T-Mobile uses AI powered by Real Data to boost revenue by 28%
Reps were each assigned 1000+ accounts without knowing which to engage.
T-Mobile created a team of 200 inside account managers to expand their existing footprint across all US-based business clients. Each rep owned 1000+ accounts and soon after its inception, team productivity lagged while reps delivered inconsistent messaging. The biggest challenge, however, was that the overall time and effort expended by reps was not aligned to the right accounts, leads, or markets. After an in-depth assessment of their business, the XANT team learned that 50% of reps accounted for 80% of the activity and over 50,000 accounts with a high likelihood of closing were never even engaged.
The combination of productivity and prioritization capabilities accelerated performance.
T-Mobile first deployed Playbooks productivity capabilities to scale reps on structured workflows. This included templatized campaigns, or Plays, targeting different persona groups and account types. Within Plays, Marketing and Sales had collaborated to create emails, pre-recorded voicemails and call scripts to enforce best practices. Overall activity and performance immediately jumped. They next deployed two AI scoring models powered by Real Data: closability, which scores leads and accounts most likely to close; and contactability, which scores prospects most likely to engage. Based on those scores, reps prioritized their daily sales tasks, focusing their effort on the things that mattered most, accelerating revenue growth.
+25% Deal Size
+200% Close Rate
+25% Reduction Sales Cycle Time
+28% Revenue Growth
“We’ve been able to take our ‘Uncarrier’ message to our business segment and have had tremendous success thanks to this partnership.”
– Jonathan Blood, VP Direct to Business and Indirect @work, T-Mobile