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Leveraging AI to Maximize Sales Efforts & Shorten Complex Sales Cycles

PDI

Industry

Manufacturing

The Challenge

Phoenix Display International (PDI) is a mid-sized B2B provider of custom and cross-match LCD screens for commercial applications in healthcare, manufacturing, industrial/consumer electronics, and other industries where LCD screens are essential.

PDI had experienced decreased efficiency with current digital media efforts and sought alternatives to enhance the likelihood of connecting with decision-makers within their niche audience of engineers and procurement professionals. PDI also sought ways to shorten sales cycles through direct outreach to pre-qualified targets at scale, while working within the parameters of the current sales team’s headcount.

The Solution

Working closely with PDI’s team, StringCan’s team of account leaders and strategists crafted a solution to address PDI’s current challenges leveraging AI to help identify high-value prospects earlier while automating time-consuming sales processes, freeing up the sales team to close more deals and spend less time prospecting.

StringCan created specific ICPs, and established the tone and cadence of all future AI-driven automated communications across multiple channels including LinkedIn, traditional and voice-based emails, each driven by the automated sequences established by the StringCan Team. In addition to these automated processes, StringCan built in special functionality allowing the seamless sharing of a custom-developed lead magnet created specifically for our targeted audience.

In addition, StringCan leveraged AI to identify highly valued “look-alike” prospects built upon our ICPs and machine learning that provides a stream of monthly AI-sourced prospects for vetting and placement into our sequences.

Anticipated Outcomes For The Initiative

At the onset of our engagement, StringCan anticipated the following KPIs to be positively affected by the shift from only utilizing paid media to a more comprehensive, AI-powered customer acquisition strategy:

  • Reduced client acquisition costs

  • Greater engagement with high-value prospects

  • Increased number of first-time orders from new contacts

  • Net decrease in “wasted” budget

The Outcome

Upon project launch, StringCan was able to identify high-value individual prospects that matched our ICP compiled from a client-supplied “whale list” of targeted companies, as well as scraped leads that also fit into our ICP. Through this process, PDI was able to:

  • Be introduced to hundreds of pre-qualified prospects without adding headcount

  • Establish more meaningful relationships in a fraction of the time compared to manual prospecting

  • Improve prospect engagement while simultaneously reducing customer acquisition costs

  • Establish a criterion that allows AI to identify look-alike prospects weekly

  • Grow PDI pipeline with pre-screened potential prospects currently in buying mode

  • Substantially shortened sales cycle based on lead quality and pre-vetted status of prospects

  • Improved quality and quantity of qualified leads

Quotes

“The team at StringCan has been a long-time partner of PDI’s, and we value their recommendations regarding how our company can reach its goals by exploring new possibilities and considering new ways of doing things. Keep the fresh ideas coming, StringCan!"

Keith Mitnik, Co-Founder of Phoenix Display International