How Indiana Farm Bureau Insurance optimized data to increase sales

Highlights

  • Increased CRM adoption
  • Streamlined prospecting
  • Eliminated manual lead data entry
  • Increased new policy sales

 

Company background

Indiana Farm Bureau Insurance (IFB) is a leader in auto and homeowners insurance and the largest writer of farm insurance. Headquartered in Indianapolis, IFB has local offices in 92 counties with more than 450 agents and 1,200 employees.

 

Challenge

IFB was in need of a stable sales process. There was no sales prospecting solution in place and the sales team had no way to track their sales or manage potential clients. Their client prospecting data was unorganized and lacked proper insight and intelligence that affected market outreach.

Solution

Data Axle had the right solutions and expertise to assist in improving IFB’s business model. These solutions included an online prospecting tool, new data insights appended to their existing CRM records, and quarterly data cleansing, providing them with more opportunities to grow their business:

Prospecting
By implementing Genie, Data Axle’s prospecting tool, IFB was able to improve their lead gen efforts by giving agents the ability to build targeted prospect lists within their assigned territories.

Additionally, since Genie is tightly integrated with their CRM making it easy for their reps to manage and track their prospecting efforts.

Data append & cleansing
Leveraging Data Axle’s Match API provided additional business intelligence to the existing data that resided in IFB’s CRM. The API matches a single record to Data Axle’s database which lead to appending over 200 consumer data elements. This additional insight assisted agents with pre-call planning and additional knowledge to help with lead scoring.

In order to keep up with their ever-changing data, every quarter Data Axle appends updated email addresses to their customer file. IFB simply uploads their file using our secure FTP site and within just a few hours they were on their way to utilizing their new and improved data.

Results

  • Sales no longer had to manually enter leads into their CRM saving them time so they could focus more on selling
  • Increased CRM adoption and streamlined prospecting process
  • IFB attributes the majority of their new policy sales as a result of using Genie
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