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A Bank with Deep Relationships Builds More of Them with Dun & Bradstreet

A Bank with Deep Relationships Builds More of Them with Dun & Bradstreet

Founded more than a century ago in Orange County, NY, Orange County Trust has long been guided by a principle simple to articulate but not always easy to deliver on: unparalleled service. The company’s founding principles demand a customer-first approach to banking. And that must start with the sales process. Working with Dun & Bradstreet, Orange County Trust has successfully channeled advanced insight on customers and prospects into quality new relationships for its business banking.

Better industry data to have intelligent interaction with client or prospect ... Made inexperienced sales staff more confident in their knowledge.
Linda LeMond, VP - Cash Management Treasury Officer, Orange County Trust Company

The Challenge: Drive Customer Relationships

To truly put relationships first, Orange County Trust realized it needed more than just its legacy and a strong mission. It needed additional insight about its market, inspiring the firm to work with Dun & Bradstreet to more effectively identify and target prospective customers.

The Solution: Hoover's Sales Intelligence

Orange County Trust activated Hoover’s Sales Intelligence to understand in detail what prospects to target, and the contact-level information let the company build strong relationships within these newly targeted potential customers.

The Results: Across-the-Board Improvement

Working with Dun & Bradstreet, Orange County Trust was able to improve engagement with its content, leading to outstanding performance across multiple marketing tactics.

  • The company improved the size of its lead funnel up to 59%
  • It improved campaign response rates up to 24%
  • It improved sales close rates by more than 60%

http://orangecountytrust.com/

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