Hilton Publishing Case Study

Hilton Publishing Case Study

110 new sales qualified leads with a 12% lead to sale conversion rate


How Smashdeck helped HPC build its outbound sales process and add over $200 thousand in new potential sales pipeline.

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The Customer

HPC is a leading specialized supplier of strategic service solutions that save their clients money in overlooked spend categories, and a publisher and distributor of books, e-books, journals and magazines for Healthcare organizations, K-12 schools, universities, and Fortune 500 corporations.

The Challenge

HPC did not have an established outbound sales process prior to engaging Smashdeck. They needed to reach Director and C-level executives at Hospitals and IDNs, which proved challenging without a system (or staff) to develop that pipeline.

The Solution

Smashdeck came on board and started developing a process to drive interest among its offerings. Leads started coming in almost immediately, adding pipeline value from the start.

“The sales leads that Smashdeck delivers are new opportunities that we would not have had otherwise. We started seeing benefit almost on Day 1 of the engagement. It’s been a highly beneficial relationship, and we look forward to our continued partnership.”

-Tammy Gauthier, Vice President of Corporate Finance & Operations

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Leads generated per month

12%

Lead to sales conversion

200k

Pipeline generated in 3 months

The Result
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HPC now has a scalable sales process for its media management services. They can scale their sales pipeline with the knowledge that they will convert new sales qualified leads to revenue at 12%. They also saw a huge lift in their sales pipeline value, Smashdeck contributed over $200k within the first 3 months of the engagement.

“It’s important for us to understand our sales process around leads generated to sales conversion, so as we start to bring on in-house sales hires they have a roadmap to follow.”

-Tammy Gauthier, Vice President of Corporate Finance & Operation