Busy season always had technicians so focused on doing the work in front of them, closing new business on tech-found work was not a priority. Historically, this close rate has sat at about 66% during the months of July, August, and September, and the contractor wanted a way to increase that without adding more time to technicians’ days.
Technicians tested the value of XOi in their on-site sales process by dividing their opportunities in half—half of their quotes included XOi-captured content, while half did not (their original process).
Tested at the same time during the busy summer months, quotes NOT including XOi content hovered at a 67.86% close rate, while quotes that included XOi content closed at a 93% rate. After two months of testing, contractor adopted XOi into every quoting situation.