destinationCRM.com: Real Estate Company Breaks Sales... -
[Cached Version]
Published on: 6/9/2004
Last Visited: 6/10/2004
When the company decided to embark on a project with new luxury resort property The Lodge at Lincoln Peak at Sugarbush Resort, in Warren, VT, "we were in a start-up situation," says Jeff Fagan, president of TIC.
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According to Fagan, Eloqua has helped to streamline information and avoid complications often associated with the company's relatively complex sales processes."What we found was that it wasn't only a better way to understand our customers, but it was a way to communicate with our customers," he says.
Now, TIC can connect offline spending with online leads, has managed costs and reduced overall cost structure for communications, and has driven an average of 50 to 80 inbound leads each month.Consequently, 112 of the 325 reservations were booked through the site each month during the initial launch.Traffic to the Web site increased by 200 percent since launching revised campaigns based on traffic analysis data.
Fagan contends that the company's biggest unexpected benefit has been reflected in its contact-to-sale figures."I'd say those sales reps who use the technology diligently and on an ongoing basis saw contact-to-sale improve by 20 percent," he says.