the time has come to increase the volume of leads that arrive at the beginning of the funnel - the MQLs. Keeping the same budget, our objective through Marketing campaigns is also to generate leads that are increasingly aligned with Fiscalizare's proposals.

Talk to us

With Insight Sales' sales consultancy, it is possible to organize data, ensure a more cohesive team aligned with business objectives, and achieve greater revenue predictability. To find out more, contact us!