Case Study: SourceMedia achieves $1M revenue above projections with Vorsight's Persuasive Prospecting

SourceMedia Surpassed Projected Revenue by $1 Million Following Persuasive Prospecting Training

SourceMedia, a provider of news, analysis, research and data for financial and professional services audiences, introduced new online tools but struggled to get executives to agree to demos and to position the product effectively during sales calls. The challenge was generating higher-quality leads and convincing busy decision-makers of the tools’ value.

They engaged VorsightBP’s Persuasive Prospecting program, which taught org-chart mapping, a 3x3 research approach and redesigned talking points to focus on the tools rather than the publications. Follow-up coaching and management workshops re‑engineered the sales process, added sales‑enablement tactics and a demo-driven value process—helping SourceMedia surpass its projected revenue by $1 million in June 2011.

SourceMedia

Adam Reinebach

EVP of Circulation and Marketing Solutions