How Anixter Used Prospect Insights to Drive Revenue Growth

Anixter Background

Founded in 1957, Anixter is one of the largest providers of telecommunications, data networking, and IT security solutions in North America. For more than 50 years, it has helped clients big and small achieve success through its industry-leading data infrastructure and services. Anixter continues to pave the way, setting an example for its competitors to follow.

 

Anixter Case Study

While Anixter has been a leading provider of telecommunications and data equipment since the early days of its founding, the transition of C-suite leadership spurred several new changes, including an overhaul of its marketing and sales practices. The business development teams needed to embrace the same core values of emphasizing customer satisfaction while maximizing sales growth with new target accounts.

Anixter’s sales leadership began exploring new ways to best obtain and leverage sales intelligence across the entire sales organization. They already knew the importance of data and how it can be used to improve sales and marketing, but they needed to partner with a company that could give them meaningful insights on new commercial projects throughout North America. They had already determined that new construction, relocations, and expansions were signals that they needed to engage with new prospects.

SalesLeads gave Anixter's sales team access to a wide range of relevant and meaningful business opportunity intelligence, allowing them to target the right prospects at the right time.

So, what kind of a difference did the addition of SalesLeads’ commercial project intelligence  have on Anixter's sales? The most notable improvement was roughly 2x increase in viable opportunities in their pipeline after just 6 months of adoption. However, Anixter also experienced a higher engagement level with its customers; more efficient prospecting; and greater market awareness of impending projects that their sales team should be pursuing.

All of these factors have helped cement Anixter as one of North America's leading providers of telecommunications product suppliers.