Using data analysis to improve the sales process

After analyzing data, leaders at the flower company H.Bloom realized sales representatives tended to be very successful when they were able to secure face-to-face meetings. To generate more of these meetings -- and thus to increase sales -- the company decided to set up a lead-generation team that could work remotely from Pittsburgh. By using this strategy, "[w]e expect to see a significant increase in new customers and monthly revenue," writes Bryan Burkhart, the company's founder.

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