JuicyScore provides BNPL and Insurance organizations with alternative data via device risk assessment and behavioural data analysis, helping fight fraud, increase positive approval rates, and decrease credit write-offs.
Industry: FinTech
ICP: Insurance, BNPL, NFO, Lenders
Persona: Chief Risk Officers, Risk-Assessment Leaders
Regions: MENA, India, Africa, LATAM
Industry: FinTech
ICP: Insurance, BNPL, NFO, Lenders
Persona: Chief Risk Officers, Risk-Assessment Leaders
Regions: MENA, India, Africa, LATAM
The Challenge
JuicyScore has always been outbound-first since the start. After building successful business operations in the CIS, they started expanding into new regions including MENA (Saudi Arabia), LATAM (Brazil, Mexico), India, and Africa (Kenya, Nigeria), hiring local reps for each territory.
Their challenge was complex, yet not unique: supporting a growing in-house sales team of 10+ reps scattered across the globe and making sure both new and existing hires can ramp fast, giving their best from month one introduces a ton of managerial overhead and entropy.
Each rep used their own sales copy, there was lots of randomness, and zero automation — without a unified sales framework, founders had to waste time micromanaging each rep, backing them up on every sales call to make sure reps ask the right discovery questions and don't mess up product demo.
Their challenge was complex, yet not unique: supporting a growing in-house sales team of 10+ reps scattered across the globe and making sure both new and existing hires can ramp fast, giving their best from month one introduces a ton of managerial overhead and entropy.
Each rep used their own sales copy, there was lots of randomness, and zero automation — without a unified sales framework, founders had to waste time micromanaging each rep, backing them up on every sales call to make sure reps ask the right discovery questions and don't mess up product demo.
The Solution
#1: We started with the low-hanging fruit, re-engineering JuicyScore's cold outreach: from domain setups to ensure max deliverability and open rates, all the way to rewriting their sales copy, personalizing it to target personas, verticals, and territories to make sure we send the right message and get the highest response possible.
#2: As part of LinkedIn outreach revamp, we've made significant suggestions on setting up LinkedIn profiles — those always are the first things prospects see before they ever interact with your website or product demo.
#3: To maximize reps' efficiency, we've implemented LinkedIn sales automation via GetSales to help sales reps eliminate resource-intensive actions like visiting leads' profiles, connecting with them, and sending sales pitch messages — all those actions were 100% automated allowing the sales team to focus on supporting warm conversations, running sales demos, and closing deals.
#4: Finally, to help reps be more effective with their discovery and demo - as well as to help founders spend less time co-selling with their reps -, we created a detailed playbook that covered the entire flow from intro, and discovery questions, to how reps should interpret possible answers and change their pitch accordingly. We also included sections on setting the right next steps and what stakeholders should be included for better deal closing probability.
#5: All the best practices were documented into a sales playbook, allowing new reps to ramp up within days and removing that overhead from the founders' shoulders.
#2: As part of LinkedIn outreach revamp, we've made significant suggestions on setting up LinkedIn profiles — those always are the first things prospects see before they ever interact with your website or product demo.
#3: To maximize reps' efficiency, we've implemented LinkedIn sales automation via GetSales to help sales reps eliminate resource-intensive actions like visiting leads' profiles, connecting with them, and sending sales pitch messages — all those actions were 100% automated allowing the sales team to focus on supporting warm conversations, running sales demos, and closing deals.
#4: Finally, to help reps be more effective with their discovery and demo - as well as to help founders spend less time co-selling with their reps -, we created a detailed playbook that covered the entire flow from intro, and discovery questions, to how reps should interpret possible answers and change their pitch accordingly. We also included sections on setting the right next steps and what stakeholders should be included for better deal closing probability.
#5: All the best practices were documented into a sales playbook, allowing new reps to ramp up within days and removing that overhead from the founders' shoulders.
The Results
#1: Fine-tuning the prospecting stack resulted in an increased open rate across the entire sales team: from avg. 30%, the team has seen a jump to over 60% open rate on their cold email campaigns.
#2: After implementing all the suggestions on teams LinkedIn profiles, the average connect acceptance rates got to the average of 34% with a peak of 49% in certain geographies.
#3: New cold sales messages along with automated LinkedIn outreach gave a whopping average of 42% reply rate across all reps and verticals. Emails showed a lower response rate of 17%.
#4: The new playbook with revamped prospecting, discovery, and sales demo flows has significantly decreased sales ramp time, removing a major overhead from the commercial leadership, allowing them to focus on more strategic tasks instead of micro-managing sales representatives.
#2: After implementing all the suggestions on teams LinkedIn profiles, the average connect acceptance rates got to the average of 34% with a peak of 49% in certain geographies.
#3: New cold sales messages along with automated LinkedIn outreach gave a whopping average of 42% reply rate across all reps and verticals. Emails showed a lower response rate of 17%.
#4: The new playbook with revamped prospecting, discovery, and sales demo flows has significantly decreased sales ramp time, removing a major overhead from the commercial leadership, allowing them to focus on more strategic tasks instead of micro-managing sales representatives.
