Hervé Cohen, Director of Direct Sales at Chronopost, explains why he chose to equip his inside sales reps with the Mixdata sales-acceleration tool:
What does Chronopost do today?
Chronopost is the leading express parcel delivery player in France and abroad.
What are your typical customer profiles and how do you identify them?
Chronopost offers a widely accessible service: at post offices, online or through a sales rep. The typical customer profile is therefore fairly broad wherever the need is driven by urgency or the value of the shipment.
Online retailers are an important target, because Chronopost has both the means and the will to support the growth of smaller customers.
Why did you choose Mixdata for your prospecting?
For inside sales reps, targeting is essential to sales efficiency.
First, Mixdata gives Chronopost the ability to re-qualify existing databases with data drawn from web big data.
It also lets us run targeted campaigns on numerous highly specific criteria.
Finally, licence-based access gives each inside sales rep a degree of autonomy in prospecting within their patch.
What, for you, are the main benefits of the solution?
The benefits we have identified are many:
- time saved
- a better conversion rate
- better ownership of targets
- team autonomy structured around a single tool
- the ability to target niches of a few hundred customers.
For more information about Chronopost: www.chronopost.fr
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